Sales Director - Co-Lab

Quest Diagnostics; Maryland; On-site; USD 140,000 - 210,000; Full time

Job summary

Quest Diagnostics is seeking a Sales Director - Co-Lab to drive new business for hospital management solutions. The role leads solution strategy, builds relationships with hospital executives, and coordinates cross-functional teams to close profitable contracts.

The position requires 7–10 years in healthcare sales or BD, with leadership experience and a hunter mentality. This field-based role covers the West Region and collaborates with Marketing, Operations and HR to maximize deal value.

Qualifications

• 7–10 years in direct sales or business development in healthcare targeting large accounts.
• Two years of management experience preferred.
• Proven ability to build executive-level relationships resulting in closed sales.

Responsibilities

• Targets large regional hospital opportunities for lab management and related services.
• Develops and refines sales solutions with Marketing.
• Executes cross-functional strategies aligned with company objectives.
• Develops and manages relationships with target accounts’ business leaders to drive closure and retention.
• Close significant new business opportunities with long-term development plans.
• Develops detailed business plans with defined strategies for opportunities.
• Collaborates with BD and Operations to implement contracts and maximize value.
• Works with leadership to optimize contracts via implementation and reviews.
• Communicates Quest’s value proposition across market levels.
• Implements value-added programs during contract duration.

Skills

Planning & organization

Negotiation skills

Communication & presentations

Account leadership

Education

Bachelor’s Degree BA/BS in Business Marketing or related field

Master’s Degree 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)

About The Team

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.