Director, National Health Plans - Anthem
Recognized by FORTUNE magazine as one of the “World’s Most Admired Companies,” Quest Diagnostics is the world's leading provider of diagnostic testing, information and services that doctors and patients need to make better healthcare decisions. They are pioneers in developing innovative diagnostic tests and advanced healthcare information technology solutions that help improve patient care.
With corporate headquarters in Secaucus, NJ, Quest Diagnostics is a Fortune 500 company, traded on the New York Stock Exchange and included in the Dow Jones Sustainability World Index. With 2018 revenues of $7.53 Billion, and approximately 46,000 employees and 6,600 patient locations across the US, Quest Diagnostics serves half of the physicians and hospitals in the US with their large variety of products and services.
The company offers the broadest access to diagnostic testing services through its network of laboratories and patient service centers, and provides interpretive consultation through its extensive medical and scientific staff. Quest Diagnostics also provides services to employers, life insurance companies, other commercial labs, clinics, health plans, government agencies, and organizations involved in clinical trials research.
Approximately 150 million times each year, patients and their physicians rely upon Quest Diagnostics results to make important healthcare decisions.
Quest Diagnostics Healthcare IT solutions connect over 165,000 physicians.
Approximately one third of U.S. physicians – and many of the country’s leading hospitals and health systems – relies on Quest Diagnostics healthcare information solutions to foster better patient care and improve their business performance.
FORTUNE magazine's "World's Most Admired Companies" list for 4 consecutive years; one of only five companies to attain Most Admired status in the "Health Care, Pharmacy and Other Services" industry category
Fortune magazine’s Fortune 500 list
Forbes Global 2000
Member of the Dow Jones® Sustainability World Index
Consistently named one of the best places to work in U.S. business journal rankings
Listed on the Disability Equality Index® (DEI), a joint initiative of the American Association of People with Disabilities (AAPD) and the US Business Leadership Network (USBLN), recognizing companies for prioritizing the inclusion of people with disabilities
Diagnostic Testing Services
Quest Diagnostics is the world’s leading provider of diagnostic testing, information and services that patients and doctors need to make better healthcare decisions. Their services range from routine blood tests — such as total cholesterol, Pap testing and white blood cell count — to complex, gene-based and molecular testing. They perform medical tests that aid in the diagnosis or detection of diseases, measure the progress or recovery from a disease or confirm that an individual is free from disease. In addition, they have specialized expertise in cancer, cardiovascular diseases, infectious diseases, and neurology.
In the $60 Billion and growing US Diagnostic Testing Market, Quest Diagnostics is the leader. Quest Diagnostics’ reputation as a leading innovator, provider of high value, low cost solutions and its financial strength and flexibility make it well positioned to capitalize on the evolving healthcare landscape.
Quest Diagnostics’ long- term strategy is to become the undisputed world leader in diagnostic testing, information and services. To drive this profitable growth, Quest Diagnostics plans to leverage capabilities to create differentiation:
Deliver Innovative Solutions
Leverage their Unparalleled Access and Distribution Network
Expand their relationships with large payors and health systems
Deliver Superior Patient Experiences
Duties and Responsibilities
The Director, Health Plans will manage the relationship with Anthem. S/he will have overall leadership responsibility for the Health Plans assigned book of business including: Health Plan Account and Market Strategy Development and Execution. The Director will lead and drive health plan sales strategies in collaboration with Regional Commercial Sales Directors and Staff to leverage access to local, regional and national health plan customers to drive compelling physician, employer, health plan payor and patient preference and utilization
The Director will report directly to the Executive Director, Health Plans – National Accounts and location for the role is flexible.
Other responsibilities include:
Develop and Champion Health Plan Strategies and Options
Sell, negotiate, coordinate and lead overall Health Plan relationship to secure contracts for existing and new customers to exceed assigned targets
Develop, coordinate and leverage multi-level relationships with health plan customers and their employer groups to assure preferential positioning and relationships
Identify and execute on opportunities and solutions to facilitate customer, market and patient growth through promotion and execution of programs supporting Lab Spend Management, Improved Patient Care, Information Technology, Increased Efficiency and Customer Satisfaction, Improved Reimbursement, Patient Volume and Margins
Drive Collaborative Selling Opportunities including MediCheck, Wellness Programs, Gaps in Care initiatives, HEDIS improvement Programs and coordinate strategy around Health Plan ACO development
Sell, promote and execute on Marketing Programs, reimbursement for new tests, coverage policies, services and improved reimbursement for targeted tests.
Commercial Sales Strategies and Execution; Coach and mentor to effectively drive results.
Develop, Lead and or participate with health plan, national accounts, regional and cross functional teams and external customer teams.
Collaborate with Senior Leadership, Marketing, Finance, Legal, Billing, Commercial Sales and Operations and other stakeholders in a matrixed business environment
Drive implementation and execution of existing and new contracts
Develop and builds account and business strategies for internal and external reviews
Ability to influence and leverage internal and external business partners
Provide sales and account reports as requested to measure progress
Aggressive and professional negotiation of contracts, terms and conditions and positions in alignment with leadership approvals
Successfully collaborates and delegates to Health Plan Field Executives to facilitate customer and company requirements are met
Travel estimated 10-15%
Bachelor’s Degree Required
5+ years Direct sales, negotiation, complex customer, consulting and/or contracting experience in the health care industry
Ability/Agility to Impact and Influence others
Excellent communications skills—written, verbal and presentation
Proven ability to sell in a dynamic, competitive environment
Drives for results with Passion and Integrity
Skilled at negotiation and has a demonstrated ability to build relationships at the C Suite level
Understands the principles of Consultative Selling; meets customer’s needs
Understands and has utilized a sales process and strategic account management model
Balances customer needs with Quest’s organizational and profitability goals
Performs well in a team environment
Strong knowledge of Health Plan/Insurance/Healthcare marketplace
Viewed as a credible business consultant vs. “sales rep”
Displays Courage, Energy and Drive and has the Operating Skills to drive results
Track record of overall business and financial acumen
All requirements are subject to possible modifications to reasonably accommodate individuals with disabilities. Quest Diagnostics is an Equal Opportunity Employer: Women / Minorities / Veterans / Disabled / Sexual Orientation / Gender Identity.
Please Log In or Register to Upload a Resume and complete the online Application by visiting questdiagnostics.com/careers, clicking “Job Search” and following the prompts. Because of the large number of applicants to job openings, Quest Diagnostics will only contact qualified candidates to be interviewed.