Sales Director - Co-Lab

QUEST DIAGNOSTICS INC; Wood Dale (IL); On-site; USD 120,000 - 180,000; Full time

Job summary

Quest Diagnostics is seeking a field-based sales professional to acquire new hospital lab management opportunities across the Great Midwest Region. You will develop and execute solution strategies, build relationships with hospital executives, and collaborate with Marketing, Operations and HR to optimize deals.

The role requires 7–10 years of healthcare sales experience, leadership in teams, and a hunter mentality to close major contracts and drive profitable growth.

Qualifications

• At least 7–10 years in direct sales or business development in healthcare
• Experience selling to executives, including C-suite, IDNs
• Two years of management experience preferred
• Hunter mentality and team collaboration

Responsibilities

• Targets large regional hospital opportunities in lab management and related services
• Develop and refine customer segment sales solutions with Marketing
• Executes cross-functional and solution strategies aligned with company objectives
• Develop and manage relationships with targeted accounts and leaders, including CEOs and other C-suite executives
• Close significant new business opportunities with long-term development plans
• Develop relevant business plans with defined strategies and objectives for opportunities
• Work with business development and operations to implement detailed contract plans
• Work with leadership to maximize contract optimization and business reviews
• Communicate Quest's value proposition at all levels within the market
• Collaborate with Client Solutions and Operations to implement value-added programs

Skills

Strategic sales

Executive relationships

Negotiation

Planning

Education

Bachelor's Degree in Business/Marketing or related

Master’s Degree MBA desirable

Job description

Job Description

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 Great Midwest Region (19 states).

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.