[Hiring] Executive Director, National Accounts & GPOs @Quest Diagnostics

Role Description

The Executive Director, National Accounts & GPOs is accountable for transforming Quest’s national agreements and strategic relationships into measurable commercial growth.

• Protecting the existing revenue base.
• Expanding relationships with current customers.
• Consistently acquiring new customers to deliver sustainable year-over-year growth across the FSS, Vizient, HPG, Premier, Kaiser, and other assigned portfolios.
• This position may work remote.

Compensation

• Compensation range: $210K-$250K + 30% + LTI + car.
• Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and certifications obtained.
• Market and organizational factors are also considered.
• Successful candidates may be eligible to receive annual performance bonus compensation.

Benefits

• Day 1 Medical, supplemental health, dental & vision for FT employees who work 30+ hours.
• Best-in-class well-being programs.
• Annual, no-cost health assessment program Blueprint for Wellness®.
• healthyMINDS mental health program.
• Vacation and Health/Flex Time.
• 6 Holidays plus 1 "MyDay" off.
• FinFit financial coaching and services.
• 401(k) pre-tax and/or Roth IRA with company match up to 5% after 12 months of service.
• Employee stock purchase plan.
• Life and disability insurance, plus buy-up option.
• Flexible Spending Accounts.
• Annual incentive plans.
• Matching gifts program.
• Education assistance through MyQuest for Education.
• Career advancement opportunities.
• …and so much more!

Responsibilities

• Lead the National Accounts organization in collaboration with Commercial Sales and other key functions to develop and execute strategies across FSS, Vizient, HPG, Premier, Kaiser, Partners and other assigned strategic accounts.
• Own the growth strategy and performance of assigned National Accounts portfolios, with accountability for delivering sustainable year-over-year revenue growth.
• Develop and execute annual growth plans for each assigned portfolio, identifying specific opportunities for customer retention, share expansion, competitive conversion, contract utilization and new customer acquisition.
• Establish measurable goals and KPIs for each portfolio and routinely evaluate performance against plan.
• Develop and implement contract strategies for each GPO, the federal government and assigned strategic accounts.
• Translate negotiated agreements into measurable commercial growth by partnering with Commercial Sales leadership.
• Identify and prioritize whitespace and competitive opportunities using membership data, market intelligence, customer insights and sales pipeline information.
• Protect and expand existing revenue by proactively identifying competitive threats, contract vulnerabilities and changing customer needs.
• Drive new customer acquisition by partnering with Commercial Sales teams.
• Own relationships with influential decision-makers across GPOs, the federal government and assigned strategic accounts.
• Position Quest as a strategic partner rather than solely a contracted laboratory provider.
• Lead regular portfolio business reviews with Commercial leadership.
• Ensure timely and effective implementation of negotiated agreements in partnership with Commercial Sales, Pricing Operations and other affected functions.
• Develop and maintain effective processes and cross-functional partnerships to ensure compliance with negotiated contracts.
• Maintain a strong understanding of market dynamics, competitive activity and Quest’s differentiated capabilities.

Measures of Success

• Year-over-year portfolio revenue growth.
• Existing customer and revenue retention.
• New customer acquisition and revenue.
• Expansion of business with existing customers.
• Competitive conversions and share gains.
• Qualified pipeline creation and conversion.
• Contract utilization and penetration.
• Performance against individual portfolio growth plans.
• Strength and effectiveness of strategic customer and GPO relationships.

Qualifications

• Minimum 10 years sales leadership and contract management experience within the Healthcare industry, with large institutional customers (national accounts). 5+ years of management experience preferred.
• Must possess a proven track record for developing and sustaining strong customer relationships with executive level staff.
• Prior experience in contract negotiations and driving growth.
• Knowledge of key operations within a commercial laboratory (Billing, Lab Operations, Customer Service, IT, etc.) preferred.
• Proficiency with the use of Microsoft Word, Excel, and PowerPoint software programs.
• Proven strength in planning, negotiating, problem solving, and analytical skills.
• Organization Savvy.
• Strategic Agility.
• Interpersonal Savvy.
• Drive for Results.
• Action oriented.
• Attention to detail.
• Problem solving.
• Influence.
• Business Acumen.
• Financial Acumen.
• Collaboration.
• Communication and Presentation Skills.
• Customer Focus.

People Leader Responsibility

• Yes

Education

• Bachelor's Degree required. MBA preferred.

Travel

• 15-30%

Equal Opportunity Employer

Quest Diagnostics honors our service members and encourages veterans to apply. While we appreciate and value our staffing partners, we do not accept unsolicited resumes from agencies. Quest will not be responsible for paying agency fees for any individual as to whom an agency has sent an unsolicited resume.