VP, Commercial Sales - Employer Channel
Location
Lenexa, KS | United States
Job description
Recognized by FORTUNE magazine as one of the “World’s Most Admired Companies,” Quest Diagnostics ( is the world's leading provider of diagnostic testing, information and services that doctors and patients need to make better healthcare decisions. We are pioneers in developing innovative diagnostic tests and advanced healthcare information technology solutions that help improve patient care.
With corporate headquarters in Secaucus, NJ, Quest Diagnostics is a Fortune 500 company traded on the New York Stock Exchange (NYSE: DGX) and included in the Dow Jones Sustainability World Index, with 2023 revenues of $9.25 billion.
The Role
The Vice President, Commercial Sales - Employer Channel is responsible for setting the overall direction, vision, and strategy for revenue generation in the Employer channel at Quest Diagnostics. The role will align sales processes and teams to drive revenue growth, expand share, and improve margins. The VP is responsible for thought leadership both in the industry and at Quest Diagnostics. This position reports to the VP/GM, Workforce Health Solutions.
- Develop and execute a comprehensive revenue generation strategy aligned with Workforce Health Solutions business objectives and growth targets.
- Develop a vision and strategy for Employer sales by identifying new market opportunities, products, and services that will drive topline growth and improve margins.
- Lead the Commercial Sales and Commercial Operations organizations, partnering closely with Marketing, to achieve revenue goals and drive customer acquisition.
- Serve as a key stakeholder to product development and operations teams to ensure alignment between customer needs and product offerings.
- Build and maintain strong relationships with key clients, partners, and other stakeholders to drive customer satisfaction and retention. Analyze market trends, the competitive landscape, and customer insights to inform strategic decision-making and drive business growth.
- Collaborate with the Quest Health Plans team to align on strategic, population health initiatives and actions, and serve as an industry expert for Employer Services at Quest Diagnostics.
- Build a rigorous management cadence and pipeline business review process to encourage predictability, accountability, and accuracy within the commercial organization.
- Drive continuous improvement initiatives across the revenue generation function to enhance sales processes, increase productivity, and maximize revenue potential.
- Provide leadership, coaching, and mentorship to the sales team to foster a high-performance culture and achieve individual and team goals.
- Guide the design of incentive programs that reinforce desired, revenue generation and retention behaviors.
- Deploy technology to automate processes and increase productivity.
- In collaboration with Diagnostics Services Marketing, develop and drive marketing strategy for the employer channel and collaborate with the broader marketing team to expand the demand generation capabilities.
- Monitor and report on key performance indicators, revenue metrics, sales pipeline, and budgets to achieve annual plan.
- Create long-term relationships and a customer lifecycle plan with clients and vendors to enable sustainable growth and enhance our customer relationships.
Required Work Experience:
- 5+ years of employer/business-to-business sales experience in a managerial capacity
- 10+ years of healthcare industry experience
- Bachelor’s degree required; a master’s degree is preferred
- Excellent interpersonal, oral, and written skills with the ability to build and maintain relationships with clients, partners, and internal stakeholders
- Demonstrated ability to thrive in a fast-paced, dynamic environment and effectively manage competing priorities
- Strong leadership and management skills, with the ability to inspire and motivate teams to achieve exceptional results
- Results-oriented mindset with a focus on delivering measurable outcomes and achieving revenue targets
- Proven track record of success in senior leadership roles driving revenue growth in the employer industry or related field Experience with statistical and quantitative tools
Preferred Work Experience:
- Demonstrated experience in building trusted relationships with Fortune 500 Business Leaders
- Proven experience in Salesforce.com administration, management, and support
- Previous experience in supporting a large external technical sales force
- Healthcare IT and data analytics experience
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.
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