Director – Strategic Account Management

Director – Strategic Account Management

Requirements

• Bachelor’s degree (Master’s degree preferred) and a minimum of ten (10) years related experience and eight (8) years of SME in respective area(s); (or equivalent combination of education and experience) with at least eight (8) years leading individual contributors, leaders, and leaders of leaders; which may be substituted with an appropriate mix of leadership experience and 10 years of MedImpact experience plus an appropriate external leadership training program and internal mentorship with a seasoned leader (VP+ level) that must completed within 12 months in new position
• Intermediate to advanced computer skills; proficient with MS Office/Outlook and client databases
• Working knowledge of the health benefits arena, government prescription programs, preferably in pharmacy benefits management required
• Strong verbal, written, interpersonal, presentation, persuasion and consulting skills required
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.

Responsibilities

• Manages Account Executive development of client-specific business plans focused on the client’s goals, performance expectations, growth in membership and profitability. Ensures that deliverables are on time, within budget, and meet the quality levels expected by MedImpact’s internal and external customers.
• Provides direction and management over Key and LAMP Account Management teams to monitor the quality of products and services being offered to the client. Trains new staff members and provides on-going coaching to existing Account Management teams.
• Optimizes potential for sustainable growth and profitability. Identifies and aligns required resources to achieve business goals in book-of-business.
• Develop and maintain solid business relationships with region’s clients at the executive and key decision-maker levels. Determines where to make “focused investments” for each account.
• Utilizes financial and pricing models to analyze and present business and clinical scenarios to client illustrating different benefit strategies and advantages of adoption.
• Researches and analyzes market trends and competitive practices to ensure client strategy is placed in context of client’s industry and marketplace.
• Monitors client service continuum including proactive and reactive components. Resolves escalated issues, while ensuring ongoing issues are resolved expeditiously. Performs 360o review of performance on account, from operational service delivery to relationship management. Identifies gaps and sources of corrective action to ensure milestones are met.
• Collaborates with leaders in Operations, IT, Health Services and the other Directors.

Preferred Qualifications

• Experience in the Self-Insured benefits arena, preferably with Employers, private label PBM’s, Coalitions, Cash Card and/or other related entities.
• Knowledge of healthcare products and contracts preferred.