Overview:
Recognized by FORTUNE magazine as one of the “World’s Most Admired Companies,” Quest Diagnostics ((url removed)) is the world's leading provider of diagnostic testing, information and services that doctors and patients need to make better healthcare decisions. We 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 2023 revenues of $9.25 billion and over 2,250 patient locations across the United States, Quest Diagnostics serves half of the physicians and hospitals in the U.S. with their large variety of products and services.
The Role
The Executive Sales Director (ESD) is responsible for the execution of the commercial strategy for profitable growth in geographic area for specialized sales and service representatives. The ESD is responsible for supervising Precision Oncology Managers in the specialties of Oncology & Molecular Oncology.
Responsibilities:
- Attains regional goals for Oncology channel by specialty
- Hires, trains and retains an effective sales team
- Coaches, motivates and develops sales talent
- Establishes regional action plans and market strategies
- Sets metrics and accountability standards to drive performance towards goals
- Manages and measures sales force performance and provide feedback to representatives
- Manages pipeline to ensure goals will be met
- Launch planning for precision oncology testing.
- Collaborates with medical, operations, customer experience, billing, and IT to ensure portfolio adoption
- Incorporates district analytics and market intelligence into plans
- Facilitates problem solving and customer satisfaction
- Supports key account development and collaborate on large deals
- Provides input to regional marketing plans
- Owns functional strategic initiatives
- Manages Account Executives in the specialty of advanced diagnostics and oncology
- Estimated 75% travel required
Qualifications:
- Five years sales management experience in healthcare environment; minimum of 2 years of oncology experience
- Demonstrated success operating in a collaborative and effective manner in a matrixed organization
- Experience in diagnostics or medical sales or oncology salesDemonstrated knowledge of sales processes
- Demonstrated success operating in a collaborative and effective manner in a matrixed organization
- Business acumen measures
- Ability to manage sales team with the following call points:
- Oncology– community-based cancer centers and academic cancer centers.
- Strategic account management.
- Coaching and performance management
- Pipeline management
- Achievement of regional Oncology revenue budget
- Execution of sales strategy
- Client retention
- Price realization
- Selling costs to budget
- Sales force engagement, retention and development
- Drive for results
- Communicates genuinely, openly, transparently
- Integrity and emotional maturity
- Takes personal and team accountability
- Collaborates with others
- Accelerates and embraces change
- Business and financial acumen
- Bachelor’s degree in business, marketing or life sciences required
EEO:
Equal Opportunity Employer: Race/Color/Sex/Sexual Orientation/Gender Identity/Religion/National Origin/Disability/Vets
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