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Dir, Account Management – WHS

Lenexa, Kansas

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More: Value Discover a team where your contributions will make a deeper impact.

At a glance

There are Sales roles. And then there are Sales roles with Quest. After all, this is a place where your sales skills will help make a difference to healthcare for millions. Working to grow and maintain our business with new and existing customers across General Diagnostics and a variety of specialty areas from Oncology to Women’s Health and Cardiology, your talents will make more impact. And, no matter what you’re working on, your professional development will benefit. With countless opportunities to reach your future career goals through mentorship, team collaboration, and in-depth training, we’ll help you find success at Quest.

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  • Communicator
  • Confident
  • Independent
  • Persuasive
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See how your career can grow

As part of our supportive and collaborative team, you will be inspired to develop and achieve your career aspirations. From comprehensive learning opportunities to skill-building activities, we invest in you–personally and professionally. And as a sales professional, there’s no one-size-fits all approach to success–you can forge a rewarding career path in several different ways. Here is just one example of a career path you can take.

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  • Internal Account Management >Internal Account Management
  • View Sales Account Executive Sales Account Executive
  • Specialty Sales Specialty Sales
  • Sales Leadership Sales Leadership
  • Additional Advancement Opportunities Additional Advancement Opportunities

Job Details

Category Sales Location Lenexa, Kansas Job function Sales Job family Sales
Shift Day Employee type Regular Full-Time Work mode Hybrid

The Director of Account Management – Workforce Health Solutions, 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.


  • 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.

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:

  • SFDC
  • Expert in business planning
  • Expert in how the healthcare ecosystem works
  • Expert in the wellness space
  • Expert in client buying cycles
  • Experience in working with customers post-acquisition

Skills:

  • Strong verbal, written, and presentation skills
  • Strong leadership and problem-solving skills
  • Strong analytical skills - ability to understand data and present information to clients


Education:

Bachelor’s Degree (Required)
Master’s Degree Preferred



Equal Opportunity Employer: Race/Color/Sex/Sexual Orientation/Gender Identity/Religion/National Origin/Disability/Vets

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Culture

We’ve built a welcoming, inclusive workplace where people are inspired to learn, develop, and progress in their careers. There’s stability, so you can explore many career paths in one field. There’s flexibility, helping you to build a fulfilling life and rewarding career. There’s training and development to align your work with your business success. No wonder there’s more to discover at Quest.

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Benefits

We’re committed to helping our people live a healthier lifestyle. One way we do this is by offering a comprehensive total rewards package, so you can take care of yourself and the ones you love. Find out how our benefits provide you with everything you need to thrive—now and in the future.

  • Medical, supplemental health, dental, and vision

    From medical, dental, and vision coverage plans designed to meet your needs, to supplemental health plans for an additional layer of financial protection, you can rest assured that your health is high on our agenda.

  • 401(k)

    You’re eligible to join the Quest Diagnostics 401(k) Plan on your date of hire. The company will match up to 5% of your annual salary.

  • Virtual work options

    Quest Virtual Model allows eligible Quest employees to work either a hybrid schedule (two to three days from home per workweek), a near-site schedule (primarily from home with occasional work in a Quest office), or fully remote. Decisions are made on a case-by-case basis with the employee’s manager and HR Business Partner.

  • Sales incentive plan

    Uncapped incentive and 9-month new hire tiered incentive guarantee. Incentive is paid out quarterly.

  • Training

    Comprehensive sales training program and educational assistance offerings.

  • Transportation

    Company-supplied vehicle.

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Quest Diagnostics is an equal employment opportunity employer. Our policy is to recruit, hire and promote qualified individuals without regard to race, color, religion, sex, age, national origin, disability, veteran status, sexual orientation, gender identity, or any other status protected by state or local law. Quest Diagnostics observes minimum age requirements established by federal, state and/or local laws, and will ask an applicant for verification when deemed necessary.

Quest Diagnostics is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation because of a disability for any part of the employment process, please complete the accommodation request form.