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Bus Develop&Analytics-PLS Mgr - Secaucus, NJ in Secaucus, NJ at Quest Diagnostics

Date Posted: 1/24/2019

Job Snapshot

  • Employee Type:
  • Location:
    Secaucus, NJ
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:

Job Description

The PLS Business Development Manager position will be a highly visible role that will perform an essential growing need within PLS of validating contract performance by bringing together key data and analytics for review and approval by PLS Leadership and customer C-Suite (CFO, COO, VP Finance, etc.) contacts.  The PLS BD Manager role will be responsible for generating analysis in regards to FTE reductions and savings generated post contract implementation and periodically throughout the term of the agreement for new key customers.  This duty will require the PLS BD individual to work very closely with PLS Leadership and key customer contracts to secure data and generate any necessary analysis.  Furthermore, the role will be responsible for bringing the leadership teams (PLS and C-Suite) to review and validate findings.  The PLS BD Manager will create a formal process to follow including key stakeholders, tools and support requirements.  The PLS BD Manager role will also be responsible for creating a database of current PLS deals that includes test volumes, pricing, cost information, etc. so that on-going analytics for customer customers may be quickly generated and used for key decision making needs (pricing, movement of on-site/off-site tests, etc.).  The data tools should support the on-going needs to create pricing and market strategies unique to Lab Management opportunities.  The PLS BD Manager role will have oversight of the current key BD processes including data collection for preliminary and final proposals, communication with Sales and PLS leadership to support the Sales pipeline needs and due diligence.  The position shall directly support the Executive Director, BD and General Manager in regards to all PLS opportunities while managing several priorities at the same time.  The position requires occasional travel and the ability to understand and manage situations requiring extensive manipulation of financial, FTE and test volume data and how they fit into each customers contract terms in support of needs required by the Executive BD Director and PLS team leaders.  Individual will be organized and able to communicate to PLS leaders and C-Suite customers in an effort to drive secure agreement of contract performance of LM deals. The position is also responsible for the on-going review and improvement of tools and processes used within Business Development to drive growth.

Essential Job Duties and Responsibilities

  • Responsible for post implementation contract performance review including ownership of the analysis to validate FTE reductions and savings generated as a result of the agreement.  The responsibility will require significant coordination of data and review with PLS Senior Leadership and customer Senior Executives (CFO, COO, VP Finance, etc.).
  • Responsible for administering on-going contract performance analysis periodically throughout the contract term for new key customers.  This process should include the establishment of standard process and policies to ensure that the required data is secured and maintained to be used for performance measurements.  Analysis generated will be reviewed with PLS Senior Leadership and customer Senior Executives (CFO, COO, VP Finance, etc.) in an effort to secure agreement on performance. 
  •  Create and maintain database and tools including test volumes, pricing, cost information, etc. so that on-going analytics for customer customers may be quickly generated and used for key decision making needs (pricing, movement of on-site/off-site tests, etc.).
  • Oversight of functions related to BD activity including data collection / triage / validation / warehousing, deal phase tracking and resource management to align with prioritization to meet goals per PLS Senior Management. 
  • PLS point of contact with Quest M&A Business Development team to align data collection and warehousing in an effort to align goals and execute joint opportunities effectively.  
  • Ownership of due diligence process from the initial organization of on-site visit, data collection, alignment with key stakeholders (Regional leadership, Corporate Procurement, etc.), documentation of on-site assessment and close-out reporting.
  • Key customer contact for the collection of data throughout the PLS sales process from initial evaluation through due diligence.  Significant time spent with customer (up to several contacts) in aligning/confirming data so that proposal is complete and accurate.
  • Must be a capable of manipulating financial and laboratory operations information provided by the customer so that it can be organized into executive financial summaries for internal and external use during the PLS proposal process.  
  • Must be capable of manipulating, auditing and validating financial (GL and AP level) details within the hospital laboratory so that it can be used as the expense base for the PLS savings and profitability model.  Similar manipulation and understanding of FTE/labor and test volume data required to ensure that customer is in agreement with information being used.
  • Perform confirmation reviews of audited data with hospital contacts including C-suite executives and also to align internally with PLS senior leadership in support of financial goals and strategies.

Physical Demands

  • None


  • Experience, Education, and Licensure
  • Bachelor degree in business required; MBA preferred.  Five (5) – eight (8) years of experience in finance, sales/marketing and lab industry or related healthcare field with a focus on pricing strategies, establishing market value, customer satisfaction and driving profitable growth.

Knowledge, Skills and Abilities

  • With strong analytical background, this includes a solid grasp of tools (spreadsheet, statistical method for analyzing data.
  •  Ability to deal with ambiguity.  He/she must create scenarios of alternative outcomes and make reasonable judgments about the implications of pricing decisions based on limited and imperfect information.
  • Strong interpersonal skills.  He/she must possess intellectual integrity and personal trustworthiness to the extent that he/she generates trust among directors from multiple functions.
  • Organizational Awareness.  He/she must gain information for research and analysis from multiple sources within the organization.  He/she must know who controls what information and develop communication channels with them.
  • Excellent persuasive written and oral communication skills.
  • Strong planning and organization skills.
  • Ability to manage multiple priorities for multiple customers.
  • Ability to interact confidently with all levels of employees including Senior Management.
  • Team oriented.
  • Ability to work independently and drive projects to conclusion.
  • Strong PC skills required