Dir, Account Management WHS

Quest Diagnostics - Shawnee, KS

Full-time - Senior

Shawnee, KS

Ambulatory Health Care Services

About the position

The Director, Account Management - WHS is responsible for leading the Account Management function within Workforce Health Solutions. This role focuses on driving profitable revenue growth through retention, expansion, and growth plans for established accounts. The Director will manage a team of Account Managers, consult with existing employer clients, and recommend solutions from WHS products and services, while also improving margins through effective pricing strategies 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.
• Plan and conduct regular client account reviews, QBRs and check-ins to identify and address ongoing 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.

Requirements

• 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.