Dir, Strategy and Business Development - ACO - Sr

This position reports into the VP, Emerging Markets & Enterprise Accounts. The Sr. Director develops strategies and executes plans to identify and close profitable growth opportunities nationally. Creates effective relationships with association and c-suite personnel in Accountable Care Organizations. May also engage on related strategic and emerging partnerships.  May manage business development professionals, project managers and/or program managers. 

Success metrics include:

- achievement of growth objectives in the aggregate for the ACO segment and products. 

- effectiveness of pipeline and forecasting of large deal opportunities.

-development and execution of strategic plans by customer, segment, region, etc.

- effective collaboration with enabling functions, franchises, regional sales leaders and operations teams.

- scope, depth and effectiveness of c-suite and association relationships.

• Responsible for the recruitment, selection, retention, and motivation of business development, project and program personnel.
• Responsible for training and development of team, and for performance management.
• Identifies and leads opportunities for new/upgraded business in the ACO and related channels to include responses to acute situations and opportunities, such as COVID risk mitigation.
• Executes cross functional strategic plans by bringing together the key internal and external people, processes and functions to deliver unique solutions for these opportunities.
• Develops effective relationships with key personnel in targeted channel to engage them in discussions about emerging healthcare delivery models and the role of Quest Diagnostics as a strategic business partner.
• Collaborates with regional commercial leaders and their teams to develop and execute strategic plans in this emerging market and related product segments.
• Monitors and ensures customer satisfaction with on-going services provided; develops proposals to enhance business relationships and to expand our service offering with the client. 
• Owns and facilitates (or delegates) the C-Suite relationships and the growth strategy for assigned key accts and associations.
• Stays abreast of changes in the marketplace impacting customers.  Maintains a working knowledge of the company’s differentiating products and those of the competitors.

QUALIFICATIONS

Required Work Experience: 

• A current or previous business leader with experience working with strategic accounts.
• Successful business development experience in laboratory medicine with B2B transactions.
• Experience working with physician networks, payors, employers, associations and affiliated organizations. 
• Demonstrated success working collaboratively in a matrix organization – not owning accounts directly but facilitating success for other commercial professionals.
• Demonstrated strong business development and closing skills which resulted in revenue growth.

Preferred Work Experience:

• N/A

Physical and Mental Requirements: 

• Long periods sitting, working at computer, paying attention to detail.

Knowledge: 

• Diagnostics laboratory business, tests and processes.
• Quest Diagnostics network, lab operations and laboratory finance/pricing strategies.
• Healthcare industry, regulations, payors and regulations.
• General economics of B2B business transactions.
• Significant national travel requirements to succeed at this type of job, including air travel. 50-75%

Skills:

• Facilitation of teams and meetings
• Connecting people, strategies and plans
• Sales and business development processes

EDUCATION
Bachelor’s Degree(Required)
Master’s Degree

Equal Opportunity Employer: Race/Color/Sex/Sexual Orientation/Gender Identity/Religion/National Origin/Disability/Vets