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 .

Position Summary

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.

Key Responsibilities

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.

Qualifications

Required

• Bachelor's degree in Business, Marketing, Economics, Statistics, Data Science, Engineeri