Associate Director, Sales Analytics

Company Description

Guardant Health is a leading precision oncology company focused on guarding wellness and giving every person more time free from cancer. Founded in 2012, Guardant® is transforming patient care and accelerating new cancer therapies by providing critical insights into what drives disease through its advanced blood and tissue tests, real-world data and AI analytics. Guardant tests help improve outcomes across all stages of care, including screening to find cancer early, monitoring for recurrence in early-stage cancer, and treatment selection for patients with advanced cancer. For more information, visit guardanthealth.com and follow the company on LinkedIn, X (Twitter) and Facebook. 

Guardant Health is seeking a strategic Associate Director of Sales Analytics – Health Systems to lead the development and advancement of analytics supporting the Screening Business Unit's health system, IDN, and key account organization, in support of Shield, the first FDA-approved blood-based colorectal cancer screening test. Reporting to the Sales Operations & Analytics Lead, this individual will serve as a strategic thought partner to Health System Sales Leadership, Strategic Account Management, Marketing, Sales Operations, Market Access, the Medical team (including Medical Science Liaisons), and executive stakeholders — translating complex data into actionable insights that shape health system engagement strategy, account prioritization, field execution, resource allocation, and commercial investment decisions.

The Associate Director will own the health system sales analytics roadmap, including opportunity identification, account segmentation, performance measurement, account hierarchy management, executive reporting, and field enablement across IDNs, hospitals, physician groups, and other organized customers. This role connects provider-level activity and ordering behavior to health system structures to create an accurate, integrated view of account opportunity, engagement, penetration, and performance.

This is initially a senior individual-contributor position requiring strong functional leadership and the ability to lead complex initiatives through influence. As the health system business and analytics capability grow, the role may expand to include formal people leadership.

Strategic Leadership & Business Partnership

• Own and execute the health system sales analytics strategy and roadmap in alignment with commercial priorities and business growth objectives.
• Serve as a strategic advisor to Health System Sales Leadership and executive stakeholders, delivering insights that shape health system and IDN engagement strategy, account prioritization, field deployment, and resource allocation.
• Lead strategic initiatives such as health system and IDN white space analysis, opportunity sizing, account prioritization frameworks, market potential assessment, and system-level penetration strategies for Shield expansion.
• Develop data-driven business cases, scenarios, and recommendations to support health system expansion, commercial investments, and new engagement models.
• Proactively identify business opportunities, performance risks, and execution gaps, and recommend actions with business partners to improve commercial outcomes.
• Build and deliver executive-ready dashboards, QBR materials, and strategic readouts that give leadership a clear, trusted view of pipeline, penetration, and field performance.

Health System & Key Account Analytics

• Bring deep understanding of the entities that constitute health systems and organized customers — IDNs, hospitals, physician groups, ambulatory clinics, ASCs, FQHCs, ACOs, and academic medical centers — and how they roll up into ownership and affiliation structures.
• Apply expert knowledge of HCP-to-HCO and HCO-to-HCO affiliations, including employment vs. loose affiliation, joint ventures, and multi-parent relationships, to accurately attribute volume, calls, and opportunity to the right IDN or health system.
• Design and deploy scalable account-based analytics frameworks — segmentation, opportunity scoring, and penetration models — that connect provider-level ordering behavior to health systems and IDNs, empowering Strategic Account Managers and sales leaders to target and prioritize high-value systems.
• Advise on top-down vs. bottom-up account strategies based on ownership structure, affiliations, decision-making models, and degree of centralized control within each health system or IDN.
• Integrate field feedback and qualitative account intelligence from Sales, Strategic Account Management, and the Medical team (including MSLs) into analytical frameworks to ensure recommendations reflect real-world account dynamics.
• Support health system and IDN launch and expansion planning through opportunity analysis, account readiness assessments, KPI development, and early performance tracking for new partnerships and EMR integrations.

Performance Measurement & Executive Reporting

• Define and own the health system sales performance framework, including KPI definitions, business rules, targets, and leading and lagging indicators.
• Lead the development of executive dashboards, account scorecards, QBR materials, and strategic performance readouts covering pipeline, account progression, penetration, implementation status, provider activation, and ordering volume.
• Connect insights across accounts, IDNs, geographies, providers, and commercial functions to tell a compelling performance story and deliver clear, actionable recommendations.
• Establish consistent reporting standards and a single source of truth for health system sales performance across the organization.
• Develop forward-looking indicators that help leadership anticipate opportunities and risks rather than relying solely on retrospective reporting.

Account Hierarchies & Data Stewardship

• Partner with Master Data Management, Data Governance, Sales Operations, IT, and external data providers to improve health system and IDN customer master data and account hierarchies.
• Lead the development and validation of parent-child relationships across IDNs, hospitals, facilities, medical groups, clinics, affiliated organizations, and healthcare providers.
• Establish business rules for hierarchy roll-ups, account attribution, affiliation strength, ownership structures, multi-parent relationships, and resolution of conflicting sources.
• Ensure ordering volume, sales activity, account engagement, and opportunity are attributed accurately to the appropriate health system, IDN, and account team.
• Manage third-party data vendors (e.g., affiliation, claims, and reference data providers), negotiating scope and holding vendors accountable to SLAs for data refresh cadence, coverage, and accuracy.
• Champion data quality, governance, documentation, and validation standards so that analytics and reporting are accurate, consistent, and trusted.

Field Enablement & Cross-Functional Collaboration

• Partner with Sales Leadership and Sales Operations on account assignments, territory planning, resource deployment, quota setting, and incentive measurement.
• Embed analytics into account planning, business reviews, field workflows, and commercial decision-making.
• Drive adoption of analytical solutions through training, documentation, communication, and ongoing engagement with field and leadership teams.
• Collaborate with Marketing, Market Access, the Medical team (including Medical Science Liaisons), Finance, Data Science, IT, and MDM to align analytical priorities, definitions, and roadmaps.
• Provide functional leadership and mentorship to analysts, contractors, vendors, and cross-functional partners supporting health system analytics initiatives.

Required

• Bachelor's degree in Business, Marketing, Economics, Statistics, Data Science, Engineering, Public Health, Healthcare Administration, Analytics, or a related field.
• 7+ years of experience in sales analytics, commercial analytics, business intelligence, sales strategy, commercial operations, consulting, or a related discipline.
• Experience supporting health system, IDN, strategic account, enterprise account, or key account commercial models within life sciences, diagnostics, healthcare, medical technology, or a related industry.
• Demonstrated understanding of health system structures and HCP-to-HCO and HCO-to-HCO affiliations.
• Experience working with health system and IDN account hierarchies, customer master data, affiliation data, or healthcare reference data.
• Experience developing account segmentation, opportunity models, performance frameworks, executive reporting, or field-effectiveness analytics.
• Advanced proficiency in SQL and business intelligence or visualization tools such as Tableau or Power BI.
• Familiarity with analytical programming or statistical tools such as Python or R and cloud data environments such as Databricks, Snowflake, or Redshift.
• Proven ability to synthesize complex and ambiguous data, identify meaningful business implications, and translate findings into actionable recommendations.
• Demonstrated success influencing senior leaders and leading complex cross-functional initiatives without direct authority.
• Exceptional executive communication, data storytelling, stakeholder management, and presentation skills.
• Ability to operate effectively in a fast-paced and evolving organization with shifting priorities.

Preferred

• Master's degree in Business Administration, Business Analytics, Data Science, Statistics, Public Health, Healthcare Administration, or a related field.
• Experience in diagnostics, precision medicine, oncology, biotechnology, pharmaceuticals, or medical devices.
• Familiarity with EMR ordering pathways, laboratory connectivity, and health system integrations, including Epic or Oracle Health.
• Experience supporting a new product launch, market expansion, or rapidly growing commercial organization.
• Experience with healthcare affiliation, claims, referral, provider, facility, or organizational reference data.
• Background in management consulting, commercial strategy, sales force effectiveness, or go-to-market design.

AI & Digital Fluency

• Demonstrate curiosity, sound judgment, and the ability to critically evaluate and responsibly leverage AI-enabled tools in accordance with company policies, ethical standards, and regulatory requirements to improve the efficiency, effectiveness, and quality of work.

Hybrid Work Model:This section is applicable to onsite employees who are eligible for hybrid work location as specified by management and related policies.  Guardant has defined days for in-person/onsite collaboration and work-from-home days for individual-focused time. All U.S. employees who live within 50 miles of a Guardant facility will be required to be onsite on Mondays, Tuesdays, and Thursdays. We have found aligning our scheduled in-office days allows our teams to do the best work and creates the focused thinking time our innovative work requires. At Guardant, our work model has created flexibility for better work-life balance while keeping teams connected to advance our science for our patients.