VP, Commercial - Oncology Franchise
Quest Diagnostics

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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