Director, Commercial Excellence - Regional in Irving, TX at Quest Diagnostics

Date Posted: 1/31/2020

Job Snapshot

Job Description

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.




  • 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

  • Named a Diversity Inc Noteworthy Company for the second consecutive year in 2018


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


Position Description

Integrate regional intelligence to develop insights and solutions to grow the business, supplement traditional approaches to growth and execute the strategic plan


Build, maintain and continuously update detailed market and competitive intelligence for the Region, providing in-depth coverage of key geographies and serving as the Regional expert on the market, competition and opportunities



  • Integrate market and competitive intelligence for the region, and provide insights to regional leadership and clinical franchises

  • Partners across the Commercial  organization and leads team  to develop , deploy and execute tools and processes to drive performance

  • Collaborates with Finance , Commercial and  Franchise  partners to coordinate resource and business intelligence to execute the  operating plan



  • Deliver expertise on services, capabilities and resources Quest Diagnostics can provide to address the needs of Strategic clients; working closely with Key Account Directors, build presentations and proposals to win opportunities with Strategic clients by developing a tailored response; drive implementation of solutions

Accountabilities / Metrics


  • Number of clients signed

  • Revenue realized due to improved sales force performance

  • Deployment and execution of revenue growth initiatives

  • Improved customer retention rates

  • Sales Satisfaction Survey Score Improvement

  • Improvement in sales force efficiency

  • Strategy

  • Provides regional intelligence on the market, competition, health plans, large prospects...

  • Understands franchise strategies and integrates to regional market decision making to optimize the plan

  • Leverages corporate data sources, intelligence and resources

  • Continuously update RMS

  • Effectiveness

  • Partners with Commercial leadership to develop and deploy growth and retention plans/tools; drives execution

  • Coordinates strategic and operational projects between Corp. Commercial/Franchise and the Region’s plan

  • Provides analysis, market intelligence, trends to align to growth strategies and continuously enhance the regional market strategy

  • Solutions

  • Support Key Account Directors with presentations and proposals for strategic accounts (Large Physician Practices, IDNs, ACOs...)

  • Develops, strategies, tools and processes to optimize commercial execution of the operating plan (Sales Calls, Pipeline, Target/Lead Management, Product Breadth and Channels, etc.)

  • Build business cases and provide guidance to finance for generation of models to quantify and justify opportunities

  • Drive implementation of solutions

  • Hard Skills

  • Structured and logical thinking

  • Analytical skills: quantitative and qualitative

  • Financial analysis: P&L modeling, ROI calculation

  • Proficiency with Excel and Powerpoint

  • Business Degree or MBA preferred

  • Soft Skills (Lominger Competencies)

  • Customer Focused

  • Action oriented; Drive for Results

  • Communication and partnering

  • Building Effective Teams

  • Innovation Management

  • Priority Setting

  • Organizing

  • Planning

  • Presentation skills

  • Innovative thinking



  • Experience leveraging distributed capabilities to refine and customize solutions

  • Demonstrated practical knowledge of lab industry, physician, hospitals and health plans

  • Business planning, market and competitive analysis

  • Management experience in driving sales effectiveness processes

  • 8+ years’ experience, in Diagnostics industry

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.

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