Job Description

Overview:

Recognized by FORTUNE magazine as one of the “World’s Most Admired Companies,” Quest Diagnostics (www.QuestDiagnostics.com) 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