This site uses cookies. To find out more, see our Cookies Policy

Exec Director, Sales Health Systems-North in Marlborough, MA at Quest Diagnostics

Date Posted: 2/17/2019

Job Snapshot

  • Employee Type:
    Full-Time
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    2/17/2019

Job Description

Executive Sales Director – Health Systems, North Region

 

Recognized by FORTUNE magazine as one of the “World’s Most Admired Companies,” Quest Diagnostics is the world's leading provider of diagnostic testing, information and services that doctors and patients need to make better healthcare decisions. They are pioneers in developing innovative diagnostic tests and advanced healthcare information technology solutions that help improve patient care.

With corporate headquarters in Secaucus, NJ, Quest Diagnostics is a Fortune 500 company, traded on the New York Stock Exchange and included in the Dow Jones Sustainability World Index.  With 2017 revenues of $7.4 Billion, and approximately 42,000 employees and 2,100 patient locations across the US, Quest Diagnostics serves half of the physicians and hospitals in the US with their large variety of products and services. 

The company offers the broadest access to diagnostic testing services through its network of laboratories and patient service centers, and provides interpretive consultation through its extensive medical and scientific staff. Quest Diagnostics also provides services to employers, life insurance companies, other commercial labs, clinics, health plans, government agencies, and organizations involved in clinical trials research.

Approximately 150 million times each year, patients and their physicians rely upon Quest Diagnostics results to make important healthcare decisions.

Quest Diagnostics Healthcare IT solutions connect over 165,000 physicians.

Approximately one third of U.S. physicians – and many of the country’s leading hospitals and health systems – relies on Quest Diagnostics healthcare information solutions to foster better patient care and improve their business performance.

 

Awards/Recognitions:

  • FORTUNE magazine's "World's Most Admired Companies" list

  • Fortune magazine’s Fortune 500 list

  • Forbes Global 2000

  • Barron’s 500

  • Member of the Dow Jones® Sustainability World Index

  • Consistently named one of the best places to work in U.S. business journal rankings

    Diagnostic Testing Services:

    Quest Diagnostics is the world’s leading provider of diagnostic testing, information and services that patients and doctors need to make better healthcare decisions. Their services range from routine blood tests — such as total cholesterol, Pap testing and white blood cell count — to complex, gene-based and molecular testing. They perform medical tests that aid in the diagnosis or detection of diseases, measure the progress or recovery from a disease or confirm that an individual is free from disease. In addition, they have specialized expertise in cancer, cardiovascular diseases, infectious diseases, and neurology.

    Outlook:

    In the $60 Billion and growing US Diagnostic Testing Market, Quest Diagnostics is the leader. Quest Diagnostics’ reputation as a leading innovator, provider of high value, low cost solutions and its financial strength and flexibility make it well positioned to capitalize on the evolving healthcare landscape.

    Quest Diagnostics’ long term strategy is to become the undisputed world leader in diagnostic testing, information and services. To drive this profitable growth, Quest Diagnostics plans to leverage capabilities to create differentiation:

  • Deliver Innovative Solutions

  • Leverage their Unparalleled Access and Distribution Network

  • Expand their relationships with large payers and health systems

  • Deliver Superior Patient Experiences

Position Description:

The Executive Sales Director - Health Systems for the North Region is responsible for a team of sales executives charged with growing the revenue from new health system accounts.  S/He develops and executes the strategies, builds key client relationship, develops comprehensive plans and delivers value propositions which result in the award of new contracts.  S/He will manage a team of four direct reports. Reporting directly to Geoff Albrecht, RVP Commercial for the North Region, the position will be based out of the Marlborough, MA, regional headquarters but may work remotely from within the 9 state North Region.

Key Responsibilities:

  • Develop strategies and plans to effectively target and secure profitable health system reference laboratory business in line with regional growth strategy
  • Direct a professional sales team in collaboration with other functions in executing the strategy and achieving the growth targets
  • Develop reliable processes to create a robust pipeline of opportunities to ensure a close rate that achieves the annual goal
  • Own relationships with influential decision-makers at targeted health systems, understand their needs, and work with the team to develop and present winning value propositions
  • Collaborate with the service delivery team to ensure clients receive highest level of service during their on-boarding phase and during the transition to an account manager
  • Engage with other sales leaders, marketing and operations in developing market plans and value propositions for targeted health systems
  • Remains current of marketplace changes impacting customers; maintain a working knowledge of the company’s differentiating products and those of the competitors

Desired Qualifications/Skills:

The successful candidate for Executive Sales Director will have the following attributes and/or experiences:

  • Bachelor’s degree in Business, Marketing or Life Sciences is required; advanced degree preferred
  • Ten (10) years of successful sales experience in healthcare with B2B transactions required; experience selling into the C-suite of hospitals/health systems is highly preferred
  • Five (5) years sales management experience
  • Knowledge of reference laboratory business, tests and processes is preferred
  • Knowledge of the healthcare industry, payers and regulations
  • Understand general economics of B2B business transactions
  • Track record of achieving sales results and successfully leading teams
  • Ability to travel across geographical region including by air (25-50%)

Personal Competencies:

The successful candidate for Executive Sales Director will demonstrate through education and experience the following competencies:

  • Business Acumen

  • Strategic Agility

  • Action Oriented

  • Customer Focus

  • Interpersonal Savvy

  • Planning/Priority Setting

  • Drive for Results

  • Negotiating

  • Manage vision and purpose

  • Political Savvy

  • Command Skills

  • Builds effective teams