Regional Vice President, Commercial - North Region

The Regional Vice President, Commercial reports to the Chief Commercial Officer, with a strong dotted line to the North Region President.  The role is responsible for the profitable growth of the North region. 

The successful candidate will be accountable for successfully implementing company strategies and initiatives in the areas of pipeline management, new sales generation, large deal closes, account management, sales operations and marketing. The RVP must align and share accountability for financial results with Operations and the Clinical Franchises. This leader will have responsibility for $1.1 billion in revenue annually and a team of 120 with 7 direct reports.

The scope of this role includes routine and complex diagnostic testing, services and information across the clinical areas of Neurology, Cardio, Oncology, Dermatopathology, Infectious Disease, Women’s Health and Prescription Drug Management. Oncology and Genomics are a significant growth opportunity within the region. Customers include Health Systems, Hospitals, Independent Physicians, Integrated Delivery Networks, Accountable Care Organizations and Health Plans/Payors.

This position can be based remotely within the North Region geography, with a strong preference towards candidates located in a major metropolitan area.

To successfully respond to the challenges of the role, the successful candidate will need to:

• Execute on the P&L and achieve growth and margin targets; makes budget
• Direct the overall development and execution of sales planning, contracting, pricing, account management, relationship building and regional marketing
• Inspire and develop people and teams; drives a culture of accountability, performance, fairness and compliance across the region
• Manage financial and other resources to drive profitable growth
• Align with Regional President on strategy, goals and objectives
• Participate in the leadership of the region as a member of the Senior Leadership Team
• Interlock with the General Managers of eight Clinical Franchises on anchor tests (key product offerings) and regional growth targets by franchise (specialty sales)
• Represent the company as the key commercial executive in the regional communities (regional travel required)

The successful candidate for Regional Vice President, Commercial will have the following attributes and/or experiences:

• 15+ years of progressively responsible, large enterprise commercial experience at one or more top-tier diagnostics, medical device, healthcare, and/or pharmaceutical companies, which have reputations for strong process excellence and high achievement
• A demonstrated ability to recruit and develop a high-performing team, with a strong orientation toward performance and accountability
• A proven track record of working in an environment with the need to leverage resources, lead in a complex, multi-dimensional matrix and manage by influence, a good multi-tasker and team player
• Able to effectively communicate with all levels in and outside of the organization; will demonstrate executive presence in the C-suite of customers
• Self-motivated, seizes initiative, creative problem solver, strong negotiator
• Demonstrated experience leading change and installing a growth mind-set in a large, complex organization
• Deep experience and understanding of the healthcare environment, managed care, provider and payor markets, data and clinical informatics, regulatory and compliance requirements
• Experience creating strategic partnerships and alliances with large payor/provider systems
• Strong business acumen and financial acumen. Ability to explain complex business models, financial performance, forecasts, headcount models, ROI, etc.
• A strong educational background including an undergraduate degree in business or life science; an MBA or other advanced degree is preferred

Desired Competencies & Attributes

The successful candidate for Regional Vice President, Commercial will demonstrate through education and experience the following competencies:

• Drive for Results
• Strategic Agility
• Business Acumen
• Financial Acumen
• Customer Focus
• Managing and Measuring Work
• Motivate Others/Manage Vision
• Interpersonal Savvy
• Perspective
• Collaboration