Executive Director – Growth & Commercial Excellence, Specialty Diagnostics
Labcorp
full-time
Posted on:
Location Type: Office
Location: Durham • North Carolina • United States
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Job Level
About the role
- Optimize product and revenue growth with product-specific strategies and targeted actions by segment.
- Improve forecast accuracy and pipeline hygiene via standardized process governance
- Expand health system penetration and workflow integration (e.g., EMR/order pathways)
- Elevate technology adoption and data quality (CRM, dashboards, enablement platforms)
- Maintain a governed, unified framework for consistent messaging and cross-functional execution
- Drive launch excellence for new assays and major enhancements through standardized readiness, field enablement, and post-launch optimization
- Establish a closed-loop field intelligence system to continuously refine strategy, messaging, and targeting
- Produce regular insights that identify growth opportunities, performance drivers, and emerging risks; lead creation of growth plans and playbooks that align with strategic goals and identified opportunities
- Track post-launch adoption, friction points, and payer-related barriers; adjust strategy in real time
- Serve as the primary analytics partner to sales leadership
- Participate in QBRs and forecast cycles with clear data storytelling and strategic recommendations
- Partner with Finance and Sales Ops to model sales compensation plan scenarios; recommend plan adjustments to incentivize product focus, health system penetration, and strategic cross-sell; track comp effectiveness and ROI
- Co-create with Medical Affairs a scientific differentiation toolkit (clinical evidence narratives, tumor-board assets, comparator charts) and provider education programs and systematically deploy into the market and strategic accounts, measure impact on adoption
- Partner with Marketing, Medical, Lab Ops, and other key stakeholders to ensure analytical insights align to strategic priorities, clinical accuracy, and operational efficiencies
- Coordinate with the Sales Trainers to align insights into field skills and content needs
- Lead and mentor a high-performing team of commercial excellence professionals
- Monitor competitive dynamics and quantify likely impact to territory performance
- Maintain dynamic targeting lists refreshed monthly based on Definitive Healthcare data, field insights, market forces, and strategic goals
- Recommend territory design to optimize coverage, workload, opportunity concentration, and strategic alignment
- Segment accounts by site-of-care, health system affiliation, payer mix, and clinical complexity to inform differentiated selling strategies
- Define KPIs and metrics such as adoption rates, revenue contribution by product, health system penetration, and account-level performance to measure impact
- Own CRM dashboards and reporting, ensuring data relevance and usability for the field
- Drive adoption of sales technologies, dashboards, and analytics through training and clear documentation
- Lead continuous gap analysis to identify additional needs and drive feedback sessions, requirements gathering, and decisions on what additional tools and technologies may be needed
Requirements
- Bachelor’s degree
- 10+ years in sales management, sales operations, business analytics, and/or commercial strategy within a healthcare environment.
- Master’s or PhD preferred
- At least 2 years of diagnostic and/or specialty experience, including oncology
- Expertise in the intricacies of specialty market trends, provider needs, customer experience priorities (e.g., patient reporting, technology, EMR integration)
- Strong proficiency with CRM systems (SFDC), data visualization tools (e.g., CRMA, Tableau), and industry and specialty diagnostics datasets (e.g., Definitive Healthcare, claims, lab data)
- Ability to simplify complex data and communicate actionable insights to non-technical audiences
- Excellent cross-functional collaboration and stakeholder management skills
- Demonstrated ability to lead, motivate, and develop high-performing commercial excellence professionals
Benefits
- Medical, Dental, Vision, Life, STD/LTD, 401(k), Paid Time Off (PTO) or Flexible Time Off (FTO), Tuition Reimbursement and Employee Stock Purchase Plan
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
sales managementsales operationsbusiness analyticscommercial strategydata visualizationCRM systemsforecast accuracypipeline hygieneKPI definitionmarket analysis
Soft Skills
cross-functional collaborationstakeholder managementdata storytellingleadershipmentoringcommunicationstrategic recommendationsteam motivationanalytical thinkingproblem-solving
Certifications
Bachelor's degreeMaster's degreePhD