Account Executive II (PBM)

MedImpact Healthcare Systems, Inc.•San Diego, CA

2d•$102,260 - $178,955•Hybrid

About The Position

The Account Executive II is responsible for the success of client business relationships across complex accounts, strategic key accounts, and the assigned book of business. The role provides proactive, strategic support to achieve financial goals through oversight of client deliverables, renewals, and upsell activity. It manages business relationships with minimal management involvement, ensures customer satisfaction, and leads account teams in support of service, revenue, and operational-efficiency goals. The position handles complex business issues with a high level of autonomy and minimal management oversight. The role manages large, complex clients and develops client-specific strategic, financial, and business relationship plans. It supports client retention and growth, oversees contract renewals and negotiations, analyzes financial and pricing scenarios, and coordinates business planning and performance reviews. The Account Executive II also collaborates with internal teams, supports client implementations and sales presentations, mentors new Account Executives, and monitors service delivery and client initiatives. The position is based on-site at the San Diego headquarters or another company location; remote work may be approved by management based on business requirements. It requires domestic travel of up to 35%. Typical core business hours are Monday through Friday, 8:00 a.m. to 5:00 p.m., but the position may require work beyond traditional hours, including nights, weekends, or holidays. The role is exempt and requires a bachelor’s degree and at least nine years of experience, or an equivalent combination of education and experience, including six years of subject-matter expertise in the respective areas.

Requirements

Bachelor of Science or Bachelor of Arts degree and at least 9 years of experience, or an equivalent combination of education and experience.
At least 6 years of subject-matter expertise in the respective areas.
Outstanding knowledge of the health benefits arena, preferably pharmacy benefits management.
Strong consultative selling and negotiation skills.
Intermediate to advanced skills in Microsoft Office, including Word, Excel, PowerPoint, Project, and Outlook.
Strong computer and analytical skills, including experience creating and delivering client presentations using Microsoft Office and using internal system reporting tools and databases.
Strong verbal, written, interpersonal, presentation, persuasion, and consulting skills.
Excellent communication, writing, and public-presentation skills.
Ability to present information effectively and respond to questions from managers, clients, customers, and the public.
Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.
Ability to apply common-sense understanding to instructions and solve problems involving several concrete variables in standardized situations.
Ability to define problems, collect data, establish facts, and draw valid conclusions.
Ability to perform basic arithmetic and calculate rates, ratios, percentages, discounts, interest, commissions, proportions, and other stated figures.
Ability to sit, talk, hear, stand, walk, use hands to handle or feel objects, reach with hands and arms, and occasionally lift or move up to 25 pounds.
Ability to work beyond traditional hours and nights, weekends, or holidays as required.
Ability to travel domestically up to 35% of the time.
Must be able to perform the essential duties satisfactorily, with reasonable accommodations where applicable.

Nice To Haves

Experience in the self-insured segment.
Knowledge of healthcare products and contracts.
Experience in pharmacy benefits management.

Responsibilities

Develop and manage client-specific strategic, financial, and business relationship plans reflecting client goals, performance expectations, membership growth, and profitability.
Manage large, highly complex clients and their business needs.
Ensure deliverables are timely, within budget, and meet expected quality levels for internal and external customers.
Optimize sustainable growth and profitability for the assigned book of business.
Develop and maintain business relationships with clients’ executive-level leaders and critical decision-makers.
Determine focused investments for each account.
Use financial and pricing models to analyze and present business and clinical scenarios and benefit strategies to clients.
Organize and lead client business-planning meetings, financial performance reviews, leadership summits, and internal strategy discussions.
Research market trends and competitive practices to identify opportunities aligned with client needs and strategic objectives.
Mentor new Account Executives through onboarding.
Monitor the client service continuum, identify and address service-delivery issues, and escalate concerns appropriately.
Collaborate with internal leaders and business units on problem-solving, planning, and successful outcomes.
Manage challenging situations in a positive and constructive manner.
Ensure client retention and oversee contract renewals, including RFP management and negotiations.
Manage and prioritize negotiation elements within the scope of the overall client relationship.
Organize and develop assigned book-of-business presentations.
Maintain a thorough understanding of clients’ business and financial goals and how they relate to MedImpact’s goals for a profitable partnership.
Provide management with regular feedback on strategic-plan performance and outcomes, including service and growth opportunities.
Oversee projects and client initiatives and help interpret client requests.
Support matters escalated by the client team.
Participate in and support implementation for assigned new clients, collaborating with Sales and Implementation teams on contract terms.
Support sales and prospect presentations, including participation in and travel to Best and Final meetings.
Develop and maintain effective relationships with client consultants as appropriate.
Complete assignments, Salesforce cases, training, and stretch assignments.