Exec Dir, Sales & Marketing-Employer Solutions, Lenexa, KS in Lenexa, KS at Quest Diagnostics

Date Posted: 10/3/2019

Job Snapshot

Job Description

Executive Director, Sales & Marketing-Employer Solutions, Lenexa, Kansas

The Executive Director of Sales and Marketing leads the sales and marketing operations, strategies and functions for the Employer Solutions (ES) business at Quest.  This leader is responsible for driving revenue growth for this business by ensuring the alignment of sales and marketing solutions.

Responsible for execution of the commercial strategy for profitable growth in Employer Solutions (ES). 

  • Leads and develop annual operating plan and long-term strategic plan for the ES business. 

  • Responsible for planning and executing the sales and marketing strategies for ES.  Must be able to work in partnership with ESLT and Quest leaders to enhance customer relationships and revenue opportunities.  Must possess ability to drive sales and meet/exceed aggressive sales targets through leadership of multiple layers of sales management.

  • Develops overall sales and marketing plans for new business and expanding existing accounts and lead the sales team in developing account-specific plans to profitably grow and retain the business.

  • Drive the Informatics strategy to develop new revenue streams.

  • Responsible for recruitment, selection, retention and motivation of the sales and marketing teams including training development, ongoing review of talent and performance management.

  • Manages the vision and purpose for the organization through multiple communication vehicles

  • Responsible providing oversight and direction for RFPs

  • Leads ES Product Management and product lifecycle.

  • Aggressively utilizes metrics and standard processes to ensure top performance at the individual sales representative level and consistency across the organization.

  • Manages all other special projects as assigned by Vice President, ES

  • Maintains confidentiality of sensitive information concerning employees, clients, vendors, intellectual property and the Company.

  • Ensures the sales and marketing teams adhere to all Compliance programs and Government regulations.

  • Lead and inspire direct reports to achieve all business results

  • Collaborate actively with operations and quality to meet customer needs

    Knowledge, Skills and Experience:

  • Bachelor’s degree in Business, Marketing or Life Science.  Advanced degree in Business, Marketing preferred.

  • Proven industry executive with a minimum of ten years of combined sales and marketing experience in the medical services, diagnostics, devices or similar industry. 

  • Results driven and track record of developing high performing sales teams.

  • Experienced in management of a geographically dispersed sales organization.

  • Personal adaptability and ability to lead change.

  • Analytical, budgeting and financial analysis skills.

  • Capability to provide leadership and direction in a fast-paced and complex operating environment.

  • Excellent influencing and collaboration capabilities

  • Strong executive presentation, public relations and communications skills.

  • Ability to develop relationships with key stakeholders and influence those involved in making major decisions that impact the healthcare and diagnostic testing markets. 

 

Accountabilities / Metrics:

Commercial level:

-Total revenue for Employer Solutions business ($260M)

-Operating margin

-Customer attrition

Business level:

-Revenue

-Volume

-Market share

-Cost of selling and marketing

-Key account sales measures

Critical Know How and Skills-Selection Criteria:

-Strong results orientation

- Negotiation acumen

-Key account and sales management depth

-Inspirational leadership

-Financial acumen

-Business acumen

-Talent management and development

-Effective collaboration skills

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