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Executive Director, Business Development (Surgical Pathology) (Remote)

Company: Labcorp
Location: San Diego
Posted on: September 16, 2021

Job Description:

The Executive Director, Business Development (Surgical Pathology) is responsible for developing large, complex Surgical Pathology growth opportunities in defined pathology channels (Physician Groups (Uro, Derm GI and ASCs), Private Pathology Groups and Health Systems. This person is expected to be the Surgical Pathology expert in the West, Mid-America, and North Central geographies- both externally and within Labcorp. The targeted call points will serve as the "top-down approach" focused on Industry Stakeholders/Thought Leaders, Large PE-backed Physician Groups, C-Suite, Medical Director, Principle Providers; while parallel efforts from the SDE with the bottom-up approach, who will collaboratively focus on further developing both the Pathologist and Specialty Provider (GI, UR, Derm) relationships. The compensation plan will encompass new growth for surgical pathology diagnostics revenue along with Surgical Pathology specific MBOs. The Executive Director will join bi-weekly divisional team calls and every other 1:1 call (minimum once a month) with the Regional Manager and SDE's to strategize and collaborate to increase revenue and support divisional performance. As this is a new role, responsibilities will continue to evolve due to the market and internal needs of the organization.


This is a remote home-based position and can be based from any location in the West / Mid-West region.

Primary Job Duties

  • Drive Results
    • Analyze the competitive landscape, develop a strategic plan, and execute on large surgical large, complex pathology growth opportunities in assigned divisions. The core focus is selling Labcorp's test codes and driving pathology sales.
    • Establish LabCorp (Dianon) as a pathology market leader through enhancing market perception. This will require ongoing training to develop technical and clinical acumen for product and program positioning. The individual should obtain knowledge that provides an equivalent value of a subject matter expert to the customer.
  • Customer-Centric
    • Gain access to industry thought leaders to through providing value in sharing a knowledge base on technical updates for pathology guidelines and changes on the horizon.
    • Consultative selling should be an approach utilized to drive a partnership that establishes reciprocal value -- including complex surgical pathology business models.
    • Support regional and national networking events with highly influential affiliations to solidify a strong pathology market presence.
  • Stakeholder Management
    • High degree of influencing internal and external stakeholders; this should be done in collaboration with Hospital Team, Operations, and Commercial Specialty Team to build a deep rapport with influential customers.
    • Routinely prepare internal presentations to provide updates on strategies and milestones on specialty pathology performance for executive review. The goal of the presentation is to gain support for roadblocks, solicit feedback, and provide transparency to align as an enterprise.
  • Strategic Thinking
    • Strengthen our value proposition in selling to our customers through connecting concepts to enhance our market presence.
    • Consistently increase their individual market knowledge of industry updates to elevate ideas for advancement opportunities. The key areas should be focused on the competition, managed care updates, and business model trends.
  • Executive Presence
    • Ability for an individual to represent themselves and the organization in a professional and polished manner.
    • Maintain a high level of emotional intelligence; leadership agility, composure, and self-awareness are imperative.
    • A high degree of competence to deliver a clear, articulate, and concise message.
    • For large presentations, their style should exude confidence, be knowledgeable, and well poised to answer attendee questions/concerns.
  • Bachelor's Degree required
  • MBA preferred

Keywords: Labcorp, San Diego , Executive Director, Business Development (Surgical Pathology) (Remote), Other , San Diego, California

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