Director of Strategy & Solutions - Government Funded Segment

The Director of Strategy and Solutions - Government Funded Segment 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, tribal health, public health, correctional, and eldercare with a focus on PACE. As directed, may assume lead for other emerging channels or markets and initiatives.

• Work with the ED, Government Funded Segments 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:  

• 8-10 Years of Experience in commercial to include sales leadership


• Successful track record of managing a product line or free-standing service delivery within a larger organization; experience in:
  
  
  
  • Strategic planning and execution
  
  
  • Sales processes, sales operations and life-cycle marketing
  
  
  • General operations including logistics, testing and client services
  
  
  • Healthplan, Medicare and Medicaid payor programs
  
  

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.

Education

• Bachelor’s Degree (Required)

Languages

• English (Required)

Licenses and Certifications

• Driver's License (Required)

Work Requirements

• Travel Required