Senior Director, Sales Compensation in Secaucus, NJ at Quest Diagnostics

Date Posted: 6/22/2020

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 (NYSE: DGX) and included in the Dow Jones Sustainability World Index.  With 2019 revenues of around $7.7 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 and 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 outcomes.

 

Awards/Recognitions

 

  • FORTUNE magazine's "World's Most Admired Companies" list for 6 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

  • Forbes®' America's Best Employers List for third consecutive year

  • Forbes® 2019 America’s Best Employers for Women

  • S&P 500

  • Barron’s 500

  • Member of the Dow Jones® Sustainability World Index

  • Listed in the most recent Newsweek Green Rankings

  • Consistently named one of the best places to work in U.S. business journal rankings

  • Named a Diversity, Inc. Noteworthy Company for third consecutive year

  • Listed on the Disability Equality Index® (DEI), a joint initiative of the American Association of People with Disabilities (AAPD) and the US Business Leadership Network (USBLN), recognizing companies for prioritizing the inclusion of people with disabilities

  • Named Top 23 ‘Best Places to Work for LGBTQ Equality’ in New Jersey

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.

 

Outlook

 

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

The Sr. Director, Sales Compensation will be a key member of the Rewards Center of Expertise and will be responsible for the oversight, design, and management of the company's sales compensation strategy to attract, retain and motivate talent.

Responsibilities

  • Partner with sales leadership, finance, and cross-functional business partners to develop compensation solutions for their specific business needs. Serve as an internal resource to sales leadership in the development of cash and non-cash reward programs at the business and regional levels.

  • Design sales incentive plans that are aligned with the company’s business objectives and talent strategy, while ensuring the achievement of consistent and market-driven levels of compensation.

  • Provide guidance to sales leadership on target total cash levels, pay mix, metrics, weights, and plan mechanics.

  • Lead efforts to ensure sales plans include line-of-sight business metrics, drive intended focus and behaviors, and are modeled to meet financial objectives.

  • Cultivate relationships organization-wide to successfully launch new sales compensation programs to drive increased revenue and rep productivity.

  • Provide thought leadership on current and emerging sales compensation trends and issues.

  • Evaluate competitive market trends and oversee participation in industry benchmarking studies. 

  • Partner with sales and operations leadership to determine effectiveness of sales compensation plans to ensure continued alignment to revenue-generating strategies.

  • Work collaboratively to design processes for efficient and successful delivery of sales compensation programs globally.

  • Maintain expertise in sales systems across the business that feed into sales planning and sales compensation.

  • Identify and implement opportunities to simplify and standardize programs and processes.

  • Ability to travel 10-15% of time.

  • Manage resources in a matrix environment.

Critical Skills / Core Competencies

 

  • Customer Focus: Establishes and maintains effective relationships with clients, gaining their trust and respect. Proactively anticipates clients' strategic needs while maintaining responsiveness to emergent requirements. Obtains and utilizes customer feedback to improve processes.

  • Decision Quality: makes sound business decisions based upon a mixture of analysis, wisdom, experience, and judgment; most of his/her solutions and suggestions turn out to be accurate and effective when judged over time; sought out by others for advice and solutions.

  • Organizational Agility: Navigates effectively through complex organizations, finding the right people with whom to consult and solve problems. Recognizes which stakeholders can influence situations and initiates action to assess and obtain their support. Aware of cultural protocols/unwritten rules for getting things done.

  • Process Management: organizes the steps, resources and workflows necessary to get critical tasks accomplished. Looks for ways to simplify and bring order to complex, chaotic and unpredictable activities. Identifies opportunities to improve efficiency and develops plans, success measures and timelines for tasks. Anticipates activities required to help people accept and absorb change.

  • Managing and Measuring Work: Involves others in establishing objectives, measures and progress monitoring. Clarifies and assigns roles and accountabilities for tasks and key decisions. Delegates to and empowers direct and indirect staff members. Follows-up to recognize accomplishments and address deficiencies.

  • Conflict Management: effectively confronts and resolves disputes and resistance. Listens well to other parties. Sees conflicts and objections as opportunities to create better solutions. Reads situations well, recognizing competing interests, misunderstandings and systemic factors.

  • Dealing with Ambiguity: effectively copes with change, risks and uncertainty. Comfortably makes effective, timely decisions without either complete information or guiding precedents.

  • Problem Solving: Defines problems systematically, analyzing causes and effects. Seeks out others as sources of data, ideas and help. Asks penetrating questions to surface hidden problems and discern fact patterns. Recognizes the broader issues to simplify analyses and execute timely decisions or actions.

  • Business Acumen: Understands the priorities, agendas and concerns of clients; leverages external sources to gain business savvy and awareness of emerging trends; possesses general knowledge and understanding of business disciplines like Finance, Law, IT and Communications.

Qualifications

  • 10+ years of progressively responsible global compensation experience with focus on sales compensation programs.

  • 5+ years’ experience in a leadership role.

  • Extensive knowledge of sales compensation plan design, trends and regulatory environment.

  • Ability to serve as strategic business partner and advisor to senior executive leaders, business leaders and other key stakeholders.

  • Highly developed analytical skills. Must have the ability to define and measure plan performance metrics to identify opportunities for improvements and savings.

  • Must possess strong communication, negotiation and listening skills to best ascertain needs and partner to build solutions to address them, while adhering to enterprise strategy and compliance requirements.

  • Must have proven project management skills to move projects/tasks forward.

  • Must have strong presentation skills and the ability to convey complex concepts to all levels of the organization.

  • Strong influencing skills, including the ability to influence senior leaders.

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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