We Provide Solutions. Patients and Physicians rely on our diagnostic testing, information and services to help them make better healthcare decisions. These are often serious decisions with far reaching consequences, and require sensitivity, tact and a clear dedication to service. It’s about providing clarity and hope.
At Quest, our Sales Teams are often the public face of our organization. As a result we make every effort to support and develop their skills. Working across a strong customer base, you’ll find you have the flexibility and autonomy to structure your days while having the confidence that comes from promoting a well-recognized and trusted brand. With lots of opportunities for repeat business and referrals, we also offer outstanding support, plus great pay and benefits.
Position Overview - Account Executive, Healthcare Analytics Solutions (HAS)
Quest Diagnostics’ vision is to empower better health through actionable insights. Healthcare Analytics Solutions is an intrapreneurial team that is helping to deliver this vision by providing advanced clinical, financial and operational insights to stakeholders across both the care and therapeutic continuums.
Quest provides analytical solutions for leading public health plan, heath system and health management companies enabling organizations to more effectively engage with patient across the continuum of care. Quests tools and services focus on supporting clinical informatics, quality management, disease management and engagement.
Quest leverages considerable set of unique assets to deliver differentiated solutions, including a tremendous clinical repository, relationships with half the countries providers and hospitals in the United States, over 2000 patient service centers, over 650 active EMR interfaces, and approximately 15,000 mobile care professionals. Quest’s Big Data environment provides high-recency access to a clinical database going back to 2005, with an average of 150 million unique patient encounters per year.
The HAS Account Executive will be responsible for partnering with internal health plan and/or health system account management teams to promote the value of our informatics and analytics programs to Quests current and prospective diagnostic testing customers.
Partner with regional account owners to drive sales with consultative selling approach that includes building trust/credibility with clients and partners, understand client context and business requirements, connecting client needs to our capabilities, and articulate the benefits of Quest Diagnostics data, analytics and professional services
Construct and execute a formal national/regional business plan with the HAS leadership team, Commercial and marketing teams reviewing/ updating on a quarterly basis. Plan includes critical focus on sales activities and pipeline movement to commit. Focused on market segments and individual prospects based on the "need/gap in service" and identified solution.
Leverage tools like Salesforce.com, Smartsheet.com and others to support pipeline management and contracting workflows.
Experience with customer budget planning and sales cycle management
Demonstrate strong command of clinical informatics and analytics solutions and understand complexity drivers that may affect pricing and delivery schedules.
Write and present proposals and executive-level presentations in partnership with account team.
Coordinate with delivery team to meet client needs and grow existing relationships,
Provide market feedback from clients and prospects on clinical informatics needs and work with
analytics team to refine existing solutions and design new ones
Cultivate client relationships to upsell accounts with new / additional services
Understand competitive threats and positioning and provide feedback to account and product teams.
Participate in marketing activities to drive awareness and strengthen brand for informatics capabilities.
Participate in strategic planning to grow HAS business.
Other related duties as assigned
Bachelors required, Master’s or MBA preferred
Expert knowledge of quality reporting systems and payment models within Medicare, Medicaid, Commercial ACA, ACO and FQHC markets
Understanding healthcare financial and clinical risk analytics
8-10 years of market/program development, preferably in the Health plan and health systems focused healthcare analytics industry
Demonstrated experience writing proposals and closing deals with prospects and existing clients
Strong negotiating skills
Solid business and financial acumen
Exceptionally self-motivated and directed
Excellent written and oral communication skills
Ability to present ideas in business-friendly and user-friendly language
Excellent interpersonal skills
Strong cross-functional team player and ability to work in matrix environment
Willingness to travel domestically, up to 60% of time
Demonstrated ability to utilize a MS Windows based laptop and leverage business tools such as Microsoft Outlook, Word, Excel, WebEx/Zoom, CRM tools like SalesForce.com
Actions driven by sound strategic thinking
Organized self-starter with a focus on results
Internal and External selling and negotiating skills