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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 WorkExperience:
- 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:
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
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Quest Diagnostics Incorporated
Nov 14, 2024