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Vice President of Sales, Atlantic Division

Company: LCH Lab. Corp. of America Holdings
Location: Durham
Posted on: May 25, 2023

Job Description:

Vice President of Sales, Atlantic Division page is loaded Vice President of Sales, Atlantic Division Apply locations Durham NC time type Full time posted on Posted 3 Days Ago job requisition id 2328193 Vice President of Sales, Atlantic DivisionLabcorp is searching for a growth-oriented and hands-on leader to serve as the Atlantic Division's Vice President, Sales & Sales Operations. The leader will provide commercial leadership, management, and sales execution to grow the business and ensure financial strength. This individual will be responsible for building, leading, and developing a field-based sales team and working with VP/GMs to drive profitable sales across the subdivisions. The final candidate will lead the divisional sales strategy and performance management standards to obtain the business's sales goals. Reporting to the Senior Vice President of the Atlantic Division, the VP will have both direct-line and dotted-line reporting relationships. The direct reports will include leading Sales Operations and a sales team for Specialty Medicine, Oncology, Value-Based Care, and Hospital. The sales operations responsibilities will include overseeing divisional targeting campaigns, salesforce enablement, pipeline & jeopardy calls, sales coaching/training/development and sales analytics. The Sales VP will work closely with each of the GMs/VPs. The GMs/VPs will have direct reports to lead the Core Sales Team of RMBD's, Senior Marketing Executives, Key Account Executives and all operations functions in the sub regions.RESPONSIBILITIES:Strategy & Goals

  • Delivering an Annual Sales Plan presented to divisional leadership that includes a: sales plan to meet budgeted growth goals, targeting campaigns for the year, top sales projects for process improvements, and strategic and tactical plans for top 20 divisional targets.
  • Leading Annual Divisional Sales Meetings and Quarterly Sales Business Reviews.
  • Collaborate with the divisional leadership team to develop and implement customer, and product segment plans to drive rapid growth objectives of our organization (across all specialties).
  • Identify and lead divisional expansion activities, including sales investments, acquisitions (hospitals and pathology groups), corporate alliances etc.
  • Partnering with the GM's to ensure local sponsored events have the highest ROI and strong representation.Sales Management
    • Establishing and managing standard sales expectations for sales activity and management.
    • Assess sales effectiveness with the sales cycle, including pre-call planning, presentation, and follow-up. Implement coaching and training plans to have a best-in-class sales team.
    • Coordinate effective sales training programs for the divisional sales teams through partnering with marketing and corporate training to ensure delivery of high-impact sales materials and messages to the customer.
    • Create an inclusive, high-energy, and collaborative culture. -
    • Develop a sales team who can position Labcorp's broader value proposition by understanding the healthcare ecosystem/interdependency of areas such as value-based care, our cutting-edge science, and operational excellence.
    • Evaluate performance by analyzing and interpreting data and operational metrics. -
    • Routinely manage sales performance to meet expectations.
    • Manage and adhere to all company policies and Legal and Regulatory guidelines assigned to Sales Management positions.Customer Management
      • Launching a semi-annual customer business review for the top divisional accounts
      • Build executive-level relationships and drive partnerships with the customers in the region.
      • Play an active and involved role in the identification and timely resolution of issues with key customers. QUALIFICATIONS & EDUCATION:
        • Bachelor's Degree with at least ten years of Sales leadership experience in clinical diagnostics, life sciences, or healthcare. Advanced degree preferred
        • Required Skills: Strong people management, C-suite presentation, critical thinking, and high execution -
        • Experience in developing and executing annual sales budgets
        • Ability to communicate vision to clients, leadership team and employees
        • Demonstrable high level of competency in strategic planning and business development
        • Experience selling healthcare products or services to hospitals and health systems, with a solid understanding of the healthcare ecosystem
        • Understanding of data analysis and performance/operation metrics to identify/track opportunity
        • Mergers and Acquisitions experience is a strong plus.
        • Effective coaching, performance management, and team-building skills are essential.
        • Strong negotiation skills and excellent written and verbal communication are required.
        • Well-established commitment and proven track record of successful customer interaction and success.
        • Ability to be responsive, adaptable, manage change, manage uncertainty, and be successful in a dynamic environment. PERSONAL CHARACTERISTICS & CULTURAL FIT:
          • High energy, inspirational leadership skills with exceptional communication and team-building ability
          • Strong commitment to building a "customer-obsessed" culture.
          • Hands-on leadership with a bias towards action. Ability to quickly display credibility and build support for initiatives within the team, across other functional areas, or enterprise-wide.
          • Leverages technology and analytics to help drive the business.
          • Excels in a matrixed organization
          • Strong work ethic and willingness to travel up to 60% of the time.Labcorp is proud to be an Equal Opportunity Employer: As an EOE/AA employer, Labcorp strives for diversity and inclusion in the workforce and does not tolerate harassment or discrimination of any kind. We make employment decisions based on the needs of our business and the qualifications of the individual and do not discriminate based upon race, religion, color, national origin, gender (including pregnancy or other medical conditions/needs), family or parental status, marital, civil union or domestic partnership status, sexual orientation, gender identity, gender expression, personal appearance, age, veteran status, disability, genetic information, or any other legally protected characteristic. We encourage all to apply. For more information about how we collect and store your personal data, please see our - Privacy Statement . We believe in the power of science to change lives. Labcorp is a leading global life sciences company that provides vital information to help doctors, hospitals, pharmaceutical companies, researchers, and patients make clear and confident decisions. Through our unparalleled diagnostics and drug development capabilities, we provide insights and accelerate innovations to improve health and improve lives. Here, you can join our more than 70,000 employees, serving clients in more than 100 countries, as we work together to transform approaches to patient care.

Keywords: LCH Lab. Corp. of America Holdings, Durham , Vice President of Sales, Atlantic Division, Executive , Durham, North Carolina

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