Director, Account Management Pharma

RedSail Technologies•Uniondale, NY

19h

About The Position

The Director, Account Management – Pharma leads RedSail’s Pharma Account Management team and is accountable for retention, renewals, and growth across a portfolio of pharmaceutical manufacturers. This hands-on leader manages and develops a team of at least three Account Managers, sets account strategy and operating standards, and ensures contracted affordability and adherence programs deliver measurable brand outcomes and stronger partnerships. The Director translates strategy into daily execution, oversees program implementations, leads escalations, and ensures client service is tailored to each client’s goals and stakeholders. The role serves as executive sponsor for strategic accounts and collaborates with Pharma Sales, Marketing, Product, Data, Finance, Enablement, PMO, Operations, Clinical, Implementation, and Legal/Compliance. The Director drives revenue growth through disciplined business reviews, whitespace planning, and AI-enabled account insights. The position is performed in an open office, general office, home office, or approved remote workspace. Travel for client meetings, industry conferences, and internal meetings is estimated at up to 30%.

Requirements

Bachelor’s degree in business, marketing, life sciences, or a related field, or an equivalent combination of education and relevant work experience.
At least eight years of professional experience in account management, client success, or commercial roles serving pharmaceutical manufacturers.
At least three years directly managing and developing account management or client success professionals through coaching, expectations, and performance feedback, with accountability for team retention and growth targets.
At least five years managing strategic pharmaceutical manufacturer accounts involving brand, patient services, or market access stakeholders, with demonstrated renewal, retention, and expansion results.
Demonstrated success growing existing accounts through upsell and cross-sell, including multi-product and multi-brand expansion.
Ability to interpret program performance and account health data and turn findings into recommendations; expertise leading quarterly and executive business reviews.
Strong implementation and project management skills across multiple accounts, timelines, and dependencies.
Sound judgment under pressure and ability to resolve escalations, make practical tradeoffs, and restore client confidence.
Strong negotiation and contract management skills covering complex renewals, statements of work, and commercial terms.
Working knowledge of pharmaceutical commercialization, including patient support, affordability and copay, adherence, the pharmacy channel, and related compliance such as HIPAA and promotional guidelines.
Proficiency leveraging AI tools and CRM platforms, with a track record of driving team adoption.
Executive presence and ability to guide difficult conversations, build credibility with senior client stakeholders, and influence cross-functional teams without authority.
Reliable and consistent internet access.
Ability to travel for client meetings, industry conferences, and internal meetings, estimated up to 30%.

Nice To Haves

MBA or advanced degree such as an MPH or PharmD.
Experience with a pharmaceutical commercialization partner, hub or patient services provider, or digital patient engagement platform.
Advanced understanding of the pharmacy channel, including independent pharmacy and pharmacy data.
Advanced knowledge of the U.S. market access, reimbursement, and affordability landscape.
Experience building account management playbooks, health scoring, and operating cadences in a growth-stage or private-equity-backed company, and providing direction amid ambiguity without unnecessary complexity.
Experience with point-of-care, retail media, or digital advertising programs for pharmaceutical brands.

Responsibilities

Hire, onboard, coach, and develop at least three Account Managers, Pharma Accounts; set expectations, account assignments, and KPIs; conduct regular one-on-ones and account reviews; provide feedback and development plans; and build succession strength.
Ensure account plans reflect client goals, stakeholders, working styles, and program needs, and promote proactive service and reliable follow-through.
Own gross and net revenue retention across the pharmaceutical portfolio; maintain renewal forecasts, identify risks early, set strategic renewal negotiation strategies, and coordinate pricing, legal, and finance approvals.
Create annual account plans, stakeholder maps, and expansion roadmaps; identify upsell and cross-sell opportunities and partner with Pharma Sales to qualify, price, and close expansion statements of work.
Establish monthly performance reporting, quarterly business reviews, and annual executive reviews; coach Account Managers to connect program data to brand objectives and ROI, and personally lead reviews for top-tier accounts.
Guide program implementations from sales handoff through launch and transition to ongoing support; clarify scope, owners, timelines, and launch readiness; resolve dependencies and manage client changes.
Build trusted relationships with manufacturer stakeholders and serve as executive sponsor and first leadership escalation point; establish owners and timelines, communicate progress, resolve root causes, and engage senior leaders when needed.
Collaborate with internal commercial, product, clinical, data, implementation, PMO, finance, and legal/compliance teams to deliver commitments, launch programs, establish realistic timelines, and represent customer needs in roadmap and pricing decisions.
Champion AI tools for account research, business review preparation, performance analysis, health scoring, and renewal risk detection; use program and network data to demonstrate value and identify growth opportunities.
Establish standards for account planning, client communications, implementations, and escalations; implement health scoring, playbooks, and CRM standards; balance team capacity and assignments; and report portfolio health, forecasts, pipeline, implementation progress, and staffing needs to commercial leadership.
Partner with Marketing to develop case studies, ROI analyses, and reference customers that support renewals and new business.
Perform other duties as assigned by RedSail Technologies management.