Exec Dir, National Accts & GPOs

QUEST DIAGNOSTICS INC; Secaucus (NJ); Hybrid; USD 210,000 - 250,000; Full time

Benefits offered by this job

Medical and dental benefits

401(k) with company match

Employee stock purchase plan

Life and disability insurance

Annual incentive plans

Job summary

Quest Diagnostics is seeking an Executive Director, National Accounts & GPOs to transform national agreements and strategic relationships into measurable commercial growth across FSS, Vizient, HPG, Premier, Kaiser, and other portfolios. The role may be remote.

Lead the National Accounts organization, own growth strategy and performance, and drive year-over-year revenue growth through retention, expansion, and new customer acquisition, while partnering with Commercial Sales and executive

Qualifications

• Minimum 10 years sales leadership and contract management in healthcare.
• Proven ability to build executive-level relationships.
• Experience negotiating contracts and driving growth.

Responsibilities

• Lead the National Accounts organization across key portfolios to develop and execute growth strategies.
• Own growth and revenue targets through retention, expansion, and new customer acquisition.
• Develop annual growth plans and identify opportunities for retention, share growth, and new customers.
• Set measurable KPIs and review performance against plans.
• Create contract strategies that improve terms and profitability for GPOs and national accounts.
• Drive new customer acquisition leveraging national agreements and executive relationships.

Skills

Executive leadership

Contract negotiations

Healthcare sales

National accounts

Relationship management

Strategic planning

Sales analytics

Education

Bachelor's Degree

MBA preferred

Tools

MS Office Suite (Word, Excel, PowerPoint)

Job description

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.

BenefitsInformation

• Day1Medical,supplementalhealth,dental&visionforFTemployeeswhowork30+hours
• Best-in-classwell-beingprograms
• Annual,no-costhealthassessmentprogramBlueprintforWellness
• healthyMINDSmentalhealthprogram
• VacationandHealth/Flex Time
• 6Holidaysplus1'MyDay'off
• FinFitfinancialcoachingandservices
• 401(k)pre-taxand/orRothIRAwithcompanymatchupto5%after12monthsofservice
• Employeestockpurchaseplan
• Lifeanddisabilityinsurance, plusbuy-upoption
• FlexibleSpendingAccounts
• Annualincentiveplans
• Matchinggiftsprogram
• Educationassistancethrough MyQuestforEducation
• Careeradvancementopportunities
• …andsomuchmore!

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

• 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 conversionContract utilization and penetration
• Performance against individual portfolio growth plans
• Strength and effectiveness of strategic customer and GPO relationships

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.
• 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%

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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.

Equal Opportunity Employer: Race/Color/Sex/Sexual Orientation/Gender Identity/Religion/National Origin/Disability/Vets or any other legally protected status.