Dir, Bus Global Mkts-SE Asia - San Juan Capistrano, CA in San Juan Capistrano, CA at Quest Diagnostics

Date Posted: 8/19/2019

Job Snapshot

Job Description


Business Director, Southeast Asia - Global Markets


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 United States 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.



•         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


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.



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


Global Markets


Our international operations, Global Markets, operates in four regions around with world with each region having full accountability and authority for its own P&L. Each of the regions is a sizable business in and of itself. Global Markets has laboratory partnerships in, India, Europe, Middle East/North Africa, China, Japan, South Korea, Australia, South and Central America and Canada. We expect that our expansion strategies will include a mix of our traditional approaches as well as the formation of strategic partnerships and targeted M&A.

More information on the company and leadership can be found at:

•         http://www.questdiagnostics.com/home.html

•         http://ir.questdiagnostics.com/phoenix.zhtml?c=82068&p=irol-govmanage


Position Description

The Business Director will be responsible for managing partnerships that generate ~$2-3M in revenue and relationships with senior executives of some of the largest clinical laboratory businesses in the world.  The position will be based in the US, likely Southern California.  

The role reports Mark Machulcz, Executive Director, Global Markets with direct ownership of business development efforts in the region.


Candidate Profile


The ideal candidate will be an experienced Business/Sales Manager who has the ability to quickly understand the Diagnostics Laboratory business, and to develop and drive implementation of a strategy that balances the need for revenue growth with the need to improve profitability. This leader will be comfortable making appropriate tradeoffs between cost/profit and growth and working in close collaboration with the commercial and operations leaders of Global Markets.

The priorities for the role include:

•         Develop and execute the strategic plan for the business, with an emphasis on service portfolio prioritization and optimization, determining where to invest, based on customer feedback to maximize the profitable growth of the business.

•         Work closely with key functional leaders on critical business issues such as competitive positioning and competitive strategy; sales force effectiveness; new business development; and other initiatives to drive increased revenue growth. Create a value proposition that will support revenue growth and increased customer loyalty. 

•         Analyze operating results and their principal components relative to established objectives.  Ensure the soundness of the business’ financial structure; take appropriate steps for corrective action as required; and communicate these steps and results to the executive team, as appropriate.

•         Establish and communicate a clear vision and culture for the business.  Foster an environment which stimulates open communication, creativity and imagination, and engenders a team spirit in solving problems and identifying and capturing new business opportunities.

•         Assess current talent and ensure that there is a highly committed and capable management team in place, coaching and mentoring incumbents and/or bringing in additional talent as needed. 

•         Ensure that the region is a customer-centric organization that is responsive to external issues as well as to internal staff needs.

•         Develop and maintain key strategic partnership relations in the region.

•         Support M&A activities and drive integration activities as needed.

•         Ensure compliance with the Foreign Corruption Practices Act and all applicable local laws.


Desired Experience

•         Business development responsibility, preferably in a global market, of at least four years.

•         Deployment of sophisticated Sales, Marketing, and customer engagement systems.

•         Experience building strong relationships with strategic customers.

•         An undergraduate degree is required; an M.B.A. is highly desired.


Personal Competencies

In addition to the above, we are looking for the following specific competencies:

•         Strategic Thinking: Executives demonstrating strategic orientation understand their own business within the group and industry context. They articulate evolving priorities for the business within a two-year horizon and frame the right strategic questions for their area of the business. Successful executives at this level recognize both opportunities and threats and adapt their short-term plans accordingly. The ideal candidate will work with his or her team to identify opportunities and threats in the market using appropriate conceptual tools, and will find opportunities for strategic leverage, resulting in a strategy that lays the foundation for profitable growth.

•         Results Orientation: Executives with this competency are energized by challenges and the opportunity to over-deliver. Using relevant metrics, they set new and stretching goals for themselves or their teams in order to achieve beyond what is expected. Adverse circumstances only intensify their drive to take action. The laboratory services environment is characterized by consolidation and increasing competition. The Managing Director will need to communicate the goals of the operating plan broadly to key leaders and make difficult decisions quickly to ensure fulfillment of operational and financial goals and commitments.  The Managing Director will strive for continuous improvement and demonstrate a commitment to quality and the provision of quality services.

•         Financial Acumen: An executive focused on achieving financial results understands operating margin and cash flow metrics and ROI. They must have a demonstrated ability to understand how to leverage the components of the P&L to drive value in the business.

•         Team Leadership: A true team leader allocates individual tasks based on previous experience and shows people how their work complements what others are doing. S/he uses individual differences in perspective, style, or behavior to enhance the team’s discussions, decisions, and results. Team leaders identify missing skills on the team and recruit people who will fill in the gaps. They also encourage the team to provide feedback and new ideas to the boss and one another. They gain commitment using logic, and bring a range of management styles, both long term and short term in nature, including visionary/authoritative as well as democratic and directive. Executives demonstrating this competency hold individuals accountable for agreed-upon plans, and reward those who support team objectives.

•         Collaboration and Influencing: Executives who are adept at collaboration and influencing actively seek colleagues’ or stakeholders’ input in decision-making, especially those of differing views. They compromise on their own preferences where necessary for the team or organization; share best practices across business units or functions; show others how their mutual objectives can be complementary; and seek common ground and sources of agreement between themselves and diverse, multiple stakeholders. Far from being “pleasers,” they do not hesitate when necessary to bring up uncomfortable issues in order to discuss and resolve them. Maintaining relationships throughout the organization in order to access further sources of productive collaboration is key to success.

Personal Characteristics

•         Executive influence and presence. A track record as a mature, seasoned leader with excellent judgment; open to feedback as well as the opinions and ideas of others. Experience from having “been around the block” regarding transformation and turnaround situations.

•         Stylistic flexibility to work with a large, diverse work force.

•         Able to effect change in an organization without disrupting the business.

•         Unquestionable personal and professional character and integrity.

•         Demonstrated commitment to the Quest Values and Behaviors.



All requirements are subject to possible modifications to reasonably accommodate individuals with disabilities. Quest Diagnostics is an Equal Opportunity Employer: Women / Minorities / Veterans / Disabled / Sexual Orientation / Gender Identity.


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.




Katherine Tomlinson

Sr. Talent Acquisition Partner – Executive Recruitment

Quest Diagnostics, Inc.

(614) 519-5015


Brian Kazan

Senior Executive Search Consultant

Quest Diagnostics, Inc.

(201) 424-6742



Amy Korus

Executive and Medical Talent Acquisition Partner

Quest Diagnostics, Inc.

 (248) 259-7583


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