Specialty Sales Director, Oncology

1 month ago

Boston MA, United States Quest Diagnostics Incorporated Full time

We Provide Solutions. Patients and Physicians rely on our diagnostic testing, information and services to help them make better healthcare decisions. These are often serious decisions with far-reaching consequences, and require sensitivity, tact and a clear dedication to service. It's about providing clarity and hope.

In Sales, you will work for the world leader in the industry, with a career where you can expand your skills and knowledge. You'll have a role where you can act with professionalism, you can inspire colleagues, and you can care about the work we do and the people we serve.

At Quest, our Sales Teams are often the public face of our organization. As a result, we make every effort to support and develop their skills. Working across a strong customer base, you'll find you have the flexibility and autonomy to structure your days while having the confidence that comes from promoting a well-recognized and trusted brand. With lots of opportunities for repeat business and referrals, we also offer outstanding support, plus great pay and benefits.

Reporting to an Executive Sales Director, the Specialty Sales Director is the front-line sales leader responsible for the execution of the commercial strategy for profitable growth in for a clinical specialty by directly managing sales representatives in a designated geography. Requires high coordination with other sales teams (hospitals, physicians) and entities (AmeriPath, DermPath, PhenoPath).

The territory encompasses the Northeast. While this is a largely remote position, travel will be 25-50%. A company car and gas card will be provided.

Responsibilities

  • Attain district goals for specialty channel growth and attainment
  • Hire, train and retain an effective sales team
  • Coach, motivate and develop sales talent
  • Establish regional action plans and market strategies
  • Set metrics and accountability standards to drive performance towards goals
  • Manage and measure sales force performance and provide feedback to reps
  • Incorporates district analytics and market intelligence into plans
  • Facilitate problem solving and customer satisfaction
  • Support key account development and collaborate on large deals
  • Provide input to regional marketing plans
  • Own functional strategic initiatives
  • Provides input, collaborates, and contributes to the national oncology franchise plans including but not limited to marketing resource development, lab operations, commercial learning, and commercial excellence
  • Manage the assigned district/region relationship with the AmeriPath, DermPath, Quest, Esoteric, and Phenopath labs in collaboration with other sales leaders.
  • Maintain knowledge of the oncology workflows through AmeriPath, DermPath, Quest, Esoteric, and Phenopath labs
  • Facilitate pricing and contracting for physician and hospital accounts by working collaboratively with Quest & AmeriPath teams
  • Develop custom oncology and dermatology solutions for portfolio growth
  • Large account management including pathway and workflow inclusion

Key Metrics

  • Achievement of district revenue budget
  • Execution of sales strategy
  • Client retention
  • Price realization
  • Selling costs to budget
  • Sales force engagement, retention and development
  • Business acumen measures

Required Work Experience

  • 5+ years account executive experience in healthcare environment; prefer diagnostics or medical sales
  • 5+ years of diagnostic and or pharmaceutical precision medicine/oncology and/or dermatology sales experience
  • Large account management experience
  • Demonstrated knowledge of sales processes
  • Demonstrated subject matter expertise in anatomic pathology, oncology, molecular oncology and dermatopathology, or neurology or cardiology
  • 2+ years of prior leadership and/or management experience

Required Education

  • Undergraduate degree in Business or Life Sciences
  • MBA in Business or Life Sciences or other advanced degree preferred

Knowledge :

  • Knowledge of reference laboratory business, tests and processes
  • Knowledge of the healthcare industry, payors and regulations
  • Understand general economics of B2B business transactions

Competencies:

* Customer focus

* Drive for results

* Action-oriented

* Accountability

* Collaboration

* Prioritization

* Problem solving

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