Account Management (IC) Director - Hybrid - Express Scripts

The Director, Account Management provides strategic, financial, clinical, relationship, and organizational leadership for a specific line of business within the Sales & Account Management division.  Role includes the development and execution of a comprehensive strategic plan to achieve retention, margin & EBIT targets for their respective line of business as well as partnering with Sales to focus on growth/expansion of their respective line of business. Additional responsibilities include employee management, cross-functional coordination of projects and initiatives, exceeding client expectations, budget and work-plan management, and process improvement. This role requires travel overnight up to 35%.

ESSENTIAL FUNCTIONS

• Manage profit, revenue and gross margin for client.
• Develop strategic work plan goals to include, but not limited to, gross margin, client retention, and renewal and upsell targets.
• Manage a diverse team of account executives, clinical account executives and account managers located in multiple sites.
• Work collaboratively with management team to provide career development opportunities, work direction, evaluate performance and provide feedback to promote employee growth, retention, productivity, and engagement.
• Partner with Sales & Account Management Operations and serve as escalation point to ensure smooth on-going delivery of all service deliverables as well as successful implementation of new accounts, solutions, initiatives, and policies.
• Ensure close coordination with cross-functional areas; such as Product, Sales & Account Management Operations, Technology, Legal, Finance, and Compliance to ensure successful program maintenance and expansion, maintain compliance with Federal and state-specific regulations, effective service delivery, meeting of SLAS, key metrics, and client performance guarantees.
• Identify gaps and lead special projects and task forces focused on improving operational effectiveness and implementing best practices within the division.
• Act as a consultant in ongoing client relationships to ensure retention targets are met.
• Negotiates client contracts, amendments, and SOW’s.
• Oversees resolution and successful execution of client issues.
• Participate in sales presentations to prospective clients.
• Leads and participate in QBR’s with existing clients.

QUALIFICATIONS:

• Bachelor’s degree required. MBA, and Pharm D and/or Master degree preferred.
• 10-15 years work experience with 7-10 years of relevant experience in account management
• Extensive client management experience within the PBM or healthcare industry preferred; Experience in commercial / employer market- highly preferred.
• Experience managing large books of business and/or processes from an EBIT/Profit perspective
• Preferred experience with Rebate/Network Contracting, all aspects of pricing, client contracting and client level budgeting.
• Experience with client negotiations required
• Strong relationships within benefit advisor community (who controls much of this business)
• Proven success from both a leadership and BOB / client management standpoint
• Ability to organize highly flexible / leveraged team and develop / implement supporting processes in a fashion that drives efficiency, responsiveness, and standardization in an environment where clients expect customization and dedicated teams
• Solid understanding of PBM market dynamics and industry regulations/initiatives
• Extensive leadership experience; including proven ability to lead teams in meeting client retention goals and growing, developing and retaining critical resources
• Keen understanding of budget process and proven ability to meet corporate expense & EBIT goals
• Ability to affect organizational change to support client retention and growth

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.

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

We want you to be healthy, balanced, and feel secure. That’s why you’ll enjoy a comprehensive range of benefits, with a focus on supporting your whole health. Starting on day on