Regional Manager Business Development - IPA's - California

Labcorp•San Diego, CA

1d•Remote

About The Position

Labcorp is seeking a Regional Manager Business Development - Independent Practice Associations (IPA's), California to join our West Division. Labcorp is a global leader in diagnostic testing and drug development solutions, helping healthcare providers, researchers, and patients make informed decisions that advance care. Join us in our mission to improve health and improve lives. This position will be responsible for the retention and growth of Provider Organizations in CA. The key objective of the RMBD is to accelerate revenue through strategic partnerships and further development of our business with existing customers, using Labcorp’s entire portfolio of tests and services, to effectively win and convert new business. We are seeking an individual with competitive and collaborative sales and contracting expertise, with a high degree of communication and business acumen skills, who enjoys growing and working with a seasoned, high-performing team across a wide variety of high-growth segments. The geographic region for this position covers California. The ideal candidate would reside in Southern California.

Requirements

High School Diploma.
5 or more years creating or building strategic sales relationships with healthcare accounts.

Nice To Haves

Bachelor's Degree.
Current or former Labcorp Diagnostic sales experience.
Experience in Value-Based Care Contracting or Management.
Experience working in a clinical setting.
Experience combining clinical knowledge and healthcare operations.
C-level Suite sales experience.
Servicing and business development in Northern and Southern CA regions with Managed Care and IPA Clients.
Overnight travel (1-4 times per month).
Travel is estimated at 25% of the time by car.

Responsibilities

Oversee the IPA team and growth of existing regional managed care clients, VBC networks, and large ambulatory clinic organizations
Manage their own unique book of business
Develop and implement new revenue generation models as well as targeting and positioning strategies
Implement and direct the IPA plan within the assigned MCEs to achieve the stated budget and objectives for the year
Function as the interface between the sales force and laboratory operations leadership
Continue with the build-out and development of a world-class team
Understand industry and local market trends to help create customer and segment-specific targeting and positioning strategies
Provide oversight to ensure contractual deliverables and service levels are met.
Negotiate as appropriate with operational associates to arrive at cost-effective, client-friendly solutions to service delivery issues.
Establish, build, and maintain positive, professional relationships at all decision levels within the managed care client base.
Reinforce our superiority as the national laboratory service and information leader in the healthcare industry.
Demonstrate value-added solutions using a professional consultative selling approach.
Developing the health system and related VBC strategy with divisional leadership
Work in conjunction with the Regional Managers' Business Development to identify additional new business opportunities.
Assume responsibility and accountability for assigned sales revenue retention.
Provide field input for service enhancement and new service innovation.
Communicate issues, concerns, and problems in a solution-oriented manner.
Keep senior leadership and marketing apprised of competitive activity within assigned region/accounts.
Provide senior leadership with timely reporting as required and requested.