Executive Director, Growth & Commercial Excellence – Specialty DiagnosticsLabcorp is a global leader in diagnostic testing and drug development solutions, helping healthcare providers, researchers, and patients make informed decisions that advance care. This remote leadership role focuses on optimizing growth and commercial excellence within the Specialty Diagnostics portfolio.
Responsibilities
- Optimize product and revenue growth with product‑specific strategies and targeted actions by segment.
- Improve forecast accuracy and pipeline hygiene via standardized process governance.
- Expand health system penetration and workflow integration (e.g., EMR/order pathways).
- Elevate technology adoption and data quality (CRM, dashboards, enablement platforms).
- Maintain a governed, unified framework for consistent messaging and cross‑functional execution.
- Drive launch excellence for new assays and major enhancements through standardized readiness, field enablement, and post‑launch optimization.
- Establish a closed‑loop field intelligence system to continuously refine strategy, messaging, and targeting.
- Produce regular insights that identify growth opportunities, performance drivers, and emerging risks; lead creation of growth plans and playbooks that align with strategic goals.
- Track post‑launch adoption, friction points, and payer‑related barriers; adjust strategy in real time.
- Serve as the primary analytics partner to sales leadership.
- Participate in QBRs and forecast cycles with clear data storytelling and strategic recommendations.
- Partner with Finance and Sales Ops to model sales compensation plan scenarios; recommend plan adjustments to incentivize product focus, health system penetration, and strategic cross‑sell; track comp effectiveness and ROI.
- Co‑create with Medical Affairs a scientific differentiation toolkit (clinical evidence narratives, tumor‑board assets, comparator charts) and provider education programs; deploy systematically into market and strategic accounts, measuring impact on adoption.
- Partner with Marketing, Medical, Lab Ops, and other key stakeholders to ensure analytical insights align to strategic priorities, clinical accuracy, and operational efficiencies.
- Coordinate with Sales Trainers to align insights into field skills and content needs.
- Lead and mentor a high‑performing team of commercial excellence professionals.
- Monitor competitive dynamics and quantify likely impact to territory performance.
- Maintain dynamic targeting lists refreshed monthly based on Definitive Healthcare data, field insights, market forces, and strategic goals.
- Recommend territory design to optimize coverage, workload, opportunity concentration, and strategic alignment.
- Segment accounts by site‑of‑care, health system affiliation, payer mix, and clinical complexity to inform differentiated selling strategies.
- Define KPIs and metrics such as adoption rates, revenue contribution by product, health system penetration, and account‑level performance to measure impact.
- Own CRM dashboards and reporting, ensuring data relevance and usability for the field.
- Drive adoption of sales technologies, dashboards, and analytics through training and clear documentation.
- Lead continuous gap analysis to identify additional needs and drive feedback sessions, requirements gathering, and decisions on additional tools and technologies.
Minimum Qualifications
- Bachelor’s degree.
- 10 years of experience in sales management, sales operations, business analytics, and/or commercial strategy within a healthcare environment.
Preferred Qualifications
- Master’s or Ph.D. degree.
- 2 years of oncology diagnostics and/or specialty diagnostics experience.
- Expertise in specialty market trends, provider needs, and customer experience priorities (e.g., patient reporting, technology, EMR integration).
- Advanced proficiency with CRM systems (e.g., Salesforce), data visualization tools (CRMA, Tableau), and specialty diagnostics datasets (Definitive Healthcare, claims, lab data).
- Ability to simplify complex data and communicate actionable insights to non‑technical audiences.
- Excellent cross‑functional collaboration and stakeholder management skills.
- Demonstrated ability to lead, motivate, and develop high‑performing commercial excellence professionals.
- Strong executive presence.
Benefits
Employees regularly scheduled to work 20 or more hours per week are eligible for comprehensive benefits including medical, dental, vision, life, STD/LTD, 401(k), paid time off or flexible time off, tuition reimbursement, and employee stock purchase plan. Employees scheduled for less than 20 hours and casual, intern, and temporary employees are eligible only for the 401(k) plan. Employees on a 7 on/7 off schedule receive all benefits except PTO or FTO.
EEO Statement
Labcorp is proud to be an Equal Opportunity Employer: Labcorp strives for inclusion and belonging in the workforce and does not tolerate harassment or discrimination of any kind. We make employment decisions based on the needs of our business and the qualifications and merit of the individual. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), family or parental status, marital, civil union or domestic partnership status, sexual orientation, gender identity, gender expression, personal appearance, age, veteran status, disability, genetic information, or any other legally protected characteristic. Additionally, all qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable law.
#J-18808-Ljbffr