Sales Director - Co-Lab
Quest Diagnostics
Summary
Acquires new business for Quest lab management business. Develops, executes and has direct accountability for the delivery of solution strategies for hospitals (primarily lab management and other related solutions) assigned Region which will further the company’s objectives towards profitable growth. Has the ability to conduct initial high-level assessment of opportunities and transition those leads to the business development and operations teams. Develops and identifies new sales opportunities in target markets through a variety of sales strategies. Creates a strong relationship with the commercial organization for lab management leads. Forges strong relationships with other key internal stakeholders. Works collaboratively organization, Marketing, Operations and HR to maximize effectiveness of deals (Quality), analyze profitability (Profitable Growth) and build customer relationships (Client Solutions).
Job description
This is a field-based sales position covering the entire Quest Diagnostics Great Midwest Region (19 states).
Responsibilities
- Targets prospective large regional hospital opportunities and for laboratory management opportunities as well as non-traditional sales/solutions (i.e. other potential professional services).
- Develop, refine and employ key customer segment sales solutions with Marketing.
- Executes cross functional and solution strategies which are in line with overall company objectives
- Develop and manage relationships with targeted accounts and their business leaders, including CEO’s and other C-suite executives, to drive successful closure and ensure future retention.
- Close significant new business opportunities in targeted accounts with long term development plans
- Develop relevant business plans with clearly defined strategies and objectives at the targeted opportunities.
- Work with business development and operations team to develop detailed implementation plans for securing contracts designed to maximize sales value and coordinating the efforts of key players in the Sales, Marketing and Operations organizations.
- Work with leadership teams to maximize contract optimization through effective implementation strategies and business reviews
- Communicate Quest’s value proposition at regular intervals at all levels within the market
- Working with Client Solutions and Operations functions to develop and implement value added programs over the duration of the contract
Qualifications
- At least 7 - 10 years experience in either direct sales or business development in a healthcare environment to management levels and large accounts.
- Two years of management experience preferred
- Proven ability to develop relationships with executive level leaders resulting in successful closure of the sale.
- Ability to work effectively in a team environment
- Strong business acumen
- Experience selling into C-Suite in IDN’s.
- Hunter mentality a must
Skills
- Strong planning and organizational skills
- Proven selling and negotiation skills
- Excellent oral and written communication and presentation skills
Education
- Bachelor’s Degree BA/BS in Business Marketing or related field or the equivalent in education and years of experience. (Required)
- Master’s Degree MBA desirable. (Preferred)
Requirements
- At least 7 - 10 years experience in either direct sales or business development in a healthcare environment to management levels and large accounts.
- Two years of management experience preferred
- Proven ability to develop relationships with executive level leaders resulting in successful closure of the sale.
- Ability to work effectively in a team environment
- Strong business acumen
- Experience selling into C-Suite in IDN’s.
- Hunter mentality a must
- Strong planning and organizational skills
- Proven selling and negotiation skills
- Excellent oral and written communication and presentation skills
- Bachelor’s Degree BA/BS in Business Marketing or related field or the equivalent in education and years of experience. (Required)
- Master’s Degree MBA desirable. (Preferred)
Company overview
Quest Diagnostics is a leading provider of diagnostic information services, operating one of the largest clinical laboratory networks in the United States. Founded in 1967 and headquartered in Secaucus, New Jersey, the company offers a comprehensive range of diagnostic testing services including routine blood tests, genetic testing, molecular diagnostics, and anatomic pathology. Quest serves approximately one-third of American adults and physicians annually through its network of approximately 2,250 patient service centers and extensive outreach operations. The company processes over 500,000 test requests daily, providing critical data that helps healthcare providers make informed decisions about patient care. Quest Diagnostics has been at the forefront of diagnostic innovation, developing advanced testing capabilities for cancer, cardiovascular disease, infectious diseases, and neurological disorders. The company plays a vital role in public health through its participation in disease surveillance and population health management initiatives.