Executive Director of Sales, Employer Solutions

Quest Diagnostics   •  

Virtual / Travel

Industry: Healthcare


8 - 10 years

Posted 174 days ago

This job is no longer available.

Position Description:

Quest Diagnostics Employer Solutions offers reliable employee screening, an extensive collection site network and personal service and support. Quest’s comprehensive drug testing options include urine testing, oral fluid testing using Oral-Eze®, hair testing, instant testing, prescription drug testing, alcohol testing, steroid testing and professional monitoring. All of Quest’s laboratories participate in rigorous lab proficiency testing to maintain complete quality assurance. With annual revenues of over $300MM, the business has 1000+ employees across the US and internationally based, with over 50K clients.

The Executive Director of Sales (ESD) will be responsible for a team of sales executives charged with growing the revenue of the Employee Solutions business for general and specialized sales and account management.  S/He develops and executes the strategies, builds key client relationship, develops comprehensive plans and delivers value propositions which result in the award of new contracts. S/He will manage a team of approximately 50 professionals, with four direct reports.  Reporting directly to the Vice President of Employer Solutions, the position will be based out of the Lenexa, Kansas.

Key Responsibilities:

  • Hire, develop and coach front line sales and account
    management leaders (and reps) against management development competencies and
    sales excellence standards

  • Develop, grow and strengthen key account relationships

  • Develop and translate market strategy into tactics and
    plans for Workplace market

  • Lead and inspire sales teams to achieve all business

  • Develop effective sales and account management teams

  • Collaborate actively with operations to meet customer needs

Accountability Metrics

Commercial level:
Total revenue for Employer Solutions business ($300M)
Operating margin
Customer attrition

Business level:
Market share
Mix impact (net of price)
Price realization (net of mix)
Cost of selling and marketing
Key account sales measures
Employee retention

Critical Know How and Skills-Selection Criteria:
Strong results orientation
Negotiation acumen
Key account and sales management depth
Inspirational leadership
Financial acumen
Business acumen
Talent management and development
Effective collaboration skills


Desired Qualifications/Skills:

The successful candidate for ESD Employer Solutions will have the following attributes and/or experiences:

  • Bachelor’s degree in Business, Marketing or Life Sciences is required; advanced degreepreferred

  • Ten (10) years of successful sales experience in healthcare with B2B transactions required; experience selling into the C-suite is highly preferred

  • Five (5) years sales management experience

  • Understand general economics of B2B business transactions

  • Track record of achieving sales results and successfully leading teams

  • Ability to travel across geographical region including by air (50-75%)


    Personal Competencies:

    The successful candidate for Executive Sales Director will demonstrate through education and experience the following competencies:


  • Business Acumen

  • Strategic Agility

  • Action Oriented

  • Customer Focus

  • Interpersonal Savvy

  • Planning/Priority Setting

  • Drive for Results

  • Negotiating

  • Manage vision and purpose

  • Political Savvy

  • Command Skills

  • Builds effective teams