JOB 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 and 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 range: $210K-$250K + 30% + LTI + car
Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, certifications obtained. Market and organizational factors are also considered. Successful candidates may be eligible to receive annual performance bonus compensation.
Benefits Information: We are proud to offer best-in-class benefits and programs to support employees and their families in living healthy, happy lives. Our pay and benefit plans have been designed to promote employee health in all respects – physical, financial, and developmental. Depending on whether it is a part-time or full-time position, some of the benefits offered may include:
- 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!
JOB 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 through protecting existing business, expanding current customer relationships and acquiring new customers.
- 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, including year-over-year revenue growth, retention, new business wins, competitive conversions, qualified pipeline and contract utilization.
- Develop and implement contract strategies for each GPO, the federal government and assigned strategic accounts that strengthen Quest’s competitive position, improve contract terms, minimize unnecessary pricing concessions and create opportunities for profitable growth.
- Translate negotiated agreements into measurable commercial growth by partnering with Commercial Sales leadership to identify, prioritize and execute opportunities within each portfolio.
- Identify and prioritize whitespace and competitive opportunities using membership data, market intelligence, customer insights and sales pipeline information to focus resources on the highest-value growth opportunities.
- Protect and expand existing revenue by proactively identifying competitive threats, contract vulnerabilities and changing customer needs and developing strategies to strengthen Quest’s position and increase share.
- Drive new customer acquisition by partnering with Commercial Sales teams to leverage national agreements, executive relationships and Quest’s differentiated capabilities to win new business.
- Own relationships with influential decision-makers across GPOs, the federal government and assigned strategic accounts to understand customer priorities, strengthen strategic alignment and develop compelling value propositions.
- Position Quest as a strategic partner rather than solely a contracted laboratory provider, identifying opportunities to create broader relationships that deliver measurable clinical, operational and financial value for customers.
- Lead regular portfolio business reviews with Commercial leadership, providing clear visibility to revenue performance, pipeline, customer retention risks, competitive opportunities, contract utilization and progress against established growth objectives.
- Ensure timely and effective implementation of negotiated agreements in partnership with Commercial Sales, Pricing Operations and other affected functions to accelerate realization of expected revenue and customer value.
- Develop and maintain effective processes and cross-functional partnerships to ensure compliance with negotiated contracts and appropriate administration of membership lists, administrative fees, contract commitments and other contractual requirements.
- Maintain a strong understanding of market dynamics, competitive activity and Quest’s differentiated capabilities and use those insights to continuously strengthen portfolio strategies and identify new sources of growth.
Measures of Success
Success in this role will be measured by the ability to protect, grow and acquire business across the National Accounts portfolio, including:
- 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
JOB QUALIFICATIONS
Required Work Experience
• 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.
