Relationship Account Manager - PBM

AscellaHealth•Berwyn, PA

12d•Hybrid

About The Position

AscellaHealth, a leading global specialty pharmacy and healthcare services organization, is seeking a Relationship Account Manager for our Berwyn, PA location. The person in this role will be strategic and client-facing, responsible for cultivating new relationships and managing existing accounts within a pharmacy benefit management (PBM) or health plan environment. This position is crucial to delivering value through a comprehensive understanding of specialty pharmacy benefits, rebate strategies, and core PBM functions. This individual will contribute to client retention and renewal efforts, resolve service issues, and serve as a trusted advisor committed to advancing client objectives while meeting internal profit and loss (P&L) goals. The ideal candidate excels in solution selling, data-driven client strategy, and cross-functional collaboration, operating with a high degree of autonomy and accountability. The Relationship Account Manager will collaborate with internal teams to conduct Quarterly Business Reviews with clients, which may require up to 25% travel. This position will be required to be in the office 5 days a week, Monday through Friday, for the first 30 days for training purposes. After that, it will be a hybrid role that requires in-office work three (3) days per week when not traveling.

Requirements

A bachelor’s degree in a business-related or similar field of study is required.
5 or more years of progressive experience in account management, client services, or strategic partnerships in healthcare, in a PBM, or specialty pharmacy environment.
Strong knowledge of PBM operations preferred, including benefit design, specialty pharmacy services, rebate management, claims processing, and clinical program implementation.
Experience leading new client implementations and delivering executive-level Quarterly Business Reviews (QBRs).
Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of the organization, including with executive and C-level stakeholders.
Excellent negotiation skills
Natural relationship builder with integrity, reliability, and maturity
Proven success in client retention, contract renewals, and expanding account value through solution-based selling.
Strong analytical and strategic thinking skills, with the ability to interpret data, identify trends, and support financial and performance-driven decisions.
Exceptional project management skills with the ability to manage multiple priorities simultaneously while maintaining attention to detail and meeting deadlines.
Self-motivated, highly organized, and able to work independently in a fast-paced, performance-driven environment.
Excellent interpersonal skills with a professional presence, integrity, and a commitment to confidentiality and client service excellence.
Proficiency in Microsoft Office Suite and CRM tools (e.g., Salesforce);
Ability to travel up to 25 % for work.

Nice To Haves

A master’s or MBA degree is preferred.
Experience with healthcare analytics platforms is a plus.

Responsibilities

Client Relationship Management: Cultivate strong relationships with both new and existing clients to drive satisfaction, loyalty, and business growth. Serve as the strategic partner and advisor for assigned accounts.
Retention & Renewal: Own responsibility for client retention, satisfaction, and renewal. Proactively identify and mitigate risks while positioning the organization’s value to secure long-term partnerships.
Solution Selling: Apply a consultative, solution-based approach to understand client needs, identify gaps, and recommend innovative service solutions aligned with strategic goals. Applies a client pull-through promotional strategy that aims to increase the demand for a product’s Rx claims as well as AscellaHealth services.
New Client Installations: Lead onboarding and implementation of new clients, ensuring accurate benefit configuration, seamless operational setup, and successful go-live execution. Ensures seamless transition to our services.
Quarterly Business Reviews (QBRs): Prepare and deliver comprehensive QBRs, providing insight into key performance metrics, financial trends, rebate performance, and improvement opportunities.
Analytics & Strategy: Analyze utilization, cost, and performance trends to identify actionable insights. Use data to track progress against P&L targets and shape new offerings that address client pain points.
P&L Oversight: Monitor account-level financial performance, contributing to profitability management, forecasting, and strategic decision-making.
Documentation & Compliance: Maintain thorough documentation of client program details, communications, and decisions to ensure delivery of all contractual obligations, service levels, and performance guarantees.
Product Development Support: Collaborate with internal teams to design or enhance offerings based on emerging client needs and market dynamics.
Cross-Functional Collaboration: Partner with internal departments, including clinical, operations, rebate, finance, IT, and legal, to ensure seamless service delivery and alignment with client expectations.
Issue Resolution: Regularly interfaces with the client to collect information relating to any issues. Lead the resolution of client issues with urgency and professionalism, coordinating with internal stakeholders to drive root cause analysis and long-term solutions. Follows up on all matters reported to ensure client satisfaction.
Client Advocacy: Act as the voice of the client within the organization to ensure their priorities are represented and addressed effectively. Make recommendations for improvements to meet customers’ expectations.
Renewals & Upsell: Lead the end-to-end renewal process while identifying opportunities to expand scope through new products and services.
Perform other related duties as assigned or as necessary; demonstrate flexibility and adaptability in work schedules/and work assignments driven by departmental and organizational needs.