VP, Commercial - Oncology Franchise
Quest Diagnostics

Secaucus, New Jersey


The Vice President, Commercial, Oncology Franchise is responsible for providing the strategic and operational direction to a matrix sales team aligned to growing the $1B Oncology book of business in all customer channels. Responsible for hitting revenue and volume targets by region and nationally.

  • Work effectively from the center and across the enterprise with the goal of achieving budgeted growth targets for the Oncology business.
  • Develop strategies and execute enterprise plans to identify and close profitable growth opportunities with customers who provide professional services in the Oncology field.
  • Participate with the leadership of Advanced Diagnostics on all enterprise growth strategies and with new or enhanced product and service offerings.
  • Partner with the Oncology Clinical Franchise to provide insights on the Oncology market, challenges and opportunities.
  • Partner with leaders of AmeriPath and DermDiagnostics to develop growth strategies for selling into those professional service organizations.
  • Manage Executive Sales Directors (directly) and Account Executives (indirectly) for Oncology, Genomics, Dermatopathology and Anatomic Pathology.
  • Collaborate with Commercial Regional Vice Presidents and their teams to develop growth strategies and to identify opportunities at the regional level.
  • Collaborate with the Specialty Sales Director team to align strategies and tactics between the Oncology Franchise and the Commercial specialty sales organization.
  • Direct the sales integration of Oncology-specific acquisitions and strategic partnerships.
  • Ensures accurate forecasts and pipelines through reliable processes enabled by Salesforce.com, market and competitive data and trends.
  • Develop effective relationships with key executives and clinicians in targeted opportunities to engage them in discussions about the Quest value proposition.
Key Metrics
  • Achieve Oncology Revenue and OM targets; grow share.
  • Develop accurate forecasts; strength of pipeline; execution of strategic plans.
  • Collaboration with internal partners, e.g.: Advanced Diagnostics, Clinical Franchises, AmeriPath and Medfusion.
QUALIFICATIONS

Required Work Experience:
  • Ten or more years commercial experience in diagnostics, medical device or related healthcare areas.
  • Extensive experience in sales, sales management, marketing and business development.
  • Track record of growing volume, revenue and price for products and services.
  • History of roles requiring relationships with C-Suite healthcare personnel.
  • Experience working in a matrix organization with enterprise-wide responsibility.
Preferred Work Experience:
  • Sales leadership in Oncology specialty laboratory, start-up or high-reputation diagnostics company.
Physical and Mental Requirements:
  • Long periods sitting, working at computer, paying attention to detail, traveling.
Knowledge:
  • In-vitro diagnostic and clinical laboratory reference testing services.
  • Esoteric, molecular and genomic testing in the Oncology specialty as evaluated by an Oncology MD specialist.
  • Strategic planning, sales, marketing and business development processes.
  • Medical billing, managed care, government payors.
Skills:
  • Sales processes.
  • Creating a vision.
  • Leading teams and developing people.
  • Translating complex medical terms for different audiences.
EDUCATION
Bachelor's Degree(Required)
Master's Degree

LICENSECERTIFICATIONS



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