Lead Director, Strategic Accounts
About The Position
The Strategic Account Director (SAD) is a senior people leader responsible for leading teams of Account Executives (AE) and Strategic Account Executives (SAE) who support large, complex employer Pharmacy Benefit Management (PBM) clients. The role is accountable for revenue growth, client retention, profitability, and long‑term partnership success across a portfolio of strategically important accounts. As a leader of experienced account professionals, the SAD sets strategic direction, establishes priorities, and drives consistent, high‑quality execution across renewals, expansions, and ongoing client engagement. The SAD serves as a senior escalation point and trusted executive partner for clients and works closely with CVS Health leadership to influence outcomes, align resources, and deliver sustainable value. The role uses data, analytics, and emerging AI‑enabled insights to forecast risk, evaluate financial tradeoffs, guide renewal and expansion strategies, and scale best practices across the portfolio.
Requirements
- 10+ years of experience in healthcare, account management, or related client‑facing roles
- Prior people leadership experience, including coaching, performance management, and talent development
- Demonstrated success managing large, complex employer or health plan accounts through teams
- Demonstrated executive presence and strategic mat, including leading senior‑level client discussions, presenting complex financial and PBM concepts clearly to non‑technical audiences, and navigating high‑stakes or escalated situations with confidence and credibility
- Strong digital and AI fluency and inclusive leadership aligned with transformation agenda
- Valid driver’s license and reliable, insured personal vehicle
- Bachelor’s degree, advanced degree, or equivalent experience
Nice To Haves
- Experience leading teams responsible for large employer or health plan accounts
- Experience in a pharmacy benefit manager sales or service executive role
- Demonstrated accountability for revenue, retention, and profitability within a PBM portfolio
- Experience operating in regulated or policy‑influenced healthcare environments
- Strong comfort using data and analytics, including AI-enabled insights, to assess renewal risk, evaluate account economics, inform pricing and guarantee strategies, and improve portfolio performance
Responsibilities
- Lead, coach, and develop teams of Account Executives and Strategic Account Executives, setting clear expectations aligned to revenue, retention, and client satisfaction goals
- Establish direction, priorities, and operating expectations for AE and SAE roles, ensuring strong role clarity, accountability, and consistent execution
- Foster a high‑performance culture through ongoing feedback, talent development, and succession planning
- Provide executive accountability and senior‑level oversight for large, complex PBM clients, demonstrating sound judgment in balancing client needs, financial outcomes, and enterprise priorities
- Serve as the escalation point for complex client situations and senior‑level engagements, reinforcing strong multi‑level client relationships
- Own aggregate revenue growth, retention, and profitability for the assigned portfolio through effective leadership of renewal and expansion strategies
- Renewal strategy execution is owned by Strategic Account Executives, with the SAD providing strategic guidance, governance, and escalation leadership as account complexity, risk, or enterprise involvement increases
- Guide teams in identifying and advancing solution expansion opportunities using a consultative, value‑based approach
- Provide portfolio‑level visibility into financial performance, including drug trend, pricing strategies, guarantees, and overall account economics using advanced analytics and AI-enabled modeling
- Partner with finance, underwriting, and senior leaders to shape renewal scenarios, evaluate margin and value opportunities, and support executive‑level client discussions
- Lead and influence cross‑functional partners across account management, clinical, product, operations, underwriting, analytics, and implementation to ensure aligned, data-driven execution
- Engage senior enterprise leaders to align resources, remove barriers, and advance complex client and business objectives
- Demonstrate the ability to lead through influence in a highly matrixed environment, aligning cross‑functional partners and senior stakeholders around shared outcomes
- Provide leadership oversight for complex RFPs and renewals, ensuring disciplined strategy, high‑quality responses, and effective execution
- Maintain awareness of pharmacy benefit management, managed care, and healthcare market, legislative, and regulatory trends to inform client strategy and positioning
Benefits
- medical coverage
- dental coverage
- vision coverage
- paid time off
- retirement savings options
- wellness programs
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
Associate degree
