Executive Director, Growth & Commercial Excellence – Specialty Diagnostics

Executive Director, Growth & Commercial Excellence – Specialty Diagnostics

Labcorp is a global leader in diagnostic testing and drug development solutions, helping healthcare providers, researchers, and patients make informed decisions that advance care. Join us in our mission to improve health and improve lives.

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

Business Partnering & Team Leadership

• 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

Sales Targeting & Analytics

• 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

Technology and Analytics Optimization

• 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