Executive Director, Growth & Commercial Excellence – Specialty Diagnostics

Labcorp•USA - Remote - North Carolina, NC

9d•$160,000 - $230,000•Remote

About The Position

Labcorp is seeking a remote Executive Director, Growth & Commercial Excellence – Specialty Diagnostics to join our team. The Executive Director, Growth & Commercial Excellence in Specialty Diagnostics owns the unified commercial execution framework (messaging, prioritization, and sequencing) across Commercial, Medical Affairs, Marketing, Market Access, Sales Ops, and Lab Ops for a critical enterprise growth priority in Specialty Diagnostics (e.g., Oncology, Neurology, Autoimmune). This role translates complex market, clinical, payer, and performance data into clear, actionable guidance for Specialty Diagnostics sales leaders and reps. It drives product- and indication-specific growth (e.g., OmniSeq Insight, Labcorp Plasma Complete, Plasma Detect, Labcorp Heme NGS) and accelerates adoption by enabling guideline-aligned testing strategies, health system and pathway integration, payer/reimbursement readiness, and data-driven territory optimization. This role will have the responsibility of leading a team.

Requirements

Bachelor’s degree
10 years of experience in sales management, sales operations, business analytics, and/or commercial strategy within a healthcare environment

Nice To Haves

Master's or PhD degree
2 years of Oncology diagnostics and/or Specialty diagnostics experience
Expertise in the intricacies of specialty market trends, provider needs, customer experience priorities (e.g., patient reporting, technology, EMR integration)
Advanced proficiency with CRM systems (like Salesforce), data visualization tools (e.g., CRMA, Tableau), and industry and specialty diagnostics datasets (e.g., 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

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 and identified opportunities
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 and systematically deploy into the market and strategic accounts, measure 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 the 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 what additional tools and technologies may be needed