Associate Director Account Management
About The Position
The Integrated Account Management Customer Manager on the Utilization Based Contracting Team manages payer contracting relationships central to the company’s commercial and government business. The role connects customer, field, and headquarters perspectives and works closely with the designated National Account Director to deliver customer contracts. It serves as an internal-facing customer advocate, drawing on customer knowledge, collaboration with stakeholders, and analytical expertise. The Customer Manager manages the end-to-end contract lifecycle, from development through implementation, for health plan and PBM contracts, including contracts covering pharmaceutical and medical benefit products. The role requires advanced cross-functional capabilities, such as communication and project management, as well as domain expertise in areas including access strategy and financial acumen.
Requirements
- BA/BS degree or equivalent.
- Proven account management capability with PBM, MCO, and health plan accounts.
- Proven ability to negotiate, finalize, and execute contracts.
- Proven ability to deliver highly accurate financial analyses and communicate results to senior leadership.
- Proven ability to drive key initiatives to completion and deliver results on time.
- Proven ability to set clear priorities, adapt quickly, and deliver results in a fast-moving environment.
- Proven ability to think strategically, build strong relationships, make sound business decisions, analyze complex issues, and turn plans into action.
- Skills listed include account management, account planning, account development and strategies, bidding processes, commercial contract management, contract agreements and analysis, cross-functional leadership, customer advocacy and relationships, data analysis, financial acumen and analysis, managed accounts, market access and research, negotiation planning, operational delivery, payer marketing, and pharmaceutical industry experience.
Responsibilities
- Manage the end-to-end contract process by drafting, revising, and negotiating utilization-based contracts for pharmaceutical and medical benefit products.
- Partner with the National Account Director to implement and negotiate contracting initiatives.
- Evaluate account performance and segment trends to optimize net sales for company products.
- Balance improved customer performance with company business objectives.
- Identify and execute contracting opportunities that meet profitability and access objectives.
- Engage company senior leadership in business reviews, recommend strategic approaches to customer relationships, and identify opportunities to optimize internal business objectives.
- Develop and implement Customer Account Plans.
- Establish and maintain meaningful relationships with internal and external contract decision makers.
- Drive collaboration among company stakeholders, including CCE, Finance, and Payer Marketing, to pursue mutually beneficial agreements.
- Interpret legal language and assess its implications when developing Terms & Conditions, identifying business-related risks and exposures in partnership with commercial attorneys or other internal counsel.
- Apply knowledge of rules and contracting processes to identify creative solutions for negotiations with internal teams and customers.
- Coordinate financial, trend, and data-modeling analyses and communicate their implications to support negotiations.
- Oversee internal evaluations and analyses of customer contracts.
- Use data analytics techniques to inform sophisticated analyses and draw logically sound, data-driven conclusions about contract scenarios.
- Apply appropriate analogy models and customer understanding to recommend discount options using customer financial modeling and profitability metrics.
- Monitor marketplace trends and regulatory changes that could influence contracts.
- Gather and analyze product-level information from other Customer Managers and collaborate with Payer Marketing to guide payer marketing strategies.
- Demonstrate awareness and sensitivity by creating positive experiences for customers and coworkers.
- Use the strengths and perspectives of team members, customers, and other stakeholders to improve performance.
Benefits
- Medical, dental, and vision healthcare benefits.
- Other insurance benefits for employees and family.
- Retirement benefits, including a 401(k).
- Paid holidays.
- Vacation.
- Compassionate and sick days.
- Annual bonus and long-term incentive, if applicable.
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What This Job Offers
Job Type
Full-time
Career Level
Director
