Regional Sales Director, PLS - North/East in Secaucus, NJ at Quest Diagnostics

Date Posted: 11/21/2019

Job Snapshot

Job Description

Regional Sales Director, North/East

Professional Lab Services (PLS)

 

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 2018 revenues of $7.53 Billion, and approximately 46,000 employees and 6,600 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 for 4 consecutive years; one of only five companies to attain Most Admired status in the "Health Care, Pharmacy and Other Services" industry category

  • 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

  • Listed on the Disability Equality Index® (DEI), a joint initiative of the American Association of People with Disabilities (AAPD) and the US Business Leadership Network (USBLN), recognizing companies for prioritizing the inclusion of people with disabilities

    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 payors and health systems

  • Deliver Superior Patient Experiences

Basic Purpose:

The Director of Sales acquires new business for the Quest Professional Lab Services (PLS) business.  S/He develops, executes and has direct accountability for the delivery of solution strategies for hospitals (primarily lab management and other related solutions) within the North and East Regions, which will further the company’s objectives towards profitable growth.  The Director will conduct initial high-level assessment of opportunities and transition those leads to the business development and operations teams. S/He 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; and forges strong relationships with other key internal stakeholders. S/He works collaboratively across the organization including Marketing, Operations and HR, to maximize effectiveness of deals (Quality), analyze profitability (Profitable Growth) and build customer relationships (Client Solutions).

Duties and 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:

  • BA/BS in Business Marketing or related field or the equivalent in education and years of experience is required; MBA also desirable

  • At least 7 - 10 years of 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 planning and organizational skills
  • Proven selling and negotiation skills
  • Excellent oral and written communication and presentation skills
  • Strong business acumen
  • Experience managing complex solution sales, selling into C-Suite in IDN’s

Competencies:

Business Acumen

Functional/Technical Skills

Strategic Agility

Problem Solving

Presentation Skills

Written Communications

Comfort around Higher Management

Developing Direct Reports

Organizational Agility

Standing Alone

Intellectual Horsepower

Drive for Results

Motivating Others

Managing Vision and Purpose

Perspective

Decision quality

Command Skills

Perseverance

To Apply

Please Log In or Register to Upload a Resume and complete the online Application by visiting questdiagnostics.com/careers, clicking “Job Search” and following the prompts. Because of the large number of applicants to job openings, Quest Diagnostics will only contact qualified candidates to be interviewed.

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