Senior Director Sales - Pharma Data Services & Clinical Trials
Secaucus, New Jersey
At a glance
There are Sales roles. And then there are Sales roles with Quest. After all, this is a place where your sales skills will help make a difference to healthcare for millions. Working to grow and maintain our business with new and existing customers across General Diagnostics and a variety of specialty areas from Oncology to Women’s Health and Cardiology, your talents will make more impact. And, no matter what you’re working on, your professional development will benefit. With countless opportunities to reach your future career goals through mentorship, team collaboration, and in-depth training, we’ll help you find success at Quest.
Success profile
What makes a successful candidate? See if you have what it takes.
- Communicator
- Confident
- Independent
- Persuasive
- Results-driven
- Strategic
See how your career can grow
As part of our supportive and collaborative team, you will be inspired to develop and achieve your career aspirations. From comprehensive learning opportunities to skill-building activities, we invest in you–personally and professionally. And as a sales professional, there’s no one-size-fits all approach to success–you can forge a rewarding career path in several different ways. Here is just one example of a career path you can take.
- Internal Account Management >Internal Account Management
- View Sales Account Executive Sales Account Executive
- Specialty Sales Specialty Sales
- Sales Leadership Sales Leadership
- Additional Advancement Opportunities Additional Advancement Opportunities
Job Details
Front-line sales leader responsible for execution of the Pharma Data Services and Clinical Trials Connect strategies for profitable growth by directly managing business development executives.
- Attain bookings and revenue goals for self and team.
- Hire, train and retain an effective sales team.
- Coach, motivate and develop sales talent.
- Establish tactical action plans and sales strategies.
- Set metrics and accountability standards to drive performance towards goals in partnership with Business Line leadership (Pharma Data Services and Clinical Trials Connect) and Director, Commercial Operations.
- Manage and measure sales force performance and provide feedback to reps.
- Incorporate market research & analysis into plans.
- Facilitate problem solving and customer satisfaction.
- Support key account development and collaborate on large deals.
- Collaborate actively with operations to meet customer needs.
- Obtain assigned sales quota by identifying new opportunities and expanding existing customer relationships.
- Write and proposals and executive level presentations.
- Lead client communication and contracting throughout all phases of the sales process.
- Day to day sales responsibilities including presenting solutions overviews, generating pricing and proposals, pipeline management, and leading customer meetings.
- Work with channel partners to qualify and promote informatics capabilities.
- Cultivate client relationships to upsell accounts with new / additional services.
- Participate in marketing activities to drive awareness and strengthen brand for informatics capabilities.
Key Metrics:
- Achievement of revenue budget.
- Execution of sales strategy.
- Client acquisition.
- Client retention.
- Pipeline growth.
- Sales force engagement, retention, and development.
- CRM completeness and accuracy.
QUALIFICATIONS
Required Work Experience:
- Four years account executive experience in Life Science (pharma, CRO); prefer data/analytics or clinical trial experience.
- Demonstrated knowledge of sales processes.
- Demonstrated subject matter expertise in laboratory data or healthcare analytics.
- Prior leadership and/or management experiences.
Preferred Work Experience:
- 5-7 years of market development in the clinical trials and pharma healthcare analytics industry
- Experience selling to Pharma brand teams.
- Prior sales experience in healthcare data driven products & services in the pharmaceutical industry.
Physical and Mental Requirements:
- N/A
Knowledge:
- Knowledge of reference laboratory business, tests and processes.
- Knowledge of the healthcare industry, payors and regulations.
- Understand general economics of B2B business transactions.
Skills:
- Sales team leadership.
- Mentoring and team building.
- Customer relationship management.
- Track record demonstrating strong closing skills and revenue growth.
- Strong negotiating skills.
- Solid business and financial acumen.
- Excellent written and oral communication skills.
EDUCATION
Bachelor’s Degree(Required)
LICENSECERTIFICATIONS
Equal Opportunity Employer: Race/Color/Sex/Sexual Orientation/Gender Identity/Religion/National Origin/Disability/Vets
Culture
We’ve built a welcoming, inclusive workplace where people are inspired to learn, develop, and progress in their careers. There’s stability, so you can explore many career paths in one field. There’s flexibility, helping you to build a fulfilling life and rewarding career. There’s training and development to align your work with your business success. No wonder there’s more to discover at Quest.
Learn moreBenefits
We’re committed to helping our people live a healthier lifestyle. One way we do this is by offering a comprehensive total rewards package, so you can take care of yourself and the ones you love. Find out how our benefits provide you with everything you need to thrive—now and in the future.
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Medical, supplemental health, dental, and vision
From medical, dental, and vision coverage plans designed to meet your needs, to supplemental health plans for an additional layer of financial protection, you can rest assured that your health is high on our agenda.
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401(k)
You’re eligible to join the Quest Diagnostics 401(k) Plan on your date of hire. The company will match up to 5% of your annual salary.
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Virtual work options
Quest Virtual Model allows eligible Quest employees to work either a hybrid schedule (two to three days from home per workweek), a near-site schedule (primarily from home with occasional work in a Quest office), or fully remote. Decisions are made on a case-by-case basis with the employee’s manager and HR Business Partner.
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Sales incentive plan
Uncapped incentive and 9-month new hire tiered incentive guarantee. Incentive is paid out quarterly.
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Training
Comprehensive sales training program and educational assistance offerings.
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Transportation
Company-supplied vehicle.
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Quest Diagnostics is an equal employment opportunity employer. Our policy is to recruit, hire and promote qualified individuals without regard to race, color, religion, sex, age, national origin, disability, veteran status, sexual orientation, gender identity, or any other status protected by state or local law. Quest Diagnostics observes minimum age requirements established by federal, state and/or local laws, and will ask an applicant for verification when deemed necessary.
Quest Diagnostics is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation because of a disability for any part of the employment process, please complete the accommodation request form.