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Senior Key Account Manager - Employer Solutions - Lenexa, KS in Lenexa, KS at Quest Diagnostics

Date Posted: 2/12/2019

Job Snapshot

  • Employee Type:
  • Location:
    Lenexa, KS
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:

Job Description

We Provide Solutions.  Patients and Physicians rely on our diagnostic testing, information and services to help them make better healthcare decisions. These are often serious decisions with far reaching consequences, and require sensitivity, tact and a clear dedication to service. It’s about providing clarity and hope.

In Sales you will work for the world leader in the industry, with a career where you can expand your skills and knowledge. You’ll have a role where you can act with professionalism, you can inspire colleagues, and you can care about the work we do and the people we serve.

Beginning January 1, 2019, Quest will be an in-network, national lab provider for UnitedHealthcare. We’ll also continue as a preferred national lab provider for Aetna, making us an in-network lab for virtually all national, regional, and local health insurers in the US.

At Quest, our Sales Teams are often the public face of our organization. As a result we make every effort to support and develop their skills. Working across a strong customer base, you’ll find you have the flexibility and autonomy to structure your days while having the confidence that comes from promoting a well-recognized and trusted brand. With lots of opportunities for repeat business and referrals, we also offer outstanding support, plus great pay and benefits.


This position is responsible for functioning as the primary contact and business partner for top 1-75 revenue customers for Employer Solutions. The individual provides on-going account management and sales support for their customers. 

The Senior Key Account Manager utilizes excellent communication and interpersonal skills to build rapport with customer and in turn builds strong business relationships based on Quest Diagnostics products and services. This position also works closely with their field partners (Business Account Executives and/or Channel Market Specialists) to maximize wholesale revenue opportunity’s (additional product and service solutions) for their customers. 


1. Manage a territory of approximate  10 -15  customers whose wholesale annual revenue is in the  $10,000,000 - $15,000,000 range.

2. Responsible for maintaining and growing business relationships for Employer Solutions’  customers assigned. This includes “Higher and Wider” relationships within each customer to include “key decision makers”.

3. Supply clients with information concerning all Employer Solutions products and services.  Seek opportunities to promote additional products/services to meet customer’s needs.

4. Identify customer concerns, customer in jeopardy, and assist in the development and implementation of client retention strategies to minimize account attrition.

5. Work closely with Employer Solutions sales team partner on sales, implementation, and service strategies for customers to achieve business objectives.

6. Provide customized data management and customer reports as needed to show the value of our products and services, and position Quest Diagnostics for growth.

7. Responsible for initiating and leading customer meetings to include onsite visits, customer headquarters visits and conference calls to enhance business relationships and resolve issues.

8. Demonstrate the ability to manage multiple projects and produce required deliverables by the established deadlines with the appropriate level of detail and accuracy.

9. Research customer Account Management issues, and be customer advocate by strategically linking with sales team, product and marketing team, information technology team, and account set up team as needed for issue resolution.

10. Update key customer account management information and sales updates on a regular basis via and On-line Reference Rack.

11. Responsible for working back with “new business team” to set up new and sub accounts.

12. Work with field sales and customer headquarters contacts on “new pricing” as opportunities arise with customers.

13. Be aware and document customer contract expiration dates. Engage field partnership and management on “strategy” tied to potential renewals.

14. Contact for customer on regulations and policies related to drug testing. 

15. Some limited travel expected, up to 15 -20% outside city limits; across the US.


Education Preferred:   
Bachelor or Associates Degree preferred and/or equivalent combination of education and work experience.

Work Experience: 
5 plus years of experience in client management, customer service or sales desired.

-  Proven ability to work independently with decision making ability for day to day issues relating to growth and retention of accounts.

- Excellent interpersonal skills including verbal and written communication.

- Comfortable presenting to groups/customers.

- Business maturity to engage in conversations within various levels of any customer organization from Customer Service to HR Managers, to Senior Leadership/Ownership.

- Ability to collaborate with appropriate internal teams and individuals based on business need. 

- Fully competent in MS office programs (Word, Excel, Powerpoint).

- Ability to problem solves and suggests solutions (project management) with accuracy and minimal direction.

- Team player. Willing to provide feedback and direction to peers and manager as appropriate. Provide assistance to other team members as needed and when requested.

- Ability to “lead and influence”.