Senior Director, Account Management

 

What you will be doing:

The Account Manager (AM) serves as the enterprise account owner for assigned member organizations, responsible for developing and executing integrated strategies that drive growth, retention, and value realization across the Premier portfolio of solutions and services.

This role builds and maintains strategic relationships across the member organization—including C-suite executives and key stakeholders—to understand business priorities and position Premier as a critical partner in delivering operational, clinical, and financial performance improvement.

The AM acts as the member’s central point of contact and “quarterback,” coordinating cross-functional Premier teams (Sales, GPO/Supply Chain, Technology, Advisory, Customer Success, AI/Analytics, and others) to deliver an integrated, high-value experience.

The AM is accountable for achieving defined growth, retention, and member value outcomes, aligning Premier capabilities to member needs and ensuring measurable impact.

Key Responsibilities

Member Relationships & Account Strategy (40%)

• Build and maintain trusted relationships across the member organization, including executive leadership (CEO, CFO, COO, and other C-suite stakeholders)

• Establish presence “up the chain” with senior decision-makers to influence strategy and partnership direction

• Serve as the single point of accountability and central liaison for the member relationship

• Develop, maintain, and execute integrated strategic account plans aligned to the member’s priorities, financial drivers, and long-term objectives

• Lead regular executive engagement cadence, including executive business reviews and executive-level discussions on performance and opportunities

• Coordinate and align cross-functional Premier resources to ensure consistent, enterprise-wide engagement

• Maintain deep understanding of member strategy, including stated priorities and emerging or unmet needs

• Generate reference accounts, success stories, and networking opportunities to help grow our business

Growth (25%)

• Accountable for growth of existing accounts, including cross-sell and up-sell performance

• Develop and execute account-specific growth strategies based on member financial, operational, and strategic priorities

• Identify and prioritize expansion opportunities across Premier’s full portfolio of offerings

• Lead the commercial strategy and coordination of sales efforts, introducing and supporting Sales and business leaders on expansion opportunities

• Position solutions with executive stakeholders, articulating business value, and financial impact (ROI)

• Leverage data, analytics, and insights to proactively identify opportunities to improve performance and expand engagement

• Ensure alignment of internal stakeholders to deliver against growth targets and account plans

Retention & Value Realization (20%)

• Accountable for retention and renewal of assigned accounts, partnering with Sales, Customer Success, GPO/Supply Chain COE and others to execute profitable renewals

• Develop and manage renewal strategies 12–18 months in advance in collaboration with Sales and Customer Success, ensuring proactive engagement

• Identify and actively manage key stakeholders, including champions, influencers, and potential detractors

• Communicate value delivered across Premier offerings, including financial, operational, and clinical outcomes

• Ensure consistent communication of progress against account goals and demonstrated return on investment

• Maintain overall member satisfaction and engagement, addressing issues proactively and ensuring resolution

• Align retention strategy with broader growth and relationship objectives

Enterprise Collaboration & Leadership (15%)

• Coordinate cross-functional Premier teams to deliver integrated, enterprise-level solutions

• Provide informal leadership and direction across internal stakeholders aligned to the account

• Maintain strong relationships across Premier business units to ensure seamless service delivery and innovation

• Represent Premier in executive-level forums, as appropriate, to strengthen relationships and market presence

​Required Qualifications

Work Experience:

Years of Applicable Experience - 7 or more years

Education:

Bachelors (Required)

 

Preferred Qualifications

Skills:

• Executive relationship management

• Strategic thinking and account planning

• Consultative sales and commercial strategy

• Financial acumen and value articulation

• Cross-functional leadership and collaboration

• Communication and executive presence

• Problem-solving and decision-making

Experience:

• Significant experience (10 years) in account management, consulting, sales, or healthcare strategy

• Demonstrated ability to engage and influence senior executives and C-suite stakeholders

• Experience in consultative selling and strategy development

• Strong financial and business acumen, including ability to articulate ROI and value

• Experience working with C-Suite of complex organizations or enterprise accounts

Education:

• Master’s degree

 

Additional Job Requirements:

• Remain in a stationary position for prolonged periods of time 

• Be adaptive and change priorities quickly; meet deadlines 

• Attention to detail 

• Operate computer programs and software 

• Ability to communicate effectively with audiences in person and in electronic formats.   

• Day-to-day contact with others (co-workers and/or the public) 

• Making independent decisions 

• Ability to work in a collaborative business environment in close quarters with peers and varying interruptions 

 

Working Conditions: Remote

 

Travel Requirements: Travel 41-60% within the US

 

Physical Demands: Light: Exerting up to 20 pounds of force frequently, and/or a negligible amount of force constantly to move objects. If the exertion of forces required is greater than that of sedentary work and if the worker remains stationary most of the time, the job is considered light work.

 

Premier’s compensation philosophy is to ensure that compensation is reasonable, equitable, and competitive in order to attract and retain talented and highly skilled employees. Premier’s internal salary range for this role is $141,000 - $234,000. Final salary is dependent upon several market factors including, but not limited to, departmental budgets, internal equity, education, unique skills/experience, and geographic location. Premier utilizes a wide-range salary structure to allow base salary flexibility within our ranges.

Qualified full-time and part-time employees also receive access to the following benefits:

• Health, dental, vision, life and disability insurance

• 401k retirement program

• Paid time off

• Participation in Premier’s employee incentive plans

• Tuition reimbursement and professional development opportunities