Account Executive II (PBM)

MedImpact•San Diego, CA

1d•Hybrid

About The Position

The Account Executive II is responsible for the overall success of client business relationships across complex accounts, strategic key accounts, and the assigned book of business. The role provides proactive, strategic support for financial goals through oversight of client deliverables, renewals, and upsell activity. It manages business relationships with minimal management involvement and a high level of autonomy, while ensuring client satisfaction and leading account teams focused on service, revenue, and operational efficiency. The position develops client-specific strategic, financial, and business relationship plans; manages large, complex clients; and supports sustainable growth, profitability, retention, and contract renewals. It works with clients, consultants, and internal business units to plan and resolve issues, oversee projects and initiatives, support implementations and sales activity, and present financial, business, and clinical scenarios. The role also mentors new Account Executives and reports strategic plan performance and outcomes to management. The role works on-site at the San Diego Headquarters or another company location, or remotely with management approval based on business requirements. It requires domestic travel up to 35%. Typical core hours are Monday through Friday, 8:00 a.m. to 5:00 p.m.; the incumbent must be flexible to work beyond traditional hours, including nights, weekends, or holidays, as required. This is an exempt position. No supervisory responsibilities are assigned.

Requirements

Bachelor of Science or Bachelor of Arts degree and 9+ years of experience, or an equivalent combination of education and experience.
Six years of subject matter expertise in the respective areas.
Intermediate to advanced proficiency with Microsoft Office, including Word, Excel, PowerPoint, Project, and Outlook.
Outstanding knowledge of the health benefits arena; pharmacy benefits management knowledge is preferred.
Strong consultative selling and negotiation skills.
Strong computer and analytical skills, including experience creating and delivering client presentations using Microsoft Office and using internal 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 general public.
Ability to respond to inquiries or complaints from customers, regulatory agencies, or members of the business community.
Ability to apply common-sense understanding to written, oral, or diagrammed 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 arithmetic and calculate rates, ratios, percentages, discounts, interest, commissions, proportions, and other stated figures; interpret bar graphs; and apply basic algebra and geometry.
Ability to sit, talk or hear, stand, walk, use hands to handle objects, and reach with hands and arms; 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.

Nice To Haves

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

Responsibilities

Develop and manage client-specific strategic, financial, and business relationship plans that address client goals, performance expectations, membership growth, and profitability.
Manage large, highly complex clients and their business needs.
Ensure deliverables are on time, 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 at the executive level and with critical decision-makers.
Determine where to make 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 and share opportunities aligned with client needs and strategic objectives.
Mentor new Account Executives through onboarding.
Monitor client service delivery, identify and address issues, and escalate concerns appropriately.
Collaborate with internal leaders and business units to support problem-solving, planning, and successful outcomes.
Manage challenging situations in a positive and constructive manner.
Ensure client retention and oversee contract renewals, including the RFP and negotiation processes.
Manage and prioritize negotiation elements within the scope of the total client relationship.
Organize and develop assigned book-of-business presentations.
Maintain an understanding of clients’ business and financial goals and how they relate to MedImpact’s goals and a profitable partnership.
Provide management with regular feedback on strategic plan performance and outcomes to support service and growth opportunities and organizational strategy planning.
Oversee projects and client initiatives and help interpret client requests.
Support matters escalated by the client team.
Participate in implementation of 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.