Executive Sales Director, Health Systems - Southwest Region

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 relationships, 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 (TX, AZ, NM, OK, LA, MS).

Responsibilities

• 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 the 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.

Required Qualifications

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

• A Bachelor’s degree in Business, Marketing or Life Sciences is required. An advanced degree is preferred.
• A minimum of 10 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 5 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%).

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.