The Executive Director will lead the Commercial team for the Pharma and Life Sciences channel. This role develops and implements the vision and value proposition, strategy, plans, and processes that will drive sales, increase revenue, expand markets, and accomplish financial objectives across all services and solutions that Quest offers. Services and solutions include, but are not limited to, health analytics, biopharma services, medication adherence and health coaching, and mobile phlebotomy.
- Create and lead a new commercial team serving the Pharma and Life Sciences channel. Create and execute go-to market strategy for team to achieve or exceed annual sales and revenue targets. Includes prospecting, introductory meetings, proposal development, pricing recommendations, closing proposals, and addressing and presenting change orders.
- Lead and direct a team of sales directors, account managers, and proposal developers that sell Quest capabilities and services to pharmaceutical and life sciences companies.
- Works closely with business leaders to develop and set annual strategic plans for sales growth and retention and drive sales in the Pharma channel/market.
- Collaborates with senior team members to identify and manage risks that may prevent growth.
- Engage with key external partners across the Pharma and Life Sciences channel to maintain relationships, grow current partnerships, and form new relationships.
- Foster a collaborative environment within the business as a whole, creating strategies to improve internal and external relationships. This includes collaboration with operations, medical and scientific, and regulatory teams.
- Lead the commercial operations team of Account Managers and Proposal Developers, ensuring appropriate levels of support are provided. Work with business leaders to develop winning pricing strategies.
- Develop rapport with internal and external key decision makers, including providing input into solution and product development.
- Maintain deep understanding of the market including competitors, clients/leads, industry trends to appropriately sell Quest services and solutions, including connecting with clients to solicit feedback.
- 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.
- Address escalated client issues.
- Pipeline management, including ongoing communication with business leadership and executive leadership.
- A Bachelor’s Degree is required. An MBA is strongly preferred.
- At least 15 years of healthcare experience or equivalent education and experience.
- At least 5-8 years leading a large team of commercial executives in the Pharma channel.
- A proven track record or experience and success selling services into the pharmaceutical industry, and developing, mentoring, and leading a high-performing sales team.
- Contract Research experience – biopharmaceutical and diagnostic product development sales leadership and management.
- A deep understanding of the biopharmaceutical and diagnostic product development lifecycle, including the global regulatory environment.
- Intellectual curiosity and a continuous learning mindset.
- High level of integrity – strong moral compass.
- A strategic growth mindset with strong business and financial acumen.
- 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.
- Experience with statistical and quantitative tools.
- Agile and creative decision-making.
- Exceptional networking, presentation, communication, interpersonal and persuasion skills, and the ability to adapt to diverse audiences and stakeholders.
- Fluency with modern CRM tools, internet, and other industry research tools.
Equal Opportunity Employer: Race/Color/Sex/Sexual Orientation/Gender Identity/Religion/National Origin/Disability/Vets or any other legally protected status.
Read Full Description
