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. They are seeking a remote Executive Director, Growth & Commercial Excellence – Specialty Diagnostics to optimize product and revenue growth, establish a unified commercial execution framework, and lead a high-performing team in the Specialty Diagnostics domain.
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
- 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
- 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
Fortrea is a provider of comprehensive Phase I through IV clinical trial management, clinical pharmacology, patient access solutions. It was founded in 2023, and is headquartered in Durham, North Carolina, USA, with a workforce of 10001+ employees. Its website is https://www.fortrea.com.Company H1B Sponsorship
Fortrea has a track record of offering H1B sponsorships, with 6 in 2026, 14 in 2025, 25 in 2024, 6 in 2023. Please note that this does not guarantee sponsorship for this specific role.