Pharmacy Strategic Account Executive

JOB SUMMARY

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.

Preferred

• None

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.

Preferred

• Masters in MBA, BSN

• Doctorate in MBA, BSN, Pharm D 

LICENSES or CERTIFICATIONS

Required

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

Preferred

• Pharmacist license, Nursing License, Any project management or Six Sigma certifications.

• Certified Pharmacy Technician Licenses

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%

Disclaimer: The job description has been designed to indicate the general nature and essential duties and responsibilities of work performed by employees within this job title. It may not contain a comprehensive inventory of all duties, responsibilities, and qualifications required of employees to do this job.
Compliance Requirement: This job adheres to the ethical and legal standards and behavioral expectations as set forth in the code of business conduct and company policies.
As a component of job responsibilities, employees may have access to covered information, cardholder data, or other confidential customer information that must be protected at all times.  In connection with this, all employees must comply with both the Health Insurance Portability Accountability Act of 1996 (HIPAA) as described in the Notice of Privacy Practices and Privacy Policies and Procedures as well as all data security guidelines established within the Company’s Handbook of Privacy Policies and Practices and Information Security Policy. 
Furthermore, it is every employee’s responsibility to comply with the company’s Code of Business Conduct. This includes but is not limited to adherence to applicable federal and state laws, rules, and regulations as well as company policies and training requirements.

Highmark Health and its affiliates prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities and prohibit discrimination against all individuals based on any category protected by applicable federal, state, or local law.

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