Senior Director, Marketing-Health Plans/Payers
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 2017 revenues of $7.4 Billion, and approximately 42,000 employees and 2,100 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
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
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
The Senior Director, Marketing is responsible for developing and articulating an insights-driven marketing strategy for the Health Plan and Payers customer segment - and related sub-segments - to drive business growth. S/He will ensure the customer marketing strategy aligns with national and regional priorities established to drive business performance. This position reports directly to Quest’s VP Marketing.
In order to successfully respond to the challenges of the role, the successful candidate will need to:
Develop customer segment marketing plans that include clear priorities, objectives, strategies and tactics that are actionable and align with overall business objectives. Identify clear success measures that support achievement of business goals. Continuously measure and optimize tactical execution accordingly.
Enable key points of entry for specific product and solution offerings, including translation and representation of Product/Clinical Franchise in customer marketing plans
Evolve the customer-specific value proposition for Quest along with key differentiation points to support improved awareness of Quest’s value for health plans and payers. Value proposition will serve as the primary in-market positioning platform for Quest to the customer segment.
Support customer interactions of Health Plan commercial field team to drive deeper and more effective alignment with health plan and payer customers by leveraging the value differentiators of the customer value proposition. Create a portfolio selling strategy and related materials (eg, integrated presentation decks, selling playbooks, etc.) based on customer and business needs.
Serve as a key resource of in-depth market knowledge of payer customer environment and evolving reimbursement landscape. Educate the organization on key customer trends, competitive insight and impact to organization.
Liaise with cross-functional leaders to guide a unified approach to the customer that meets market demands; Collaborate effectively with cross-functional partners, including: Field Sales/Commercial, Product/Clinical Franchise, Training, Medical, Finance, Legal and Government Affairs to drive critical decisions and tactical execution as needed.
Manage marketing spend on programs; calibrate investment based on insight, opportunity and performance; measure ROI, relevant marketing metrics and business performance measures to inform marketing decision making
Serve on both the Quest Marketing Leadership Team and the Commercial Health Plan Leadership Team, contributing to the broader strategic decisions about the business
Effectively, lead, inspire and support the development of a team of four customer-centric marketers focused on driving business performance with health plans and payers. Create a high-performing team culture that feels empowered and enabled to meet the needs of the business and their own unique career aspirations
Team of four marketers of varying levels:
1 Marketing Specialist
2 Marketing Managers
1 Marketing Senior Manager
Oversight of Contract Marketing Support (on project basis)
1 Marketing Senior Manager
The successful candidate for Sr. Director, Marketing – Health Plans/Payers will have the following attributes and/or experiences:
Bachelor’s Degree required; Business degree preferred
A minimum of 10+ years of success in a marketing role required; 5+ years of marketing experience either working for a health plan of marketing to health plans is required
Experience leading high performing teams and building strong team cultures
Up to 35% business travel required
Ability to lead diverse, cross functional teams and in a matrix environment
Ability to serve on Executive Leadership Team of business line (e.g. customer segment, region, etc.)
Excellent project leadership skills to hold team members accountable for delivery on goals and expectations
Superior communication skills including ability to deliver formal business presentations to executive leadership
Superior strategic thinking and analytical skills to synthesize market/customer insights to identify business opportunities and paths to overcome business challenges
Strong capabilities in leading others to analyze data and demonstrate quantifiable opportunities or results
The successful candidate for Sr. Director, Marketing - Health Plans/Payers will demonstrate through education and experience the following competencies:
- Creativity; Decision Quality; Dealing with Ambiguity; Perspective; Strategic Agility
- Priority Setting; Planning; Directing Others; Delegation
- Command; Managerial Courage; Conflict Management; Confronting Direct Reports; Hiring and Staffing
- Perseverance; Action-Oriented; Drive for Results
- Presentation Skills; Comfort around higher management; Political Savvy
- Customer Focus; Motivating Others; Negotiating; Composure; Dealing with Paradox; Building Effective Teams