Sales Director, Professional Lab Services - Great Midwest Region in Wood Dale, IL at Quest Diagnostics

Date Posted: 6/5/2021

Job Snapshot

Job Description

We Provide Solutions.  Patients and Physicians rely on our diagnostic testing, information and services to help them make better healthcare decisions. These are often serious decisions with far reaching consequences, and require sensitivity, tact and a clear dedication to service. It’s about providing clarity and hope.

In Sales you will work for the world leader in the industry, with a career where you can expand your skills and knowledge. You’ll have a role where you can act with professionalism, you can inspire colleagues, and you can care about the work we do and the people we serve.

At Quest, our Sales Teams are often the public face of our organization. As a result we make every effort to support and develop their skills. Working across a strong customer base, you’ll find you have the flexibility and autonomy to structure your days while having the confidence that comes from promoting a well-recognized and trusted brand. With lots of opportunities for repeat business and referrals, we also offer outstanding support, plus great pay and benefits.

Basic Purpose:

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).

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

Supervision Exercised: 



Education Preferred:                     

BA/BS in Business Marketing or related field or the equivalent in education and years of experience. MBA also desirable.

Work Experience:                           

  • 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 planning and organizational skills
  • Proven selling and negotiation skills
  • Excellent oral and written communication and presentation skills
  • Strong business acumen
  • Experience selling into C-Suite in IDN’s.


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


Decision quality

Command Skills


All requirements are subject to possible modifications to reasonably accommodate individuals with disabilities.  All duties and requirements are essential job functions. All job requirements listed indicate the minimum level of education, knowledge, skills and/or experience necessary to proficiently perform the job.  This job description is not to be construed as an exhaustive statement of duties, responsibilities or requirements.  Employees will be required to perform any other job-related duties assigned by their supervisor, subject to reasonable accommodations.