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Quest Diagnostics · 4 months ago

Manager, Business Development - Health Systems (Hybrid - Chantilly, VA)

Chantilly, VA

Full-time

Hybrid

Mid, Senior Level

5+ years exp

Quest Diagnostics is a leading provider of diagnostic information services. The Manager, Business Development (BD) Health Systems will focus on contract negotiations and operational modeling to evaluate new business opportunities, working closely with various teams to implement and transition new deals.

BiotechnologyHealth CareHealth DiagnosticsInformation ServicesPrecision Medicine

Responsibilities

Responsible for the day-to-day management and deliverables of operational and financial modeling for the purpose of evaluating new business for regional outreach, POL’s and other strategic opportunities

Other modeling responsibilities include evaluating test menus, equipment replacement planning, FTE reductions, logistics and reagent/supplies savings

Responsible for the contracting process of these new customer opportunities

Aligning with BD leadership in on-going development and enhancement of tools for the purposes of operations and financial modeling of PLS customers

Lead the review of the operations modeling (ERP, test movement, FTE reductions, etc.) on conference calls with Region and PLS leadership during proposals

Present model outputs (operational and financial) to customers, regional and commercial leadership

Responsible for developing the PPT template(s) for RFP responses for new business for regional outreach, POL and other strategic opportunities

Key member of team that provides feedback around operations, procurement, equipment and supplies during the contract (red line) process

Qualification

Business DevelopmentContract NegotiationLaboratory OperationsFinancial ModelingAnalytical SkillsProject ManagementCommunication SkillsOrganizational AwarenessInterpersonal Skills

Required

Bachelor's degree in business

5 - 8 years of experience in strategic contracting and/or experience in the laboratory industry is required

5+ years of laboratory business, business development or operations experience, with several years in the hospital lab environment strongly preferred

Laboratory (medical technologist) background is preferred with experience managing a team, department and responsibility for decisions within the laboratory

Scientific background (chemistry, biology, etc.) or financial background (business, accounting, etc.)

Strong knowledge of laboratory operations

Experience in a Business Development role leading the contract process including customer negotiations

Experience interfacing with “C” suite customers strongly desired

Project Management skills, credentials and/or experience strongly desired

Must demonstrate excellent negotiation and communication skills

Knowledge of laboratory industry and hospital market

Experience in supporting internal (Sales, Finance and BD) leadership and external customers in a high pressure and time sensitive environment

Must have the ability to multi-task and work with various functional leaders (Ops, Legal, HR, etc.) for contract negotiations and post contract transition period

Knowledge of the different types of PLS opportunities and complimentary services offered including Laboratory Management, Supply Chain Solutions, Reference Testing, Outreach Testing, etc

Strong analytical, verbal and written communication skills and ability to effectively present business strategy

Strong financial acumen including having the capability to understand and create financial analysis for the purpose of evaluating PLS opportunities as needed

Ability to deal with ambiguity and create scenarios of alternative outcomes and make reasonable judgments about the implications of pricing decisions based on limited and imperfect information

Strong interpersonal skills, possessing intellectual integrity and personal trustworthiness to the extent that he/she generates trust among directors from multiple functions

Organizational Awareness to gain information for research and analysis from multiple sources within the organization in order to know who controls what information and develop communication channels with them

Preferred

Additional experience in finance, sales/marketing and lab industry or related healthcare field with a focus on pricing strategies, establishing market value, customer satisfaction and driving profitable growth is desired