VP, Commercial Sales - Channel

Job Description

The VP, Commercial Sales - Employer Channel is responsible for setting the overall direction, vision and strategy for growth in the Employer channel at Quest Diagnostics. The role will align sales processes and teams to meet and exceed KPIs to drive both retention and growth across the Employer sales organization. The VP, Commercial Sales - Employer Channel is responsible for thought leadership in the industry and at Quest.

The position is based at Quest's Lenexa, KS, location and reports to the VP-GM Workforce Solutions.

• Develop a vision and set the strategy for Employer sales by identifying new market opportunities, products, and services that will improve profits.
• Develop and set year strategic vision for sales growth and retention and drive sales in the Employer market.
• Serve as a key stakeholder to guide 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.
• Collaborate with Quest Health Plans team to align on strategic, population health initiatives and actions.
• Serve as a strategic, trusted resource to key, Top 20 employer clients.
• Serves as an industry expert for Employer Services at Quest Diagnostics.
• Build a rigorous management cadence and pipeline business reviews to encourage predictability, accountability, and accuracy within the commercial organization.
• Deploys sales strategy to stimulate demand with key customers and prospects.
• Enable the business-to-business sales teams to adopt winning behaviors by providing training and access to sales content and assets.
• Oversees the design of incentive programs that reinforce desired, revenue generating and retention behaviors.
• Deploys technology to increase the amount of time that reps spend selling and to automate key processes.
• In collaboration with Diagnostics Services Marketing, develop and drive marketing strategy for the employer channel and partner with the broader marketing team to expand the demand generation capabilities.
• Manages financial reports and budgets in partnership with GMs to monitor performance against budget and set objectives.
• Creates long-term relationships and a customer lifecycle plan with clients and vendors to enable sustainable growth and enhance our customer relationships.

• 5 years of employer / business-to-business sales experience in a managerial capacity
• 10 years of healthcare industry experience
• Excellent interpersonal, oral and written skills
• Ability to work with sales /marketing, operations, development, and executive teams
• Ability to interface effectively with senior management teams across the company
• Business planning and project management
• Proven track record in consultative, Business to Business Sales
• Prior management / supervisory experience
• Experience with statistical and quantitative tools
• Bachelor's degree is required; MBA is preferred

• Demonstrated experience in building trusted relationships with Fortune 500 Business Leaders
• Proven experience in  administration, management, and support
• Previous experience in supporting a large external technical sales force
• Healthcare IT and data analytics experience

Quest Diagnostics honors our service members and encourages veterans to apply.

Equal Opportunity

Employer:

Race/Color/Sex/Sexual Orientation/Gender Identity/Religion/National Origin/Disability/Vets or any other legally protected status.