Director, Channel Management

Director Of Channel Management

The Director of Channel Management is responsible for influencing and executing pharmacy channel management strategies that drive measurable financial, clinical, and experiential value for PBM clients. This role leads the development and execution of channel optimization initiatives across retail, mail order, specialty, and alternative pharmacy delivery models, ensuring alignment with client goals, network design, and PBM economics.

Operating as a strategic individual contributor and people leader, the Director partners closely with Network Contracting, Underwriting, Analytics, Clinical, Product, and Account Management teams to translate channel strategy into actionable programs, analytics, and client ready recommendations.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

Channel Strategy & Optimization

• Support the development and execution of the PBM's channel management strategy focused on reducing net cost, improving outcomes, and enhancing member experience.
• Analyze and optimize pharmacy utilization across retail, mail, specialty, and alternative channels using financial, clinical, and behavioral levers.
• Identify channel based opportunities to drive client savings, including site of care optimization, specialty channel strategies, and preferred pharmacy programs.
• Translate client objectives into practical channel recommendations and implementation plans.

Cross Functional Influence & Execution

• Partner closely with Network Contracting, Underwriting, Analytics, Clinical, and Product teams to ensure channel initiatives are operationally feasible and financially sound.
• Influence internal stakeholders to align on channel initiatives using data driven insights rather than formal authority.
• Support Sales and Account Management teams in new business and renewal efforts by providing channel strategy input and analysis.

Financial & Performance Analysis

• Conduct channel level financial modeling, scenario analysis, and cost trend analysis to quantify value creation.
• Partner with Underwriting and Finance to ensure channel recommendations align with pricing assumptions and margin expectations.
• Develop and maintain channel performance metrics, dashboards, and reporting to monitor utilization, costs, and savings.
• Support client facing reporting and value demonstrations related to channel initiatives.

Network & Program Alignment

• Collaborate with Pharmacy Network Contracting to ensure channel strategies align with reimbursement structures and network design.
• Support the development and refinement of channel specific programs such as specialty management, limited networks, preferred pharmacy strategies, and migration initiatives.
• Monitor channel performance and recommend adjustments to improve outcomes and sustainability.

Client Advisory & Engagement

• Serve as a subject matter resource for clients and internal teams on pharmacy channel strategy and utilization trends.
• Participate in client meetings, strategic reviews, and implementation discussions related to channel optimization.
• Help explain channel strategy performance, tradeoffs, and savings opportunities to non-technical audiences.

Market Awareness & Innovation

• Track market trends, competitor strategies, regulatory developments, and emerging pharmacy channel innovations.
• Contribute ideas for enhancements to channel management tools, analytics, and programs.
• Support pilots and new initiatives that strengthen the PBM's channel management capabilities.

Supervisory Responsibilities

Manages assigned staff in the segment area. Responsible for the overall direction, coordination, and evaluation of the unit. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems. Supports and enforces all company policies and procedures in a fair and consistent manner, taking corrective action whenever necessary.

Client Responsibilities

This is an internal and external client facing position that requires excellent customer service skills and interpersonal communication skills (listening/verbal/written). One must be able to; manage difficult or emotional client situations; Respond promptly to client needs; Solicit client feedback to improve service; Respond to requests for service and assistance from clients; Meet commitments to clients.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

BA/BS Degree or equivalent; plus 10 years' related experience; 10 years of SME in respective area(s); (or equivalent combination of education and experience); and 8 years supervisory experience; Supervisory experience may be substituted with 10 years of MedImpact experience plus an appropriate external leadership training program and internal mentorship with a seasoned leader at the Director level or above that must be completed within 12 months in new position.

Computer Skills

• Advanced skill set in MS Office, Teams, Word, Excel, PowerPoint, Project, and Outlook

Certificates, Licenses, Registrations

None required

Other Skills and Abilities

• Strong understanding of PBM channel economics, including retail, mail, specialty, and alternative pharmacy models.
• Analytical mindset with experience translating data into actionable insights.
• Ability to influence cross functional teams and stakeholders without direct authority.
• Strong written and verbal communication skills, including client facing presentations.
• Proficiency in Microsoft Office Suite and data analytics or visualization tools.

Reasoning Ability

• Ability to define problems, collect data, establish facts, and draw valid conclusions.

Mathematical Skills

• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

Language Skills

• Ability to make effective and persuasive speeches and presentations on controversial or complex topics to top management, public groups, and/or boards of directors.

Competencies To perform the job successfully, an individual should demonstrate the following competencies:

Business Acumen

Directing Others

Organizational Agility

Conflict Management

Drive for Results

Political Savvy

Customer Focus

Innovation Management

Strategic Agility

Decision Quality

Managerial Courage

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is regularly required to sit and talk or hear. The employee is regularly required to stand; walk; use hands to finger, handle, or feel and reach with hands and arms. The employee must occasionally lift and/or move up to 25 pounds.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

This position may regularly be exposed to or encounter moving mechanical parts, high, precarious places, fumes or airborne particles, toxic or caustic chemicals, outdoor weather conditions, risk of electrical shock or vibration. The noise level in the work environment is usually moderate (examples: business office with computers and printers, light traffic).

Work Location

This position works on-site at the San Diego Headquarters or other company location (or from a remote location with management approval based on business requirements). Must provide adequate support to internal clients; be available for regular interactions and coordination of work with other employees, colleagues, clients, or vendors; as well as be available to facilitate effective decisions through collaboration with stakeholders.

Working Hours

This is an exempt level position requiring the incumbent to work the hours required to fully accomplish job responsibilities and reasonably meet deadlines for work deliverables. The individual must have the flexibility to work beyond traditional hours and be able to work nights, at weekends or on holidays as required. Work hours may be changed from time to time to meet the needs of the business. Typical core business hours are Monday through Friday from 8:00am to 5:00pm.

Travel

This position requires both domestic and international travel of up to 25% of the time. A valid passport and ability to leave the United States is required