Quest Diagnostics
Director of Account Management - Workforce Health Solutions
Quest Diagnostics, Lenexa, Kansas, United States,
Overview
We Provide Solutions. Patients and Physicians rely on our diagnostic testing, information, and services to help them make better healthcare decisions. These are often serious decisions with far reaching consequences, and require sensitivity, tact, and a clear dedication to service. It's about providing clarity and hope.
The
Director of Account Management - Workforce Health Solutions
(WHS), reporting to the Sr. Director, Employer Sales, Workforce Health Solutions, is responsible for leading and managing the Account Management function, driving profitable revenue growth by developing and driving retention, expansion and growth plans within established accounts. This role will lead a team of Account Managers to consult with existing employer clients to recommend solutions from the broader WHS products and services. This includes expanding the portfolio of new services on existing accounts and driving margin improvements through effective pricing strategies, tactics and contract renewals.
Responsibilities
Develop and execute a comprehensive retention and expansion strategy to achieve revenue targets and growth. Define sales objectives, key performance indicators (KPIs), and sales account plans aligned with the company's overall business goals.Lead a team of Account Managers, providing guidance, coaching, and mentorship to drive individual and team performance. Set clear sales targets, monitor progress, and provide ongoing development to enhance the team's effectiveness.Maintain strong relationships with key decision-makers at client organizations, such as HR Executives and Senior Management as well as their assigned consultant Plan and conduct regular client account reviews, QBRs and check-ins to identify and address on-going, chronic service issues and facilitate corrective actions.Collect and leverage VOC to improve processes, drive product and service enhancements and execute opportunities to cross-sell WHS solutions.Establish practices to support Account Teams with managing their account activity, trend identification, problem resolution, account monitoring, and balancing books of business.Establish sales forecasting processes and methodologies to accurately predict revenue and track sales performance. Provide regular sales reports and analysis to senior management, highlighting key trends, opportunities, and challenges.Leverage data, reporting and tools from Commercial Operations to stay informed about market trends, industry developments, and competitor activities.Collaborate closely with cross-functional teams, including marketing, product development, and customer support, to align account expansion strategies with overall business objectives. Provide insights and feedback to support product enhancements and identify market needs.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.Utilize CRM software to manage and track sales activities, pipeline, and customer interactions. Ensure accurate and up-to-date data entry, reporting, and analysis to facilitate effective sales management.Qualifications
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 ability to lead from the front and model behaviors for team members to emulate.Proven experience carrying a sales target and exceeding sales goals.Proven strategic planning and project management experience.Demonstrated ability to present to C-Suite decision makers and at industry events.Ability to recognize changing business priorities and adjust approach accordingly.Experience working in a cross-functional environment in support of furthering WHS and Quest goals.Knowledge:
SFDCExpert in business planningExpert in how the healthcare ecosystem worksExpert in the wellness spaceExpert in client buying cyclesExperience in working with customers post-acquisitionSkills:
Strong verbal, written, and presentation skillsStrong leadership and problem-solving skillsStrong analytical skills - ability to understand data and present information to clients
Education:Bachelor's Degree (Required)Master's Degree Preferred
EEO
Equal Opportunity Employer: Race/Color/Sex/Sexual Orientation/Gender Identity/Religion/National Origin/Disability/Vets
We Provide Solutions. Patients and Physicians rely on our diagnostic testing, information, and services to help them make better healthcare decisions. These are often serious decisions with far reaching consequences, and require sensitivity, tact, and a clear dedication to service. It's about providing clarity and hope.
The
Director of Account Management - Workforce Health Solutions
(WHS), reporting to the Sr. Director, Employer Sales, Workforce Health Solutions, is responsible for leading and managing the Account Management function, driving profitable revenue growth by developing and driving retention, expansion and growth plans within established accounts. This role will lead a team of Account Managers to consult with existing employer clients to recommend solutions from the broader WHS products and services. This includes expanding the portfolio of new services on existing accounts and driving margin improvements through effective pricing strategies, tactics and contract renewals.
Responsibilities
Develop and execute a comprehensive retention and expansion strategy to achieve revenue targets and growth. Define sales objectives, key performance indicators (KPIs), and sales account plans aligned with the company's overall business goals.Lead a team of Account Managers, providing guidance, coaching, and mentorship to drive individual and team performance. Set clear sales targets, monitor progress, and provide ongoing development to enhance the team's effectiveness.Maintain strong relationships with key decision-makers at client organizations, such as HR Executives and Senior Management as well as their assigned consultant Plan and conduct regular client account reviews, QBRs and check-ins to identify and address on-going, chronic service issues and facilitate corrective actions.Collect and leverage VOC to improve processes, drive product and service enhancements and execute opportunities to cross-sell WHS solutions.Establish practices to support Account Teams with managing their account activity, trend identification, problem resolution, account monitoring, and balancing books of business.Establish sales forecasting processes and methodologies to accurately predict revenue and track sales performance. Provide regular sales reports and analysis to senior management, highlighting key trends, opportunities, and challenges.Leverage data, reporting and tools from Commercial Operations to stay informed about market trends, industry developments, and competitor activities.Collaborate closely with cross-functional teams, including marketing, product development, and customer support, to align account expansion strategies with overall business objectives. Provide insights and feedback to support product enhancements and identify market needs.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.Utilize CRM software to manage and track sales activities, pipeline, and customer interactions. Ensure accurate and up-to-date data entry, reporting, and analysis to facilitate effective sales management.Qualifications
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 ability to lead from the front and model behaviors for team members to emulate.Proven experience carrying a sales target and exceeding sales goals.Proven strategic planning and project management experience.Demonstrated ability to present to C-Suite decision makers and at industry events.Ability to recognize changing business priorities and adjust approach accordingly.Experience working in a cross-functional environment in support of furthering WHS and Quest goals.Knowledge:
SFDCExpert in business planningExpert in how the healthcare ecosystem worksExpert in the wellness spaceExpert in client buying cyclesExperience in working with customers post-acquisitionSkills:
Strong verbal, written, and presentation skillsStrong leadership and problem-solving skillsStrong analytical skills - ability to understand data and present information to clients
Education:Bachelor's Degree (Required)Master's Degree Preferred
EEO
Equal Opportunity Employer: Race/Color/Sex/Sexual Orientation/Gender Identity/Religion/National Origin/Disability/Vets