Pharmacy Strategic Account Executive

Job Title

This job is responsible for managing a book of business and the business relationship as a strategic consultant for existing accounts directly or through intermediaries. The incumbent is responsible for renewing accounts and selling new products and services to existing accounts to ensure retention and growth of profitable business. The incumbent is responsible for complex accounts that are multi-state and non-standard and complex, involving multiple, custom products and benefit designs.

This role is to be based within Highmark's footprint - NY, DE, WV, or PA.

Essential Responsibilities

• Client Relationship Management & Strategy: Manage and cultivate strategic relationships at senior levels with clients, consultants, and brokers/producers to foster valued business partnerships, demonstrate business acumen, and maintain an active network. Serve as the primary pharmacy client contact for strategic planning, consultation, and ongoing account management, overseeing a book of business for complex, multi-state, and non-standard accounts. Proactively engage clients to understand evolving needs, business plans, and financial objectives, driving client retention and satisfaction by ensuring continuous alignment with Highmark's pharmacy benefit solutions.
• Sales, Growth & Financial Acumen: Review and present new products, services, capabilities, and technologies to sell assigned product lines, secure pharmacy renewals, and achieve add-on sales to ensure retention, profitability, and growth of existing business. Analyze customer needs and organizational financial objectives to recommend appropriate pharmacy benefit products and services, including formulary management, clinical programs, specialty pharmacy, and network management, offering specific benefit alternatives and financial arrangements. Develop, implement, and execute comprehensive business plans and metrics for retaining and growing membership while enhancing profitability and cross-selling. Complete and maintain accurate sales projections, finalize rates and benefit adjustments, and prepare compelling reports and documents for renewal and sales presentations. Develop appropriate sales solutions considering increased competition and the changing political and regulatory environment.
• Operational Oversight & Issue Resolution: Coordinate all post-sale and ongoing operational aspects of the company's services, communicating effectively with senior-level client executives, legal, internal departments, and external vendors. Support customers during the implementation of sales contracts and throughout the relationship by advocating for and resolving escalated pharmacy service issues in a timely and professional manner, taking responsibility for customer satisfaction and loyalty. Manage customer activity efficiently using CRM tools for maximum visibility, meticulously following up to close open issues, and providing regular updates and insights to management on client health and retention strategies.
• Product Development & Market Leadership: Participate in product development and prepare business programs (e.g., territory-specific action plans and sales strategies) and long-term strategies for specific account needs, providing client-centric feedback to ensure offerings remain competitive and meet market demands. Lead internal partners (e.g., Clinical, Analytics, Product) in delivering comprehensive client strategies and solutions. Adapt procedures and processes to meet the complex requirements of key accounts, providing direction to other incumbents as needed. Serve as a market leader on key projects and initiatives, solving complex problems by taking a broad perspective and developing innovative solutions.
• Pharmacy Benefit Expertise: Leverage expertise in pharmacy pricing and contract details to effectively consult with clients on repricing proposals and benefit design optimizations. Stay up-to-date on industry trends, regulatory changes, and competitive developments within the pharmacy benefits landscape. Analyze client data and trends to identify potential retention risks and develop proactive strategies to mitigate them.
• Other duties as assigned or requested.

Experience

• Required: 5 years of experience with Client Manager or Consultant role or client-facing role focused on account management, client retention, or sales within the healthcare or pharmacy benefits industry.

Skills

• Possess and applies broad and in-depth knowledge of the concepts, principles, practices and processes of the specific market
• Ability to speak publicly and extemporaneously on a variety of subjects
• Presentation, communication and negotiation skills
• Organizational skills and the ability to meet deadlines
• Creativity and Innovation
• Persistence & Resilience
• Problem Solving & Influence
• Analytical and Logical and Strategic Reasoning/Thinking
• Decision Making
• Microsoft Office (Excel & Word)

Education

• Required: Bachelor's degree in Bachelors Business Administration/Management, Pharmacy or Science related field.
• Substitutions: 6 years Pharmacy programs/sales experience in lieu of Bachelor degree.

Licenses or Certifications

• Required: State specific producer license Life, Accident, & Health must be obtained within 45 days of hire.

Language (Other than English):

• None

Travel Required:

• Frequently

Physical, Mental Demands and Working Conditions

• Position Type: Office-Based or Remote Position
• Physical work site required: 25% - 50%