Senior Director, Account Management

 

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