Director, Strategy & Solutions

Overview

Develops strategies and executes plans with the regions to identify and close profitable growth opportunities regionally and nationally.  Creates effective relationships with assigned associations and c-suite personnel in emerging commercial markets such as FQHCs, public health, correctional, Accountable Care Organizations, long-term care, rehabilitation organizations, national provider associations, and specialized provider organizations. As directed, may assume lead for other emerging channels or markets and initiatives.

Responsibilities

• Work with the VP, Emerging Markets to define the overall market strategy and develop short-term and long-term plans for the business channel.
• Lead the collaboration effort to ensure Commercial, Operations and Clinical Franchises have input into defining and developing solutions to address the channels' needs with our service offerings.
• Accountable for driving results through the regions for these channels at growth rates established in the business case.
• Partner with related functions (Regional Commercial and Ops, Deployment, Marketing) to develop strategies for promoting service offerings, client communications, channel analytics and reporting.
• Responsible for developing skills and channel knowledge of partnering sales professionals.
• Executes cross functional strategic plans by bringing together the key people (internal and external), processes and functions to deliver unique solutions for these opportunities.
• 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 C-Suite relationships and growth strategy for assigned major accounts 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.
• Develops and maintains effective relationships with key personnel in targeted opportunities, to engage them in discussions about emerging healthcare delivery models and the role of Quest Diagnostics as a strategic business partner; engage senior Quest leaders as appropriate.
• Collaborates with regional commercial leaders and their teams to develop and execute strategic plans in the assigned segments.
• Achievement of revenue objectives in the aggregate for the emerging markets channel.
• Effectiveness of pipeline and forecasting of large deals. 
• Development and execution of strategic plans by channel by state and/or region.
• Effective collaboration with enabling functions, regional sales and operations teams.
• Scope and effectiveness of c-suite relationships

Qualifications

Required Work Experience:  

• A current or previous business leader or experience working with strategic accounts.
• Successful business development experience in laboratory medicine with B2B transactions.
• Experience working with large physician networks, employers, associations, and non-traditional health care delivery models and organizations.
• Demonstrated success working collaboratively and in a matrix organization – not owning accounts directly but facilitating success for other sales professionals and region teams.
• Demonstrated strong business development and closing skills which resulted in revenue growth.

Preferred Work Experience:  

• N/A

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, payers and regulations.
• General economics of B2B business transactions.

Skills:  

• Business Acumen 
• Action Oriented 
• Customer Focus 
• Negotiating 
• Listening 
• Presentation Skills 
• Interpersonal savvy 
• Problem Solving 
• Planning 
• Priority Setting 
• Drive for Results 
• Networking 
• Political Savvy 
• Creativity 
• Collaboration 
• Courage 

EEO

Quest Diagnostics is an equal employment opportunity employer. Our policy is to recruit, hire and promote qualified individuals without regard to race, color, religion, sex, age, national origin, disability, veteran status, sexual orientation, gender identity, or any other status protected by state or local law. Quest Diagnostics observes minimum age requirements established by federal, state and/or local laws, and will ask an applicant for verification when deemed necessary.