Address
Form of workRecognized by FORTUNE magazine as one of the “World’s Most Admired Companies,” Quest Diagnostics (www.QuestDiagnostics.com) 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 2022 revenues of $9.88 billion.
The Role
The Senior Director of Business Development is ultimately accountable for building and leading the sales function for the Pharma and Diagnostic Services team at Quest Diagnostics. This role will lead sales directors that represent Quest’s team to biopharma and diagnostic companies and will be responsible for driving sales and revenue growth across the business and product lines within the company.
The Senior Director of Business Development is responsible for leading and executing all sales activities and coaching each team member to develop and execute a sales plan that will drive business growth to increase revenues and profits. This successful candidate will collaborate extensively with key stakeholders within the business. Additionally, this role is responsible for all aspects of the sales process including leading the development and implementation of best sales practices. As this role is a sales role with broad latitude to drive business growth, there will be a commission structure for this role that is related to sales targets for the business unit.
The role reports directly to the General Manager of the Pharma and Diagnostics Services clinical segment and may be based remotely within the U.S.
- Hire, develop and coach front line sales leaders (and reps) to exceed sales targets for assigned territories and/or assigned business lines
- Develop, grow, and strengthen key accounts
- Create the market strategy(ies) and translate them into tactics and plans
- Lead and inspire sales teams to achieve all business results
- Develop effective sales teams
- Collaborate actively with operations to meet customer needs
- Developing and implementing a sales strategy through the sales team that includes:
- Prospecting
- Introductory Meetings
- Proposal Development
- Pricing Recommendations
- Closing Proposals
- Addressing and Presenting Change Orders
- Market research and analysis and market intelligence to identify service gaps or market opportunities.
- Coordinates and collaborates with internal staff including operations, medical and scientific, and regulatory teams to enable Business Development opportunities
- 10+ years of clinical trial lab sales experience is required
- Sales Team Creation and Leadership experience is required
- Contract Research – biopharmaceutical and diagnostic product development sales experience is preferred
- Strong problem-solving capabilities
- Knowledge of Biopharmaceutical and Diagnostic product development lifecycle including regulatory environment.
- Sales Team Leadership experience
- Marketing Leadership experience
- Financial Management experience
- Customer Relationship Management experience
- Fluency with modern CRM tools, internet, and other industry research tools
- BA/BS is required; MBA preferred
- Travel Required: Domestic 25-50%
Competencies
- Business Acumen
- Strategic Thinking
- Team Leadership
- Problem Solving/Analysis
- Mentoring
- Business Development
While we appreciate and value our staffing partners, we do not accept unsolicited resumes from agencies. Quest will not be responsible for paying agency fees for any individual as to whom an agency has sent an unsolicited resume.
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.
