Quest Diagnostics - Shawnee, KS
posted about 1 month ago
The Director of Account Management - Workforce Health Solutions (WHS) plays a pivotal role in our organization, reporting directly to the Sr. Director of Employer Sales. This position is crucial for leading and managing the Account Management function, with a primary focus on driving profitable revenue growth through the development and execution of retention, expansion, and growth plans within established accounts. The Director will oversee a team of Account Managers who consult with existing employer clients, recommending solutions from the broader WHS products and services portfolio. This role is not only about maintaining existing relationships but also about expanding the portfolio of services offered to these clients and improving margins through effective pricing strategies and contract renewals. In this capacity, the Director will be responsible for developing and executing a comprehensive retention and expansion strategy aimed at achieving revenue targets and growth. This includes defining sales objectives, key performance indicators (KPIs), and sales account plans that align with the company's overall business goals. The Director will lead a team of Account Managers, providing guidance, coaching, and mentorship to enhance individual and team performance. Setting clear sales targets, monitoring progress, and providing ongoing development will be essential to drive the team's effectiveness. Maintaining strong relationships with key decision-makers at client organizations, such as HR Executives and Senior Management, is critical. The Director will plan and conduct regular client account reviews, quarterly business reviews (QBRs), and check-ins to identify and address ongoing service issues, facilitating corrective actions as necessary. Collecting and leveraging Voice of the Customer (VOC) feedback will be vital for improving processes, driving product and service enhancements, and executing opportunities to cross-sell WHS solutions. Additionally, the Director will establish practices to support Account Teams in managing their account activity, identifying trends, resolving problems, and balancing their books of business. Sales forecasting processes and methodologies will be established to accurately predict revenue and track sales performance. The Director will provide regular sales reports and analysis to senior management, highlighting key trends, opportunities, and challenges. Collaborating closely with cross-functional teams, including marketing, product development, and customer support, will ensure alignment of account expansion strategies with overall business objectives. Insights and feedback will be provided to support product enhancements and identify market needs, while partnering with Sales Enablement to equip Account Managers with the necessary processes, tools, and training to stay current on products and services, as well as best practices for Business-to-Business Sales & Service. Utilizing CRM software to manage and track sales activities, pipeline, and customer interactions will be essential for effective sales management.