Director of Account Management

4 days ago


Lenexa, Kansas, United States Quest Diagnostics Full time

The Director of Account Management - Workforce Health Solutions is a key leadership role responsible for leading and managing the Account Management function at Quest Diagnostics. This role drives profitable revenue growth by developing and driving retention, expansion, and growth plans within established accounts.

This includes expanding the portfolio of new services on existing accounts and driving margin improvements through effective pricing strategies, tactics, and contract renewals.

The Director will define sales objectives, key performance indicators (KPIs), and sales account plans aligned with the company's overall business goals.

They will lead a team of Account Managers, providing guidance, coaching, and mentorship to drive individual and team performance.

Maintaining strong relationships with key decision-makers at client organizations, such as HR Executives and Senior Management, is crucial for this role.

The Director will plan and conduct regular client account reviews, QBRs, and check-ins to identify and address ongoing, chronic service issues and facilitate corrective actions.

Establishing practices to support Account Teams with managing their account activity, trend identification, problem resolution, account monitoring, and balancing books of business is also a key responsibility.

The Director will establish sales forecasting processes and methodologies to accurately predict revenue and track sales performance.

Providing regular sales reports and analysis to senior management, highlighting key trends, opportunities, and challenges, is essential for this role.

The Director will leverage data, reporting, and tools from Commercial Operations to stay informed about market trends, industry developments, and competitor activities.

Collaborating closely with cross-functional teams, including marketing, product development, and customer support, to align account expansion strategies with overall business objectives is also a key responsibility.

The Director will partner with Sales Enablement to provide Account Managers with the processes, tools, and training needed to stay current on products and services along with best practices and standards for Business-to-Business Sales & Service.

Utilizing CRM software to manage and track sales activities, pipeline, and customer interactions is also a key responsibility.

The Director will ensure accurate and up-to-date data entry, reporting, and analysis to facilitate effective sales management.

Required Work Experience:

  • ~5+ years of experience in account management or client services role in wellness, population health, digital health, healthcare, benefits, or consulting.
  • ~5+ years of previous experience managing a team of direct reports, with demonstrated excellence in people management, mentoring, hiring, training, and onboarding.
  • ~Experience serving as an executive sponsor on large accounts with a strong track record of high client satisfaction, growth, and retention.
  • Proven experience carrying a sales target and exceeding sales goals.
  • ~Proven strategic planning and project management experience.
  • Expert in business planning.
  • Experience in working with customers post-acquisition.
  • Strong analytical skills - ability to understand data and present information to clients.

Equal Opportunity Employer:

Quest Diagnostics is an equal opportunity employer.



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