Strategic Account Executive - Risk Assessment (ExamOne)

Quest Diagnostics - Shawnee, KS

Full-time

Shawnee, KS

Ambulatory Health Care Services

About the position

The Strategic Account Executive (ExamOne) plays a crucial role in driving sales and revenue growth for risk assessment products, particularly in the life insurance sector. This position is centered around building a robust sales pipeline and delivering top-line revenue growth through a deep understanding of the products and services offered. The Strategic Account Executive will act as a subject matter expert and consultant, working closely with assigned customers to develop tailored business development strategies that align with their needs and goals. This role requires a nuanced understanding of client relationships, focusing on cultivating long-term partnerships that can lead to sustainable revenue generation. In this position, the Strategic Account Executive will leverage existing relationships within ExamOne, Quest Diagnostics, and the broader life insurance industry to identify new business opportunities. The role involves proposing customized solutions to meet client needs, responding to requests for proposals (RFPs), and ensuring that the sales process is executed effectively. The Executive will also collaborate with internal stakeholders to ensure that customer satisfaction is prioritized and that the company’s core values are upheld in all interactions. The Strategic Account Executive will be expected to actively participate in industry events and networking opportunities to enhance visibility and establish themselves as a leader in the field. This position is primarily focused on new business development, with periodic travel required to meet clients and attend industry conferences. Success in this role will be measured by the ability to meet or exceed sales growth targets while maintaining a customer-first orientation and a commitment to continuous improvement.

Responsibilities

• Build strong pipeline of vetted prospects in each selling stage.
• Deliver profitable growth of new business opportunities leveraging relationships within ExamOne, Quest Diagnostics, life insurance industry, and other stakeholders to achieve all growth goals.
• Collaborate effectively with all internal stakeholders to align on growing, retaining, and ensuring we delight our customers.
• Lead logical and effective approach to proposal submissions and executive-level presentations development and delivery.
• Grow and nurture partnerships with strategic clients/partners to drive products and services to grow overall revenue and client relationships.
• Meet or exceed assigned sales growth quota targets for the business while operating within policies and procedures.
• Manage sales funnels and milestones as well as associated revenue forecast.
• Lead business development meetings with prospective clients and turn their goals into concrete engagements and letters of proposal.
• Leverage sales support and product SME's as appropriate to ensure successful sales meetings, sales results and follow through.
• Actively build strong industry relationships, actively participate in industry conferences and committees, and network in other ways to be a visible, known leader in the industry.
• Ensure key stakeholders have new business activity updates.

Requirements

• Track record of superior sales results and meeting/achieving quotas
• B2B experience
• 10 plus years of successful related experience
• Exceptional strong analytic, strategic thinking, and problem solving skills
• Bring a project-based strategic capability to identify and analyze strategic opportunities
• Demonstrate genuine care for customers and all stakeholders
• Customer first orientation
• Continuous Improvement mindset
• Curiosity - not afraid to go outside comfort zone to learn

Nice-to-haves

• 5 years Life & Health Insurance experience; experience inside a carrier or reinsurer
• Health Care / Lab related experience
• Data Products experience
• Hunter sales mentality a must!