Exec Dir, National Accts & GPOs

The Executive Director National Accounts & GPOs is accountable for transforming Quests national agreements and strategic relationships into measurable commercial growthprotecting 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 whereapplicable certifications obtained. Market and organizational factors are also considered. Successful candidates may be eligible to receive annual performance bonus compensation.

BenefitsInformation: 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:

• Day1Medicalsupplementalhealthdental&visionforFTemployeeswhowork30hours
• Best-in-classwell-beingprograms
• Annualno-costhealthassessmentprogramBlueprintforWellness
• healthyMINDSmentalhealthprogram
• VacationandHealth/Flex Time
• 6Holidaysplus1MyDayoff
• FinFitfinancialcoachingandservices
• 401(k)pre-taxand/orRothIRAwithcompanymatchupto5%after12monthsofservice
• Employeestockpurchaseplan
• Lifeanddisabilityinsurance plusbuy-upoption
• FlexibleSpendingAccounts
• Annualincentiveplans
• Matchinggiftsprogram
• Educationassistancethrough MyQuestforEducation
• Careeradvancementopportunities
• andsomuchmore!

• 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 Quests 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 Quests position and increase share.
• Drive new customer acquisition by partnering with Commercial Sales teams to leverage national agreements executive relationships and Quests 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 Quests 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

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.

Skills:

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: Bachelors Degree required. MBA preferred.

Travel: 15-30%