Director, Commercial Operations – Healthcare Analytics Solutions (remote)

at Quest Diagnostics
Published September 21, 2022
Location Secaucus, NJ
Category Default  
Job Type Full-time  

Description

Director, Commercial Operations – Healthcare Analytics Solutions (Remote)

Recognized 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 2021 revenues of $10.79 billion. 

Position Description

Healthcare Analytics Solutions (HAS) is an innovative team within Quest Diagnostics that leverages Quest data to develop products and services to improve outcomes in healthcare across many different Markets (Pharma, Clinical Trials, Health Plans/Payors, Hospitals/Health Systems, and Public Health agencies).

To meet increased revenue goals, Sales Operations must continue to keep pace with increased commercial activities and become more efficient and effective. This role will support the Sales teams across the HAS organization in improving existing operations and driving Sales and Customer Success Management capabilities and effectiveness programs. The role will also focus on embedding results-focused competencies throughout the Sales and Customer Success organizations and standardizing best practices into ongoing operations and reporting across HAS. 

Responsibilities

Fiscal Year Planning

  • Partner with financial business partners to ensure sales planning and performance remain in alignment with annual operating plans and forecasts.
  • Support the Sales Team with the implementation and management of incentive compensation programs for the HAS Commercial Organization.

 

Sales Operations & Customer Success Management Reporting & Oversight

  • Begin to establish and refine a common sales methodology across the HAS organization.
  • Build standard reporting and metrics for HAS related to sales like forecasting and pipeline via use of tools
  • Support pipeline management and sales forecasting activities through reporting and analysis
  • Collaborate with Marketing to establish and provide reporting on lead generation activities and requirements to support pipeline growth
  • Participate in go to market activities for new product launches including sales estimates, creating new contract templates, and updating all sales related systems and processes
  • Build win/loss analyses for the business.
  • Participate in deal pricing reviews and ensure adherence to HAS policies
  • Build standard reporting and metrics for HAS related to customer success management effectiveness like client delivery and onboarding via use of tools
  • Build new reports, tools, and techniques to continue to break down barriers between product, marketing, sales, and customer success to support effective product development and process improvement.
  • Design and publish routine dashboards and reporting from various sales and customer success systems, as well as perform ad hoc analyses, to support sales and customer success operations activities.
  • Serve as the point person for data analysis, report generation, project management, performance tracking and strategic analysis supporting Sales Operations and Customer Success across HAS.
  • Develop, document, and drive process improvements in the Sales and Customer Success Management space. 

Talent Planning & Development

  • Outline skills and development training required for the Sales and the Customer Success Management Team in a multi-year roadmap, to ensure the team continues to meet new demands
  • Reinforce a culture of continuous improvement, responsiveness, and collaboration through formal and informal channels

 

Evaluate, Enhance, and Implement Systems and Tools for Sales and Customer Success

  • Collaborate with the broader Quest organization to understand the technology roadmap and influence the development of CRM and other tools to ensure alignment and optimization of HAS end-to-end processes.
  • Identify opportunities to optimize, rationalize and integrate Sales and Customer Success applications and technologies to deliver operational savings to HAS
  • Develop and execute training programs and modules to support effective use and understanding of all Sales and Customer Success systems, SOPs, and processes

 

Qualifications


•         Bachelor’s degree required; MBA preferred


•         5 years of sales or marketing experience in a managerial capacity


•         10 years of healthcare industry experience


•         Proven experience in Salesforce.com administration, management and support


•         Previous experience in supporting a large external technical sales force


•         Business planning and project management


•         Data analytics experience


•         Prior management/supervisory experience


•         Experience with statistical and quantitative tools


•         Proficiency in data extraction and analysis techniques including experience in using sophisticated analytic tools


•         Experience in Life Sciences


•         Skills and ability to effectively communicate analytical findings to non-technical audience


•         Excellent interpersonal, oral and written skills


•         Ability to work with sales/marketing, operations, development and executive teams


•         Ability to interface effectively with senior management teams across the company


•         Proficiency in development of reports and presentations


•         Demonstrated ability to think creatively and strategically


•         Highly proficient analytical skills and extensive software applications experience.

 

Competencies

Communication

Collaboration

Process improvement

Prioritization & project management

Agile learner

Responsiveness & sense of urgency

  • Self-Starter
  • Systems thinker
  • Strategic
  • Decision making skills
  • Problem solving skills
  • Drive results
  • Verbal communication skills
  • Written communication skills
  • Interpersonal skills
  • Planning and organization skills
  • Negotiation skills
  • Results-oriented
  • Creative
  • Persistent
  • Composed
  • Able to learn new concepts rapidly
  • Able to work independently with little supervision

 

About Quest Diagnostics

Quest Diagnostics empowers people to take action to improve health outcomes. Derived from the world's largest database of clinical lab results, our diagnostic insights reveal new avenues to identify and treat disease, inspire healthy behaviors and improve health care management. Quest Diagnostics annually serves one in three adult Americans and half the physicians and hospitals in the United States, and our nearly 50,000 employees understand that, in the right hands and with the right context, our diagnostic insights can inspire actions that transform lives. 

The company offers the broadest access to diagnostic testing services through its network of laboratories and patient service centers and provides interpretive consultation through its extensive medical and scientific staff. Quest Diagnostics also provides services to employers, life insurance companies, other commercial labs, clinics, health plans, government agencies, and organizations involved in clinical trials research.

Awards/Recognitions


•         FORTUNE magazine's "World's Most Admired Companies" list for 8 consecutive years; one of only five companies to attain Most Admired status in the "Health Care, Pharmacy and Other Services" industry category. 


•         Fortune magazine’s Fortune 500 list


•         Forbes Global 2000


•         Forbes' America's Best Employers List for third consecutive year


•         Forbes 2020 America’s Best Employers for Women for second consecutive year


•         S&P 500


•         Barron’s 500


•         Member of the Dow Jones Sustainability World Index


•         Included in the FTSE4Good, Calvert, and Ocean Tomo sustainability indices


•         Listed in the most recent Newsweek Green Rankings


•         Consistently named one of the best places to work in U.S. business journal rankings


•         Named a DiversityInc Noteworthy Company for third consecutive year


•         Listed on the Disability Equality Index (DEI), a joint initiative of the American Association of People with Disabilities (AAPD) and the US Business Leadership Network (USBLN), recognizing companies for prioritizing the inclusion of people with disabilities


•         Named Top 23 ‘Best Places to Work for LGBTQ Equality’ in New Jersey


•         Named a Best Place to Work for LGBTQ Equality by scoring a perfect 100 on the Human Rights Campaign Foundation’s 2021 Corporate Equality Index (CEI) for the fifth consecutive year.


•         Achieved Cancer Gold Standard accreditation from the CEO Roundtable on Cancer, recognizing our actions to reduce the cancer risk of employees and their families


•         Received C. Everett Koop National Health Award for Efforts to Promote Employee Health in 2020

Diagnostic Testing Services

Quest Diagnostics is the world’s leading provider of diagnostic testing, information and services that patients and doctors need to make better healthcare decisions. Their services range from routine blood tests — such as total cholesterol, Pap testing and white blood cell count — to complex, gene-based and molecular testing. They perform medical tests that aid in the diagnosis or detection of diseases, measure the progress or recovery from a disease or confirm that an individual is free from disease. In addition, they have specialized expertise in cancer, cardiovascular diseases, infectious diseases, and neurology.

About COVID-19 testing at Quest Diagnostics

Quest Diagnostics is at the forefront of the response to the COVID-19 pandemic, working to broaden access to laboratory insights to help us all lead healthier lives. We provide both molecular diagnostic and antibody serology tests to aid in the diagnosis of COVID-19 and immune response. Our COVID-19 test services are based on tests that have received FDA emergency use authorization and which also meet our high standards for quality. We are providing these test services under the Public Readiness and Emergency Preparedness Act.

We provide data on COVID-19 testing to various federal and state public health authorities, including the Centers for Disease Control and Prevention, and participate in studies with government and private institutions, aiding COVID-19 public health response and research. Through our team of dedicated phlebotomists, air fleet team, couriers and laboratory professionals, Quest Diagnostics works hard every day to help patients and communities across the United States access quality COVID-19 testing.

Outlook

In the $60 Billion and growing US Diagnostic Testing Market, Quest Diagnostics is the leader. Quest Diagnostics’ reputation as a leading innovator, provider of high value, low cost solutions and its financial strength and flexibility make it well positioned to capitalize on the evolving healthcare landscape.

Quest Diagnostics’ long-term strategy is to become the undisputed world leader in diagnostic testing, information and services. To drive this profitable growth, Quest Diagnostics plans to leverage capabilities to create differentiation:


•         Deliver Innovative Solutions


•         Leverage their Unparalleled Access and Distribution Network


•         Expand their relationships with large payors and health systems


•         Deliver Superior Patient Experiences

 

 

To Apply

Please Log In or Register to Upload a Resume and complete the online Application by visiting careers.questdiagnostics.com, clicking “Job Search” and following the prompts. Because of the large number of applicants to job openings, Quest Diagnostics will only contact qualified candidates for interviews.

Quest Diagnostics is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.