Laboratory Corporation of America Executive Director of Value-Based Care (San Diego, CA) in San Diego, California

Laboratory Corporation of America Holdings (NYSE:LH), an S&P 500 company is a leading life sciences company, providing comprehensive clinical laboratory and end-to-end drug development services. With a mission to improve health and improve lives, LabCorp delivers world-class diagnostics solutions, brings innovative medicines to patients faster and uses technology to provide better care. With net revenue in excess of $9 billion in 2016, LabCorp's 50,000 employees serve clients in 60 countries.

The Hospital Health Systems division is seeking a Regional Business Development Executive to join their team!

The Director of Value-Based Care (VBC) will have primary responsibility for developing strategic partnerships and building a leading position with VBC in the West Division. This person will engage executive management at VBC organizations including independent and health system based Accountable Care Organizations (ACO's), Independent Practice Associations (IPA's), and Care Management Organizations (CMO's). The Director of VBC will play a key role in driving the regional VBC sales strategy, building new and innovative business models, and supporting field initiatives to convert VBC affiliated providers.

Key Responsibilities:

  • Achieve VBC divisional performance goals

  • Ability to lead the division in prospect identification, qualification, and execution of VBC opportunities

  • Develop in-depth understanding of LabCorp data offerings, Clinical Decision Support Services, as well as VBC contracting options, pricing models, and business solutions

  • Working knowledge of various population health program capabilities, utility, and ability to articulate how lab data can inform decisions

  • Develop marketing initiative to maximize revenue potential of new contract development

  • Manage VBC provider conversion efforts with divisional sales teams

  • Serve as a liaison between IT, operations, sales, managed care, VBC administration, and provider offices

  • Work closely with the hospital systems sales team to align strategies when appropriate

  • Serve as the divisional expert in MACRA, ACO's, commercial and health system based VBC's and emerging payment reforms

  • Participate in important industry organizations and conferences

  • Excellent negotiation, research, planning, and project management skills with at least basic finance and understanding of P&L statements

  • Objection resolution skills that uncover additional needs while deepening the relationship

  • Big picture thinker with the ability to execute


Requirements Include:

  • 8-10 years' experience in healthcare or related field such as diagnostics, pharmaceuticals, managed care, health system administration, or value based care.

  • 5 years' experience working within or selling directly to a health-system or value-based care organization

  • General knowledge of VBC including MACRA, CMS, ACO and bundles, and implementation within the healthcare system

  • Prior executive sales level experience preferred

  • Knowledge of diagnostics or experience working within the laboratory industry is a plus

  • Advanced degree (MPH, MMM, MBA with a HC Concentration), and/or education in health care administration, population health informatics, health economics are all a plus




Monday - Friday

As an EOE/AA employer, the organization will not discriminate in its employment practices due to an applicant's race, color, religion, sex, national origin, sexual orientation, gender identity, disability or veteran status.