Health Systems Business Development Executive - Anatomic Pathology

Job Description

The Health Systems Business Development Executive - Anatomic Pathology is a high-impact, hybrid sales role responsible for driving robust revenue growth and ensuring key account retention within the Quest Diagnostics Anatomic Pathology portfolio. This executive will focus on hunting, securing, and expanding partnerships with large non-health system accounts, specialized practices, and hospitals, with a strong emphasis on selling Ameripath diagnostics.

By building deep, trust-based relationships with C-suite executives, medical directors, and key clinical decision-makers, this individual will craft comprehensive diagnostic solutions, negotiate high-value B2B agreements, and oversee seamless service onboarding to deliver premium anatomic pathology services.

Responsibilities:

New Business Acquisition (Hunting)

• Target Specialized Markets: Focus dedicated effort on identifying, profiling, and securing new, large-scale, non-health system accounts (e.g., large dermatology groups, oncology clinics, and multi-specialty practices) with significant testing volume.
• Portfolio Promotion: Drive adoption of Quest’s premier Anatomic Pathology portfolio, positioning Ameripath and Dermpath diagnostics as the market-leading solutions for subspecialized diagnostic accuracy.
• B2B Proposals: Lead the development of comprehensive, client-centric proposals, presenting robust value propositions that demonstrate clinical excellence, operational efficiency, and financial feasibility.

Business Planning & Collaborative Leadership

• Cross-Functional Collaboration: Partner with regional sales leaders, marketing, and lab operations to design and execute tailored market development plans.
• Strategic Client Alignment: Mobilize the right internal resources, medical science liaisons, and operations experts to solve unique client challenges and deliver highly customized anatomic pathology programs.
• Fee & Contract Management: Oversee strategic contract compliance, implement price changes or fee adjustments as required, and lead commercial contract renegotiations.

Relationship Management & Account Retention

• Strategic Stakeholder Engagement: Build and sustain strategic relationships at multiple levels of target organizations, including hospital administrators, chief medical officers, pathologists, and practice managers.
• Mitigate Revenue Leakage: Actively monitor account health and testing patterns to identify, address, and resolve potential leakage opportunities to protect existing business.
• Onboarding & Transitions: Provide hands-on support during the onboarding phase of new strategic accounts, coordinating closely with implementation teams to ensure a flawless setup before transitioning day-to-day coordination to Account Management.

Technical and Market Expertise

• Subspecialty Knowledge: Serve as a subject matter expert on anatomic pathology testing pathways, esoteric pathology services, and digital pathology connectivity.
• Competitive Intelligence: Stay abreast of evolving market trends, payor policies, and competitor actions to maintain Quest’s competitive edge.
• Connectivity & Order Entry: Educate client staff on diagnostic ordering workflows, including connectivity systems (e.g., Quanum, e-orders) to ensure seamless and compliant clinical transactions.

Qualifications:

Required Work Experience: 

• Healthcare B2B Sales: Minimum of seven to ten (7-10) years of successful sales experience in the healthcare industry, with a proven track record of securing and growing high-value B2B commercial accounts.
• Proven Performance: Demonstrated success meeting or exceeding sales quotas and managing complex, multi-stakeholder sales cycles.
• Closing Capability: Exceptional negotiation, contract management, and closing skills.

Preferred Work Experience: 

• Specialty Pathology Sales: Experience selling Anatomic Pathology, Oncology, or Dermatology laboratory services. Direct experience representing Ameripath or Dermpath diagnostic services is highly advantageous.

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)

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