Note: The job is a remote job and is open to candidates in USA. Labcorp is a global leader in diagnostic testing and drug development solutions, helping healthcare providers, researchers, and patients make informed decisions that advance care. The company is seeking a remote Executive Director, Growth & Commercial Excellence – Specialty Diagnostics to drive strategic growth in specialty diagnostics, optimize product and revenue, and lead cross-functional teams.
Responsibilities
- 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
Skills
- Bachelor's degree
- 10 years of experience in sales management, sales operations, business analytics, and/or commercial strategy within a healthcare environment
- Expertise in the intricacies of specialty market trends, provider needs, customer experience priorities (e.g., patient reporting, technology, EMR integration)
- Advanced proficiency with CRM systems (like Salesforce), 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
- Strong executive presence
- Master's or PhD degree
- 2 years of Oncology Diagnostics and/or Specialty Diagnostics experience
Benefits
- Annual bonus under the Labcorp Bonus Plan
- Discretionary short- and long-term incentive packages
- Medical
- Dental
- Vision
- Life
- STD/LTD
- 401(k)
- Paid Time Off (PTO) or Flexible Time Off (FTO)
- Tuition Reimbursement
- Employee Stock Purchase Plan
- Employees regularly scheduled to work less than 20 hours, Casual, Intern, and Temporary employees are only eligible to participate in the 401(k) Plan
- Employees who are regularly scheduled to work a 7 on/7 off schedule are eligible to receive all the foregoing benefits except PTO or FTO
Company Overview
Labcorp specializes in providing physicians with laboratory tests. It was founded in 1978, and is headquartered in Burlington, North Carolina, USA, with a workforce of 10001+ employees. Its website is https://www.labcorp.com.