Executive Director, Growth & Commercial Excellence – Specialty Diagnostics

Labcorp is seeking an Executive Director, Growth & Commercial Excellence – Specialty Diagnostics to lead and advance strategic growth initiatives. This role will be based in the Raleigh/Durham, North Carolina area.

Core Objectives

• 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

Key Responsibilities

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

Minimum Qualifications:

• Bachelor’s degree
• 10+ years in sales management, sales operations, business analytics, and/or commercial strategy within a healthcare environment.

Preferred Qualifications

• Master’s or PhD preferred
• At least 2 years of diagnostic and/or specialty experience, including oncology

Additional Job Standards:

• 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
• Strong executive presence

The Executive Director, Growth & Commercial Excellence in Specialty Diagnostics owns the unified commercial execution framework (messaging, prioritization, and sequencing) across Commercial, Medical Affairs, Marketing, Market Access, Sales Ops, and Lab Ops for a critical enterprise growth priority in Specialty Diagnostics (e.g., Oncology, Neurology, Autoimmune).

This role translates complex market, clinical, payer, and performance data into clear, actionable guidance for Specialty Diagnostics sales leaders and reps. It drives product- and indication-specific growth (e.g., OmniSeq Insight, Labcorp Plasma Complete, Plasma Detect, Labcorp Heme NGS) and accelerates adoption by enabling guideline-aligned testing strategies, health system and pathway integration, payer/reimbursement readiness, and data-driven territory optimization. This role will also have the responsibility of leading a team.

Benefits: Employees regularly scheduled to work 20 or more hours per week are eligible for comprehensive benefits including: Medical, Dental, Vision, Life, STD/LTD, 401(k), Paid Time Off (PTO) or Flexible Time Off (FTO), Tuition Reimbursement and Employee Stock Purchase Plan.  Casual, PRN & Part Time employees regularly scheduled to work less than 20 hours are eligible to participate in the 401(k) Plan only.  For more detailed information, please click here. 

Labcorp is proud to be an Equal Opportunity Employer:

Labcorp strives for inclusion and belonging in the workforce and does not tolerate harassment or discrimination of any kind. We make employment decisions based on the needs of our business and the qualifications and merit of the individual. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), family or parental status, marital, civil union or domestic partnership status, sexual orientation, gender identity, gender expression, personal appearance, age, veteran status, disability, genetic information, or any other legally protected characteristic. Additionally, all qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable law. 

We encourage all to apply

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