Executive Director, Commercial - Pharma & Life Sciences Channels

The Executive Director will lead the Commercial team for the Pharma and Life Sciences channel. This role develops and leads the vision and value proposition, strategy, plans, and processes that will drive sales, increase revenue, expand markets, and accomplish financial objectives across all services, solutions and products that Quest offers including, but not limited to, precision medicine, health analytics, biopharma services, medication adherence and health coaching, mobile phlebotomy.

• Lead a commercial team serving the Pharma and Life Sciences channel. Create and execute go-to market strategy for team to achieve or exceed annual sales and revenue targets. Includes prospecting, introductory meetings, proposal development, pricing recommendations, closing proposals, contract negotiations, and addressing and presenting change orders.


• Lead and direct a team of sales directors, account managers, and business development managers that sell Quest capabilities and services to pharmaceutical and life sciences companies.


• Pipeline management, including ongoing communication with business leadership and executive leadership.


• Works closely with business and cross functional leaders to develop and set annual strategic plans for sales growth and retention and drive sales in the Pharma channel/market.


• Collaborates with senior team members to identify and manage risks that may prevent growth


• Engage with key external partners across the Pharma and Life Sciences channel to maintain relationships, grow current partnerships, and form new relationships.


• Foster a customer focused and collaborative environment within the business as a whole, creating strategies to improve internal and external relationships. This includes collaboration with operations, medical and scientific, legal and regulatory teams.


• Lead the commercial operations team of Account Managers and Business Development Managers, ensuring appropriate levels of support are provided.  Work with business leaders to develop winning pricing and positioning strategies and tactics.


• Develop rapport with internal and external key decision makers, including providing input into service, solution and product development


• Maintain deep understanding of the market including competitors, clients/leads, industry trends to appropriately sell Quest services and solutions, including connecting with clients to solicit feedback. 


• Serve as a key stakeholder to guide service, solution and product strategy based on a quantified view of the market opportunity.


• Partner with key stakeholders, internally and externally, including suppliers, vendors, and outside partners to enable the execution of the growth plan and contracted programs/projects


• Address escalated client issues.

Required Work Experience: 

• At least 15 years of healthcare experience or equivalent education and experience.


• At least 5-8 years leading a large team of commercial executives in the Pharma channel, and developing, mentoring, and leading a high-performing sales team


• A proven track record or experience and success selling services, preferrable both testing (research, specialty and phase I-IV clinical trials) and assay development (CDx, IVD and LDT) services into the pharmaceutical and diagnostics industry under CAP/CLIA, FDA and global regulatory requirements,


• Contract Research experience – biopharmaceutical and diagnostic product development sales leadership and management.


• Business planning and project management


• Experience with CRM, statistical and quantitative tools

Knowledge: 

• A deep understanding of the biopharmaceutical and diagnostic product development lifecycle, including the global regulatory environment. 

Skills: 

• Intellectual curiosity and a continuous learning mindset.


• High level of integrity – strong moral compass.


• A strategic growth mindset.


• Ability to work with sales / marketing, operations, development, and executive teams


• Ability to interface effectively with senior management teams across the company


• Agile and creative decision-making.


• Exceptional networking skills.


• Strong presentation, communication, interpersonal and persuasion skills, and the ability to adapt to diverse audiences and stakeholders.


• Strong business and financial acumen.


•  Fluency with modern CRM tools, internet, and other industry research tools.

Education

• Bachelor’s Degree (Required)


• Master’s Degree MBA (Preferred)

Work Requirements

• Travel Required (25%-50%)