Health Systems Sales Director, West Region

at  Quest Diagnostics

Overview:
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.
The Health Systems Sales Director (HSSD) is responsible for directing a team of account managers charged with servicing hospital accounts and growing the revenue in these accounts through business development activities. The HSSD develops and executes the strategies, processes and plans to enhance the customer experience through customer focus, responsive problem solving, relationship building and best practice implementation creating a differentiated service.

REQUIRED WORK EXPERIENCE:

• Two (2) years sales management or leadership experiences
• Experience with operational management, process improvement, problem resolution

PREFERRED WORK EXPERIENCE:

Five (5) years of successful healthcare sales experience with B2B transactions preferred

KNOWLEDGE:

• Knowledge of reference laboratory business, tests and processes preferred
• Knowledge of the healthcare industry, payors and regulations
• Understands economics of B2B business transactions in hospitals and health systems
• Track record of achieving sales results and successfully leading teams

SKILLS:

• Business Acumen
• Strategic Agility
• Drive for Results
• Action Oriented
• Customer Focus
• Planning/Priority Setting
• Builds effective teams

• Develop strategies and plans to provide expert client service and problem solving.
• Partner with other HSSDs and Commercial partners to enhance customer focus, standardize processes, leverage best practices and create One Quest Way.
• Direct hospital account managers and provide training, goal-setting, coaching, performance management and development.
• Develop plans and pipelines to grow the business in hospital accounts; set targets for each rep and hold them accountable for results. Responsible for managing the pipeline and monthly reports.
• Personally accountable for achievement of revenue targets, client retention, operating margin, employee engagement, SFDC utilization and retention.
• Collaborate with regional sales leaders and operations to align on goals, execute the strategy and achieve targeted results.
• Develop relationships with influential decision-makers at client hospitals to understand their needs, and work with the team to develop and present winning value propositions, including PLS and the full portfolio.
• Collaborate with the service delivery team to ensure clients receive highest level of service; advocate for process improvements and standard processes.
• Engage with other sales leaders, marketing and operations in developing market plans and value propositions for existing customers and defined targeted hospitals. Support financial review/approval process for hospital deals.
• Provide input to regional marketing efforts by remaining aware of market and customer dynamics