Executive Sales Director, Health Systems - Southwest Region

Category Sales Location Irving, Texas Job function Sales Job family Sales Management

Shift Day Employee type Regular Full-Time Work mode Remote

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.

The Role

The Executive Sales Director - Health Systems for the Southwest Region is responsible for a team of sales executives charged with growing the revenue from new health system accounts. The Executive Sales Director develops and executes the strategies, builds key client relationship, develops comprehensive plans, and delivers value propositions which result in the award of new contracts. The successful candidate will manage a team of four direct reports.

Reporting directly to the RVP Commercial for the Southwest Region, the position will be based out of the Irving, TX regional headquarters but may work remotely from within the six state Southwest Region 9TX, AZ, NM, OK, LA, MS)..

• Develop strategies and plans to effectively target and secure profitable health system reference laboratory business in line with the regional growth strategy.

• Direct a professional sales team in collaboration with other functions in executing the strategy and achieving growth targets.

• Develop reliable processes to create a robust pipeline of opportunities to ensure a close rate that achieves the annual goal.

• Own relationships with influential decision-makers at targeted health systems, understand their needs, and work with the team to develop and present winning value propositions.

• Collaborate with the service delivery team to ensure clients receive highest level of service during their on-boarding phase, and during the transition to an account manager.

• Engage with other sales leaders, marketing and operations in developing market plans and value propositions for targeted health systems.

• Remains current of marketplace changes impacting customers; maintain a working knowledge of the company's differentiating products and those of the competitors.

The successful candidate for Executive Sales Director will have the following attributes and/or experiences:

• Bachelor's degree in Business, Marketing or Life Sciences is required. An advanced degree is preferred.

• A minimum of ten years of successful sales experience in healthcare with B2B transactions required; experience selling into the C-suite of hospitals/health systems is highly preferred.

• A minimum of five years of sales management experience is required.

• Knowledge of the reference laboratory business, tests and processes is preferred.

• Knowledge of the healthcare industry, payers and regulations.

• Understanding of the general economics of B2B transactions.

• A proven track record of achieving sales results and successfully leading teams.

• Ability to travel across geographical region including by air (50-75%).

Competencies

The successful candidate for Executive Sales Director will demonstrate through education and experience the following competencies:

• Business Acumen

• Strategic Agility

• Action Oriented

• Customer Focus

• Interpersonal Savvy

• Planning/Priority Setting

• Drive for Results

• Negotiating

• Manage vision and purpose

• Political Savvy

• Command Skills

• Builds effective teams