Director of Client Engagement and Business Development

Built on meritocracy, our unique company culture rewards self-starters and those who are committed to doing what is best for our customers.

The Director of Client Engagement and Business Development will be a member of the Brown & Brown National Pharmacy Team (NPT) and will serve as a business development liaison to Brown & Brown teammates and their customers.

This role will support all aspects of business development and sales support for prospective business including coordinating the development and delivery of analytic reporting, providing on-going pharmacy consulting to internal and external stakeholders, creating and delivering prospect analyses, RFP/procurement projects, renewals, market-check analysis, financial analytics & reporting, and leading sales discussions to deliver the NPT value prop.

Essential Duties and Functions: include the following.  Other duties may be assigned.

• Work with internal teammates across the Brown & Brown organization to determine an annual pharmacy renewal strategy for their customers.  This includes:
  • Conducting an opportunity analysis
  • Coordination of prospective analyses for pharmacy services within NPT (e.g. consulting support, analytics, etc.)
  • Perform and/or facilitate various analytics and modeling of PBM pricing, renewals, drug claim analysis, etc.
  • Coordination with PBMs and external vendor partners to receive necessary data, information, and responses
  • Adhering to project timelines, including requests and follow-ups, to ensure all data is received according to project plans

• Manage the strategic and tactical customer relationship and the retention of customer and associated revenue via the following duties
  • Manage RFP/procurement and market check processes.
  • Assist in contract reviews and PBM contract negotiations
  • Support the audit process for assigned accounts
  • Lead reporting review utilizing the NPT proprietary reporting platform, including evaluation of customer utilization, trends and key findings within pharmacy claim data
  • Support and oversee any customer transitions to a new PBM
  • Manage issue escalations and resolutions of any pharmacy related issues

• Provide pharmacy benefit education both internally to Brown & Brown offices and externally to Brown & Brown customers and prospects
  • Assist in discussions and presentations for various offices, teammates and their customers and prospects related to pharmacy benefit market dynamics, trends and the overall PBM landscape.
  • Support pharmacy benefit related seminars if requested by Brown & Brown offices (topics vary based on seminar and office).
  • Understand the PBM landscape and have the ability to articulate varying PBM strategies and programs along with relevant market dynamics.
  • Support other NPT teammates in strategic and tactical relationship with various Brown & Brown offices to drive retention of customers and associated revenue for NPT

Competencies:

• Ability to thrive in an environment with minimal oversight and lots of responsibility;

• Demonstrates ability to positively represent NPT externally to customers and prospects;
• Experience developing and maintain effective, collaborative working relationships with customers and internal partners to provide solutions to complex pharmacy benefit decisions;
• Excellent written and verbal communication skills along with the ability to facilitate effective conversations both internally, and externally with customers;
• Possesses a strong work ethic and takes ownership of customer goals and objectives;
• Takes initiative and is self-directed;

• Effectively works in a team environment and has ability to encourage cooperation with others;
• Quick self-motivated learner who can initiate and drive new projects;
• Excellent analytical and organizational skills;
• Planning/organizing—the individual prioritizes and plans work activities and uses time efficiently.  Makes good and timely decisions that propels our company forward;
• Critical thinking to create innovative ways for our customers and our company to be successful.  The individual identifies and resolves problems in a timely manner, gathers and analyzes information skillfully and maintains confidentiality;. 
• Adaptability—the individual adapts to changes in the work environment, manages competing demands and is able to deal with frequent change, delays or unexpected events;  

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable qualified individuals wit