Health Systems Advanced Pathology Solutions Business Development Executive (NY/NJ)

Job Description

The Health Systems Advanced Pathology Solutions Business Development Executive is a high-impact, strategic commercial role responsible for driving robust revenue growth, key account expansion, and strategic partnerships across major health systems, National Comprehensive Cancer Network (NCCN) institutions, and large regional clinical networks. Reporting to the SVP, Commercial Oncology, this executive partners with commercial colleagues across Advanced Oncology, Health Systems, and Clinical Franchises to understand the complex pathology and oncology needs of large-scale institutions and position Quest’s premier Anatomic, Subspecialty, and Digital Pathology solutions (including AmeriPath and Dermpath Diagnostics).

By building deep, trust-based relationships with C-suite executives, Chief Medical Officers, Pathology department chairs, laboratory administrative leaders, and key oncology stakeholders, this role identifies unmet clinical needs, navigates complex enterprise workflows, negotiates high-value B2B agreements, and oversees seamless solution implementation to maximize Quest share and patient impact.

This is a field-based sales role with weekly travel throughout the North and East regions - this person may reside in NY or NJ.

Pay Range: $146,000 - $200,000 / annually

Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, certifications obtained. Market and organizational factors are also considered. Successful candidates may be eligible to receive annual performance bonus compensation.

Benefits Information:

We are proud to offer best-in-class benefits and programs to support employees and their families in living healthy, happy lives. Our pay and benefit plans have been designed to promote employee health in all respects – physical, financial, and developmental. Depending on whether it is a part-time or full-time position, some of the benefits offered may include:

· Day 1 Medical, supplemental health, dental & vision for FT employees who work 30+ hours

· Best-in-class well-being programs

· Annual, no-cost health assessment program Blueprint for Wellness®

· healthyMINDS mental health program

· Vacation and Health/Flex Time

· 6 Holidays plus 1 "MyDay" off

· FinFit financial coaching and services

· 401(k) pre-tax and/or Roth IRA with company match up to 5% after 12 months of service

· Employee stock purchase plan

· Life and disability insurance, plus buy-up option

· Flexible Spending Accounts

· Annual incentive plans

· Matching gifts program

· Education assistance through MyQuest for Education

· Career advancement opportunities and so much more!

Responsibilities:

New Business Acquisition & Enterprise Strategic Hunting

• Target Major Health Systems & NCCN Accounts: Identify, profile, and secure new, large-scale health system agreements, academic medical centers, NCCN member institutions, and high-volume specialty networks.
• Portfolio Positioning & Value Proposition: Drive strategic adoption of Quest’s comprehensive Anatomic and Advanced Pathology portfolio, positioning AmeriPath, Dermpath Diagnostics, and esoteric testing services as market-leading solutions for subspecialized diagnostic accuracy, clinical quality, and operational efficiency.
• Complex B2B & SOW Proposals: Lead the development of sophisticated, client-centric B2B commercial proposals and Scopes of Work (SOW), presenting clear clinical, operational, and financial value propositions to hospital leadership and executive committees.
• Strategic Corporate Opportunities: Identify and support the evaluation of strategic mergers & acquisitions (M&A) and partnership opportunities complementary to Quest Diagnostics and AmeriPath corporate growth objectives.

Solutions Architecture, Workflow Alignment & Technology Integration

• Advanced Pathology Solutions Delivery: Structure, present, and close complex pathology delivery models tailored to target markets as directed by their VP, including:
  • Digital Pathology and Artificial Intelligence (AI) diagnostic enablement tools.
  • Technical-only (Tech-only) FISH, Flow Cytometry, and Immunohistochemistry (IHC) / Special Stains services.
  • Subspecialized Hematopathology, solid tumor testing, and reference laboratory send-out consolidation.
  • Genomic and somatic diagnostic pathways, supporting NGS, cytogenetics, and downstream minimal residual disease (MRD) strategies.
• Clinical & Operational Dialogue: Demonstrate in-depth knowledge of hospital/health system pathology workflows and how pathologists guide oncology diagnoses, therapeutic selection, and multidisciplinary tumor boards. Facilitate high-quality medical and operational dialogue with C-suite leaders, lab directors, and pathologists.
• Informatics & Systems Integration: Collaborate with Information Technology to align client workflows across Hospital Information Systems (HIS), Laboratory Information Systems (LIS), and ambulatory EHRs, driving seamless digital connectivity, compliant order entry, and automated result routing.

Business Planning, Metric Adherence & Matrix Collaboration

• Cross-Functional Synergy: Partner with regional sales leadership, Advanced Oncology commercial teams, Health Systems counterparts, Medical Science Liaisons (MSLs), Lab Operations, and Franchise leads to execute unified market development plans.
• Pipeline & Sales Acumen Metrics: Maintain rigorous sales discipline and pipeline sufficiency in alignment with corporate metrics, including pipeline volume, C-suite/physician meeting productivity, collaborative cross-franchise touchpoints, and closed-won annual contract value (ACV).
• Brand Strategy & Market Insights: Collect and communicate critical field insights, voice-of-customer feedback, competitive intelligence, and regulatory/payer trends back to Commercial Oncology franchise and brand leadership to refine commercial strategy and service design.

Account Retention, Contracting & Onboarding Governance

• Executive Stakeholder Engagement: Maintain sustained, multi-level executive relationships across client institutions (Chief Medical Officers, VP of Oncology, Pathology Chairs, Lab Administrative Directors, and Practice Managers) to protect existing business and foster long-term loyalty.
• Contract Management & Compliance: Lead commercial contract negotiations, strategic renewals, fee adjustments, and price modifications while ensuring strict adherence to healthcare legal/regulatory standards (Stark Law, Anti-Kickback Statute, and corporate compliance).
• Onboarding & Implementation Support: Coordinate with Quest Operations, project managers, and onboarding specialists during implementation to ensure a seamless transition before handing off day-to-day coordination to designated Account Management teams.
• Revenue Protection: Actively monitor account health, order patterns, and send-out utilization to mitigate revenue leakage and proactively address operational bottlenecks.

Qualifications:

Required Work Experience: 

• Healthcare B2B & Solutions Sales: Minimum of seven to ten (7–10) years of successful enterprise sales, strategic account business development, or high-level account management experience in the healthcare/diagnostics sector with a documented history of quota overachievement.
• Pathology / Oncology Domain Experience: Minimum of four (4) years working in a Pathology, Clinical Diagnostics, or Oncology B2B commercial environment managing complex health systems and matrixed customer organizations.
• Complex Contracting: Proven experience structuring, negotiating, and executing complex enterprise contracts, scopes of work (SOWs), and multi-stakeholder commercial agreements.

Preferred Work Experience: 

• Direct commercial experience representing subspecialty pathology laboratory services (e.g., AmeriPath, Dermpath Diagnostics, esoteric reference testing).
• Experience with product launches, market development programs, and consultative methodologies (such as Challenger Sales or IMPAX models).

Knowledge

• Deep understanding of the diagnostic reference laboratory business model, esoteric clinical tests, and pathology workflows.
• Strong working knowledge of healthcare industry economics, payor landscapes, and B2B pricing structures.
• High level of compliance awareness regarding laboratory regulations (e.g., Stark Law, Anti-Kickback Statute).

Core Competencies

• Business Acumen: Understands business operations, market economics, and financial levers to close profitable contracts.
• Customer Focus: Dedicated to meeting and exceeding client expectations; establishes and maintains effective trust.
• Drive for Results: Focuses energy on high-priority targets; can be counted on to consistently exceed sales goals.
• Interpersonal Savvy & Political Savvy: Relates exceptionally well to all kinds of people; can navigate complex organizational hierarchies smoothly.
• Negotiating: Can win concessions without damaging relationships; direct and forceful as well as diplomatic.
• Strategic Planning: Can accurately scope projects, anticipate roadblocks, and marshal resources effectively.
• Presentation Skills: Effective in a variety of presentation settings (one-on-one, group, C-suite), commanding attention and managing group dynamics.

Travel Required (50-75%)

Education:

• Bachelor's Degree: Required in Business, Marketing, or the Life Sciences. (Required)
• Master’s Degree / Advanced Degree: Preferred (MBA, M.S. in Life Sciences, or other relevant advanced clinical/business degree). (Preferred)

Technical Training or Professional Licensing:

• Clinical & Laboratory Acumen: Deep understanding of Anatomic Pathology, Oncology, and cancer diagnostics—including IHC, Flow Cytometry, Next-Generation Sequencing (NGS), Cytogenetics, Germ-line and Somatic genomics, and minimal residual disease (MRD) frameworks.
• Health System & Digital Pathology Workflows: In-depth familiarity with hospital pathology department operations, professional vs. technical billing components, digital slide scanning/AI integration, and health data interoperability (EHR/LIS/HIS).
• Healthcare Economics: Strong working knowledge of diagnostic laboratory reimbursement models, commercial/government payer landscape, hospital margin dynamics, and healthcare policy.
• Regulatory Compliance: Thorough understanding of diagnostic compliance requirements, including HIPAA, the Stark Law, and the Anti-Kickback Statute.
• Valid driver's license required.

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