Director, Strategy - Secaucus, United States - Quest Diagnostics Incorporated

Description

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.

• 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

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