Account Executive I-II

The Scoop:

The Account Executive is responsible for the success of the overall client business relationship of Complex Accounts, Strategic Key Accounts, and entire assigned book of business. Provides proactive and strategic support for achieving financial goals resulting from successful oversight of client deliverables, renewals and upsell activity. Manages all aspects of business relationships with  minimal management involvement and exhibits a track record of performance that exceeds expectations. Ensures customer satisfaction, and effectively leads the account client team focusing on service, revenue, and operational efficiency as identified in strategic plans for the client and MedImpact.  This position operates with a very high level of autonomy on complex business issues while requiring minimal management oversight.

What You Get To Do:

Level I

• Manage book of business in pursuit of fiscal revenue targets as set by management
• Develop and manage the account team annual strategic plan for assigned book of business to address all aspects of client lifecycle, including but not limited to service, financial, growth and clinical initiatives based on an understanding of each client’s business needs
• Ensure high degree of client satisfaction and retention through demonstrable results and by effectively leading the service team to achieve client service goals
• Effectively utilize MedImpact forums and resources to proactively address client needs and to escalate issues where appropriate
• Provide timely feedback of strategic plan performance and outcomes to the management to ensure service and growth opportunities are maximized and incorporated into the organizational strategy planning process
• Provide oversight of projects and client initiatives and assists in the interpretation and context of client requests
• Maintain the integrity of the annual strategic business plan and manage the fiscal revenue plan
• Manage client renewal process, including participation in development and review of proposal of pricing terms in lieu of the fiscal revenue plan, mitigate organizational risks with respect to performance guarantees, and unveil opportunities for MedImpact product usage as well as client growth and expansion
• Lead renewal presentations. Utilize all internal pro-forma financial tools and forums to ensure preparedness and success
• Support the implementation process for assigned clients, including oversight of implementation and contract terms
• Negotiate and manage client contract throughout the lifecycle of the account
• Build strong and positive internal relationships with your account service matrix team in order to realize the full potential of the assigned book of business
• Coordinate with MedImpact subject matter experts to increase knowledge of MedImpact products, services, and industry information to be incorporated into and strengthen client relationship
• Organize and lead client business planning meetings, quarterly and annual executive pharmacy briefings, client leadership councils and internal team strategy planning discussions
• Demonstrate proficiency in Excel, Word and PowerPoint, organizational web-based tools in support of these functions
• Supports and assists in sales and prospect presentations
• Develops and maintains effective relationships with client consultants as appropriate

Level II

• Develops and manages client specific, strategic, financial, and business relationship plans that encompass client’s goals, performance expectations and growth in membership and profitability in pursuit of meeting department and organizational business metrics
• Manages large, highly complex clients that have complex business needs
• Consistently ensure that deliverables are on time, within budget, and meet the quality levels expected by MedImpact's internal and external customers
• Optimizes potential for sustainable growth and profitability for assigned book of business
• Develops and maintains solid business relationships with clients at the executive level and with critical decision-makers
• Determines where to make “focused investments” for each account
• Utilize financial and pricing models to analyze and present business and clinical scenarios to client illustrating different benefit strategies and advantages of adoption
• Organizes and leads client business planning meetings, financial performance reviews, leadership summits and internal strategy planning discussions
• Researches and understands market trends and competitive practices to in order to share opportunities based on client needs and strategic objectives
• Mentors new Account Executives through on boarding process
• Proactively monitors client service continuum to identify and address service delivery issues and escalate concerns appropriately
• Collaborates with internal leaders throughout other business units for problem solving, planning and successful outcomes
• Demonstrates ability to manage challenging situations in a positive and constructive manner
• Ensures client retention and oversee client contract renewals including managing the RFP and negotiation process
• Manages and prioritizes elements of negotiations within scope of total client relationship
• Organizes and develops assigned Book of Business presentations
• Maintains thorough understanding of clients’ business and financial goals and the relationship to MedImpact goals in sustaining a profitable partnership
• Provides regular feedback of strategic plan performance and outcomes to management to ensure service and growth opportunities are maximized and incorporated into the organizational strategy planning process
• Provides oversight of projects and client initiatives and assist in the interpretation and context of client requests
• Provide support to matters escalated by the client team
• Participates in and support the implementation process for new clients assigned, including collaboration with the Sales and Implementation teams on contract terms
• Supports and assists in sales and prospect presentations, including participation in and travel to Best and Final meetings
• Develops and maintains effective relationships with client consultants as appropriate
• Completes assignments, Salesforce cases and training including stretch assignments

Supervisory Responsibilities

This job has no supervisory responsibilities.

Education and/or Experience

For consideration candidates will need:

Level I:

• Bachelor’s Degree from four-year college or university
• Three (3) to seven (7) years related experience in a healthcare or PBM environment, or equivalent combination of education and experience
• Medicaid experience may be required based on book of business

Managed Care - Experience in the Managed Care Benefits arena, preferably with a “PBM” or other managed healthcare services to national and regional managed care organizations, insurance companies, and/or other health related entities. Prior experience with, and working knowledge of, Medicaid and Medicare Part D.  

Level II:

• Bachelor's degree from four-year college or university
• Seven (7) to ten (10) plus years related experience in a healthcare or PBM environment, or equivalent combination of education and experience
• Experience working with complex, large key accounts; PBM, HMO or related health care management industries

Managed Care - Experience in the Managed Care Benefits arena, preferably with a “PBM” or other managed healthcare services to national and regional managed care organizations, insurance companies, and/or other health related entities. Prior experience with, and working knowledge of, Medicaid and Medicare Part D.  

Computer Skills

Intermediate to advanced skill set in MS Office, Word, Excel, PowerPoint, Project, and Outlook.

Certificates, Licenses, Registrations

Other Skills and Abilities

Outstanding knowledge of the health benefits arena, government prescription programs, preferably in pharmacy benefits management. Strong consultative selling and negotiation skills, Strong computer, and analytic skills, including experience creating and delivering client presentations using MS Office programs and use of internal system reporting tools and databases.  Knowledge of healthcare products and contracts preferred. Strong verbal, written, interpersonal, presentation, persuasion and consulting skills required.  Excellent communication, writing and public presentation skills essential.

Travel

This position may require domestic travel up to 35% of the time, with little or no advance notice and depending on client contractual requirements.