Category Sales Location Pittsburgh, Pennsylvania Job function Sales Job family Sales Shift Day Employee type Regular Full-Time Work mode Remote

This position reports into the VP, Emerging Markets & Enterprise Accounts. The Sr. Director develops strategies and executes plans to identify and close profitable growth opportunities nationally. Creates effective relationships with association and c-suite personnel in Accountable Care Organizations. May also engage on related strategic and emerging partnerships.  May manage business development professionals, project managers and/or program managers. 

Success metrics include:

- achievement of growth objectives in the aggregate for the ACO segment and products. 

- effectiveness of pipeline and forecasting of large deal opportunities.

-development and execution of strategic plans by customer, segment, region, etc.

- effective collaboration with enabling functions, franchises, regional sales leaders and operations teams.

- scope, depth and effectiveness of c-suite and association relationships.

Responsible for the recruitment, selection, retention, and motivation of business development, project and program personnel.Responsible for training and development of team, and for performance management.Identifies and leads opportunities for new/upgraded business in the ACO and related channels to include responses to acute situations and opportunities, such as COVID risk mitigation.Executes cross functional strategic plans by bringing together the key internal and external people, processes and functions to deliver unique solutions for these opportunities.Develops effective relationships with key personnel in targeted channel to engage them in discussions about emerging healthcare delivery models and the role of Quest Diagnostics as a strategic business partner.Collaborates with regional commercial leaders and their teams to develop and execute strategic plans in this emerging market and related product segments.Monitors and ensures customer satisfaction with on-going services provided; develops proposals to enhance business relationships and to expand our service offering with the client. Owns and facilitates (or delegates) the C-Suite relationships and the growth strategy for assigned key accts and associations.Stays abreast of changes in the marketplace impacting customers.  Maintains a working knowledge of the company’s differentiating products and those of the competitors.

QUALIFICATIONS

Required Work Experience: 

A current or previous business leader with experience working with strategic accounts.Successful business development experience in laboratory medicine with B2B transactions.Experience working with physician networks, payors, employers, associations and affiliated organizations. Demonstrated success working collaboratively in a matrix organization – not owning accounts directly but facilitating success for other commercial professionals.Demonstrated strong business development and closing skills which resulted in revenue growth.

Preferred Work Experience:

N/A

Physical and Mental Requirements: 

Long periods sitting, working at computer, paying attention to detail.

Knowledge: 

Diagnostics laboratory business, tests and processes.Quest Diagnostics network, lab operations and laboratory finance/pricing strategies.Healthcare industry, regulations, payors and regulations.General economics of B2B business transactions.Significant national travel requirements to succeed at this type of job, including air travel. 50-75%

Skills:

Facilitation of teams and meetingsConnecting people, strategies and plansSales and business development processes

EDUCATION
Bachelor’s Degree(Required)
Master’s Degree

Equal Opportunity Employer: Race/Color/Sex/Sexual Orientation/Gender Identity/Religion/National Origin/Disability/Vets