Executive Director, Commercial - Pharma & Life Sciences Channels

Quest Diagnostics•Marlborough, MA

About The Position

The Executive Director will lead the Commercial team for the Pharma and Life Sciences channel. The role develops and leads the vision, value proposition, strategy, plans, and processes to drive sales, increase revenue, expand markets, and meet financial objectives across Quest services, solutions, and products. These include precision medicine, health analytics, biopharma services, medication adherence and health coaching, and mobile phlebotomy. The position leads a team serving pharmaceutical and life sciences companies, oversees go-to-market execution and pipeline management, and works with business and cross-functional leaders on sales growth and retention. It also develops customer and partner relationships, guides commercial strategy and product development, and addresses escalated client issues. Travel required is 25%–50%.

Requirements

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 and developing, mentoring, and leading a high-performing sales team.
Proven track record or experience and success selling services, preferably both testing (research, specialty, and Phase I–IV clinical trials) and assay development (CDx, IVD, and LDT) services into the pharmaceutical and diagnostics industry under CAP/CLIA, FDA, and global regulatory requirements.
Contract research experience in biopharmaceutical and diagnostic product development sales leadership and management.
Business planning and project management experience.
Experience with CRM, statistical, and quantitative tools.
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 and a strong moral compass.
Strategic growth mindset.
Ability to work with sales and marketing, operations, development, and executive teams.
Ability to interface effectively with senior management teams across the company.
Agile and creative decision-making.
Exceptional networking skills.
Strong presentation, communication, interpersonal, and persuasion skills, with the ability to adapt to diverse audiences and stakeholders.
Strong business and financial acumen.
Fluency with modern CRM tools, the internet, and other industry research tools.
Bachelor’s degree required.
Travel required: 25%–50%.

Nice To Haves

Master’s degree (MBA) preferred.

Responsibilities

Lead a commercial team serving the Pharma and Life Sciences channel and create and execute go-to-market strategy to achieve or exceed annual sales and revenue targets, including prospecting, introductory meetings, proposal development, pricing recommendations, proposal closing, contract negotiations, and change orders.
Lead and direct sales directors, account managers, and business development managers selling Quest capabilities and services to pharmaceutical and life sciences companies.
Manage the pipeline, including ongoing communication with business and executive leadership.
Work with business and cross-functional leaders to develop annual strategic plans for sales growth and retention and drive sales in the Pharma channel and market.
Collaborate with senior team members to identify and manage risks that may prevent growth.
Engage key external partners in the Pharma and Life Sciences channel to maintain relationships, grow existing partnerships, and form new ones.
Foster a customer-focused, collaborative environment and develop strategies to improve internal and external relationships, coordinating with operations, medical and scientific, legal, and regulatory teams.
Lead the commercial operations team of account managers and business development managers, ensuring appropriate support; work with business leaders on pricing and positioning strategies and tactics.
Develop rapport with internal and external key decision makers and provide input into service, solution, and product development.
Maintain a deep understanding of the market, competitors, clients and leads, and industry trends; connect with clients to solicit feedback and support the sale of Quest services and solutions.
Guide service, solution, and product strategy as a key stakeholder, based on a quantified view of the market opportunity.
Partner with internal and external stakeholders, including suppliers, vendors, and outside partners, to execute the growth plan and contracted programs and projects.
Address escalated client issues.