Sales Director - Co-Lab

QUEST DIAGNOSTICS INC; Los Angeles (CA); On-site; USD 160,000 - 260,000; Full time

Job summary

Quest Diagnostics is seeking a field-based Sales Director - Co-Lab to acquire and expand hospital-based lab management opportunities across the West Region. You will develop strategic solutions, build executive relationships, and drive profitable growth through cross-functional collaboration with Marketing, Operations and HR.

You will lead efforts to close major deals, design implementation plans, and ensure long-term value for customers while communicating Quest’s value at every organizational

Qualifications

• 7–10 years in direct sales or business development in healthcare
• 2 years of management experience preferred
• Proven ability to develop executive-level relationships leading to closures
• Ability to work effectively in a team environment
• Strong business acumen
• Experience selling to C-Suite in IDNs
• Hunter mentality a must

Responsibilities

• Target large regional hospital opportunities for lab management solutions
• Develop and refine key customer segment sales strategies with Marketing
• Execute cross-functional solution strategies aligned with company goals
• Develop and manage relationships with targeted accounts up to C-level
• Close significant new business with long-term development plans
• Create business plans with defined strategies and objectives
• Coordinate with business development and operations on contract details
• Collaborate with leadership to optimize contracts through implementation reviews
• Communicate Quest’s value proposition at all market levels
• Work with Client Solutions and Operations to implement value-added programs

Skills

Planning & organization

Sales & negotiation

Communication & presentation

Education

Bachelor’s Degree in Business or related field

MBA desirable

Job description

Job Description

The Sales Director - Co-Lab acquires new business for Quest lab management business. Develops, executes and has direct accountability for the delivery of solution strategies for hospitals (primarily lab management and other related solutions) assigned Region which will further the company’s objectives towards profitable growth.Has the ability to conduct initial high-level assessment of opportunities and transition those leads to the business development and operations teams. Develops and identifies new sales opportunities in target markets through a variety of sales strategies. Creates a strong relationship with the commercial organization for lab management leads. Forges strong relationships with other key internal stakeholders. Works collaboratively organization, Marketing, Operations and HR to maximize effectiveness of deals (Quality), analyze profitability (Profitable Growth) and build customer relationships (Client Solutions).

This is a field-based sales position covering the entire Quest Diagnostics West Region.

Responsibilities:

• Targets prospective large regional hospital opportunities and for laboratory management opportunities as well as non-traditional sales/solutions (i.e. other potential professional services).
• Develop, refine and employ key customer segment sales solutions with Marketing.
• Executes cross functional and solution strategies which are in line with overall company objectives
• Develop and manage relationships with targeted accounts and their business leaders, including CEO’s and other C-suite executives, to drive successful closure and ensure future retention.
• Close significant new business opportunities in targeted accounts with long term development plans
• Develop relevant business plans with clearly defined strategies and objectives at the targeted opportunities.
• Work with business development and operations team to develop detailed implementation plans for securing contracts designed to maximize sales value and coordinating the efforts of key players in the Sales, Marketing and Operations organizations.
• Work with leadership teams to maximize contract optimization through effective implementation strategies and business reviews
• Communicate Quest’s value proposition at regular intervals at all levels within the market
• Working with Client Solutions and Operations functions to develop and implement value added programs over the duration of the contract

Qualifications:

Preferred Work Experience:

• At least 7 - 10 years experience in either direct sales or business development in a healthcare environment to management levels and large accounts.
• Two years of management experience preferred
• Proven ability to develop relationships with executive level leaders resulting in successful closure of the sale.
• Ability to work effectively in a team environment
• Strong business acumen
• Experience selling into C-Suite in IDN’s.
• Hunter mentality a must

Skills:

• Strong planning and organizational skills
• Proven selling and negotiation skills
• Excellent oral and written communication and presentation skills

Education

• Bachelor’s Degree BA/BS in Business Marketing or related field or the equivalent in education and years of experience. (Required)
• Master’s Degree MBA desirable. (Preferred)

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Quest Diagnostics honors our service members and encourages veterans to apply.

While we appreciate and value our staffing partners, we do not accept unsolicited resumes from agencies. Quest will not be responsible for paying agency fees for any individual as to whom an agency has sent an unsolicited resume.

Equal Opportunity Employer: Race/Color/Sex/Sexual Orientation/Gender Identity/Religion/National Origin/Disability/Vets or any other legally protected status.