Director of Sales - Hospital & Health Systems

At Labcorp, you are part of a journey to accelerate life-changing healthcare breakthroughs and improve the delivery of care for all. You'll be inspired to discover more, develop new skills and pursue career-building opportunities as we help solve some of today's biggest health challenges around the world. Together, let's embrace possibilities and change lives!

Recognized as one of Forbes World's Best Employers, Labcorp is seeking to hire a Director of Sales for our Hospital and Health Systems segment covering MD, DC, VA, NC, SC and parts of TN and GA. This field-based role will serve as the primary contact for the Hospital business in the Atlantic Division for Labcorp.

The Director of Sales will lead a team of account management representatives and will be responsible for strategic growth initiatives by cultivating and expanding partnerships with key decision-makers across our hospitals and health systems portfolio.

• Develop and execute strategic sales plans targeting hospitals and integrated delivery networks (IDNs).
• Drive revenue through diagnostic solutions, leveraging deep industry knowledge and a consultative sales approach to deliver value-based outcomes.
• Build and maintain executive-level relationships within health systems to drive long-term partnerships.
• Identify and pursue new business opportunities across diagnostic portfolios.
• Collaborate cross-functionally with marketing, medical affairs, and operations to align solutions with customer needs.
• Lead contract negotiations, RFP responses, and value-based selling initiatives.
• Track and synthesize industry, segment, and regulatory trends-along with competitive intelligence-to shape go-to-market strategies, uncover growth opportunities, and position the organization as a trusted partner to health systems.
• Forecast overall revenue and pipeline growth accurately using CRM tools and analytics.
• Lead, coach, and develop a high-performing team of sales professionals, setting clear goals, providing regular feedback, and fostering a culture of accountability and continuous improvement.
• Recruit, onboard, and retain top sales talent while ensuring alignment with company values and strategic objectives.
• Conduct regular performance reviews, territory planning, and pipeline assessments to optimize team effectiveness and drive results.
• Collaborate closely with the VP of Sales and divisional VP/General Managers to align field execution with broader business objectives and growth targets.
• Drive customer relationship management excellence by ensuring consistent engagement, satisfaction tracking, and long-term account planning across key hospital and health system partners.
• Mentor and support regional sales teams to ensure alignment with strategic goals.

• 8+ years of commercial sales experience in healthcare, preferably in diagnostics or medical devices.
• Bachelor's degree required; advanced degree or MBA preferred.
• Proven success in selling to hospitals, IDNs, and C-suite stakeholders.
• Demonstrated experience managing and developing sales teams in a complex, matrixed environment.
• Strong understanding of laboratory workflows, reimbursement, and clinical value drivers.
• Excellent communication, negotiation, and strategic planning skills.