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.
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