Pharmacy Account Management Director (U3000) - West Region - Cigna

SUMMARY:

The Pharmacy Account Management Director is responsible for the development, service delivery, and execution of Cigna’s integrated pharmacy benefit management (PBM) strategy focused on growth, retention, and profitability for Select and U3000 pharmacy clients. This role serves as the primary pharmacy business relationship leader across internal partners and oversees a team of client‑facing pharmacy account executives and clinical account managers. The Director drives market‑specific strategies, leads cross‑functional collaboration, and ensures delivery of high‑value pharmacy solutions that meet financial, clinical, and service objectives.

RESPONSIBILITIES:

• Drive sales, retention, and profitability activities aligned to Regional (RGL) and Market (MGL) P&L goals.

• Develop and execute segment‑specific (Select/U3000) best practices, upsell strategies, and market business plans across U.S. Commercial markets.

• Achieve financial and performance metrics including client P&L improvement, margin growth, client satisfaction (NPS), and retention.

• Provide strategic leadership and subject matter expertise on pharmacy affordability and clinical management programs to internal medical, sales, and matrix partners.

• Partner with medical sales teams to assess market‑specific competitive dynamics and inform product development and sales strategies.

• Develop and oversee regional service and operational models to meet or exceed client persistency and pharmacy carve‑in goals.

• Direct and support ongoing education and training for sales teams related to Cigna’s integrated pharmacy and medical solutions, as well as competitive PBM offerings.

• Lead, coach, and manage a team of pharmacy subject matter experts through goal setting, performance management, and organizational change.

• Collaborate with underwriting and medical sales to address competitive pricing challenges and retention strategies.

• Identify, cultivate, and convert carve‑in pharmacy opportunities for middle market clients currently using external PBM vendors.

• Analyze performance reporting to ensure execution plans are delivering expected results and adjust strategies as needed.

• Partner with marketing to develop effective sales messaging, proposals, presentations, and client communications.

• Build and maintain strong relationships with brokers, consultants, and key client stakeholders, serving as a trusted advisor.

• Provide oversight of service plan execution and escalate operational issues as needed.

• Participate in “Best and Final” sales presentations.

• Work cross‑functionally with IT, Legal, Compliance, Operations, CIPM partners, and Express Scripts (ESI) support and account teams.

• Communicate client insights, risks, and feedback to senior leadership.

IDEAL CANDIDATES WILL HAVE A COMBINATION OF THE FOLLOWING:

• Bachelor’s degree; Master's degree preferred.

• 8+ years of PBM or pharmacy client‑facing experience.

• 3+ years of healthcare strategy and business development experience.

• Prior experience leading large teams and working cross‑functionally in complex organizations.

• Strong financial acumen, including deep understanding of pharmacy pricing, utilization drivers, and P&L management.

• Comprehensive understanding of the broader healthcare system beyond PBM operations.

• Excellent communication, presentation, negotiation, and consultative skills.

• Proven ability to influence clients, peers, and senior leadership.

• Strong analytical and results‑driven mindset with a focus on growth and profitability.

• Willingness to travel up to 30% seasonally, with occasional short‑notice travel.

• Demonstrated experience driving pharmacy carve‑in strategies and integrated medical/pharmacy solutions.

• Strong organizational savvy and ability to navigate and influence within a matrixed enterprise.

If you will be working at home occasionally or permanently, the internet connection must be obtained through a cable broadband or fiber optic internet service provider with speeds of at least 10Mbps download/5Mbps upload.

For this position, we anticipate offering an annual salary of 167,300 - 278,800 USD / yearly, depending on relevant factors, including experience and geographic location.

This role is also anticipated to be eligible to participate in an annual bonus and long term incentive plan.

At The Cigna Group, you’ll enjoy a comprehensive range of benefits, with a focus on supporting your whole health. Starting on day one