Executive Director, Sales-Commercial Enterprise

The ESD will assume responsibility for life cycle management, growth and collaboration across this national segment by working with the sales team you are responsible for leading, marketing, regional teams, along with additional focus on product development/launch (Clinical Franchise) to better identify and support opportunities to enhance growth by individually, regionally and nationally in this segment and channel.

This role does at times involve key collaboration with Commercial RVPs, Executive Sales Directors, and Sales Directors to develop plans and strategies which facilitate their success in growing market share.

The ESD acts independently and uses judgment to add value to sales, marketing, product development, health plans, Quest CLT, ELT, the CIT team and to other stakeholders also responsible for Enterprise segment growth.

• Applies sales plans into existing business development through products and processes to increase Enterprise segment effectiveness.
• Serves as liaison between Commercial Sales, Commercial Marketing and Clinical Franchises to translate needs of stakeholders related to the Enterprise segment products and services.
• Provides technical guidance (a lifeline) as a resource for regional commercial teams for call point pre-call planning, while driving and assist in closing large accounts and national partners.
• Proposes and deliver appropriate training and development programs to address needs of Commercial representative.
• Provides project management for initiatives in support of immediate team, Quest CLT/ELT and other partner organizations internally while representing the growth needs of this segment strategy. Expertise in client pricing, overall strategies, while maintaining profitability expectations are all preferred and demonstrated skills.
• Partners with Sales Directors and Commercial Operations on deployment of growth.
• Strategies including targeting, sales resourcing, sales training, results measurement, retention, reporting and rewards.
• Champions the product/services and build relationships at senior levels (internally) and with professional associations (externally) in support of goals and objectives.
• Assess internal capabilities, resources, processes, infrastructure, capacity and technology for current and future revenue optimization. Drive creative growth in this ever-changing segment, while minimizing attrition.
• Evaluates individual skill set of direct team members, driving a high-performance culture, accountability, while maintaining flexibility to meet creative customer needs.
• Ensures strict adherence to all Compliance, CLIA, state and government policies and regulations
• Provides independent and objective assessments of sales and marketing strategies and tactics to drive improved decisions, execution and collaboration by all parties

Required WorkExperience:

Successful track record of managing a product line or free-standing service delivery within a larger organization; experience in:

• Strategic planning and execution and ability to build a direct but deep plan to win, upsell, support and be cross-collaborative while leading the team to consistent new growth heights.
• Sales processes, sales operations and life-cycle marketing
• General operations including logistics, testing and client services, client pricing, HealthPlan knowledge
• Leadership experience managing complex national team, w/focus on heavy collaboration preferred, please have demonstrated track record of success
• Bachelor's degree is required

Preferred Work Experience:

• Leadership, Product Knowledge, Direct to consumer, concierge, franchise, pricing strategies

Physical and Mental Requirements:

• Ability to sit or stand for long periods of time. Work hours beyond the normal 9-5, as many customers are coast to coast in nature.

Knowledge and skills:

• Project management
• Presentations and platform training
• Collaboration
• Deal generation
• C-suite sales experience
• Negotiation experience
• Strategy planning and execution

Performance Metrics:

• Successful strategy development, action planning and execution
• Market leadership by government funded segment (value, reputation, growth, share)
• Revenue and operating margin growth

People Leader Responsibility:

• Manage 7+ Enterprise AE's, 2 IAM's and one IT Leader/Implementation resource

Travel Required:

• Frequent travel between 50-75%