Account Executive I-II

Exemption Status:

“Pay scale information is not necessarily reflective of actual compensation that may be earned, nor a promise of any specific pay for any selected candidate or employee, which is always dependent on actual experience, education, qualifications, and other factors.  A full review of our comprehensive pay and benefits will be discussed at the offer stage with the selected candidate.”

This position is not eligible for Sponsorship.

MedImpact Healthcare Systems, Inc. is looking for extraordinary people to join our team!

Why join MedImpact? Because our success is dependent on you; innovative professionals with top notch skills who thrive on opportunity, high performance, and teamwork. We look for individuals who want to work on a team that cares about making a difference in the value of healthcare.

At MedImpact, we deliver leading edge pharmaceutical and technology related solutions that dramatically improve the value of health care. We provide superior outcomes to those we serve through innovative products, systems, and services that provide transparency and promote choice in decision making. Our vision is to set the standard in providing solutions that optimize satisfaction, service, cost, and quality in the healthcare industry. We are the premier Pharmacy Benefits Management solution!

Job Description

The Scoop:

The Account Executive is responsible for the success of the overall client business relationship of Complex Accounts, Strategic Key Accounts, and entire assigned book of business. Provides proactive and strategic support for achieving financial goals resulting from successful oversight of client deliverables, renewals and upsell activity. Manages all aspects of business relationships with  minimal management involvement and exhibits a track record of performance that exceeds expectations. Ensures customer satisfaction, and effectively leads the account client team focusing on service, revenue, and operational efficiency as identified in strategic plans for the client and MedImpact.  This position operates with a very high level of autonomy on complex business issues while requiring minimal management oversight.

What You Get To Do:

Level I

• Manage book of business in pursuit of fiscal revenue targets as set by management
• Develop and manage the account team annual strategic plan for assigned book of business to address all aspects of client lifecycle, including but not limited to service, financial, growth and clinical initiatives based on an understanding of each client’s business needs
• Ensure high degree of client satisfaction and retention through demonstrable results and by effectively leading the service team to achieve client service goals
• Effectively utilize MedImpact forums and resources to proactively address client needs and to escalate issues where appropriate
• Provide timely feedback of strategic plan performance and outcomes to the management to ensure service and growth opportunities are maximized and incorporated into the organizational strategy planning process
• Provide oversight of projects and client initiatives and assists in the interpretation and context of client requests
• Maintain the integrity of the annual strategic business plan and manage the fiscal revenue plan
• Manage client renewal process, including participation in development and review of proposal of pricing terms in lieu of the fiscal revenue plan, mitigate organizational risks with respect to performance guarantees, and unveil opportunities for MedImpact product usage as well as client growth and expansion
• Lead renewal presentations. Utilize all internal pro-forma financial tools and forums to ensure preparedness and success
• Support the implementation process for assigned clients, including oversight of implementation and contract terms
• Negotiate and manage client contract throughout the lifecycle of the account
• Build strong and positive internal relationships with your account service matrix team in order to realize the full potential of the assigned book of business
• Coordinate with MedImpact subject matter experts to increase knowledge of MedImpact products, services, and industry information to be incorporated into and strengthen client relationship
• Organize and lead client business planning meetings, quarterly and annual executive pharmacy briefings, client leadership councils and internal team strategy planning discussions
• Demonstrate proficiency in Excel, Word and PowerPoint, organizational web-based tools in support of these functions
• Supports and assists in sales and prospect presentations
• Develops and maintains effective relationships with client consultants as appropriate

Level II

• Develops and manages client specific, strategic, financial, and business relationship plans that encompass client’s goals, performance expectations and growth in membership and profitability in pursuit of meeting department and organizational business metrics
• Manages large, highly complex clients that have complex business needs
• Consistently ensure that deliverables are on time, within budget, and meet the quality levels expected by MedImpact's internal and external customers
• Optimizes potential for sustainable growth and profitability for assigned book of business
• Develops and maintains solid business relationships with clients at the executive level and with critical decision-makers
• Determines where to make “focused investments” for each account
• Utilize financial and pricing models to analyze and present business and clinical scenarios to client illustrating different benefit strategies and advantages of adoption
• Organizes and leads client business planning meetings, financial performance reviews, leadership summits and internal strategy planning discussions
• Researches and understands market trends and competitive practices to in order to share opportunities based on client needs and strategic objectives
• Mentors new Account Executives through on boarding process
• Proactively monitors client service continuum to identify and address service delivery issues and escalate concerns appropriately
• Collaborates with internal leaders throughout other business units for problem solving, planning and successful outcomes
• Demonstrates ability to manage challenging situations in a positive and constructive manner
• Ensures client retention and oversee client contract renewals including managing the RFP and negotiation process
• Manages and prioritizes elements of negotiations within scope of total client relationship
• Organizes and develops assigned Book of Business presentations
• Maintains thorough understanding of clients’ business and financial goals and the relationship to MedImpact goals in sustaining a profitable partnership
• Provides regular feedback of strategic plan performance and outcomes to management to ensure service and growth opportunities are maximized and incorporated into the organizational strategy planning process
• Provides oversight of projects and client initiatives and assist in the interpretation and context of client requests
• Provide support to matters escalated by the client team
• Participates in and support the implementation process for new clients assigned, including collaboration with the Sales and Implementation teams on contract terms
• Supports and assists in sales and prospect presentations, including participation in and travel to Best and Final meetings
• Develops and maintains effective relationships with client consultants as appropriate
• Completes assignments, Salesforce cases and training including stretch assignments

Supervisory Responsibilities

This job has no supervisory responsibilities.

Education and/or Experience

For consideration candidates will need:

Level I:

• Bachelor’s Degree from four-year college or university
• Three (3) to seven (7) years related experience, or equivalent combination of education and experience

Self-Insured – Experience in the Self-Insured benefits arena, preferably with Employers, TPAs, States/Municipalities, Unions, Hospitals, private label PBM’s, Cash Card and/or other related entities. 

Level II:

• Bachelor's degree from four-year college or university
• Seven (7) to ten (10) plus years related experience in a healthcare or PBM environment, or equivalent combination of education and experience
• Experience working with complex, large key accounts; PBM, HMO or related health care management industries

Self-Insured – Experience in the Self-Insured benefits arena, preferably with Employers, TPAs, States/Municipalities, Unions, Hospitals, private label PBM’s, Cash Card and/or other related entities. 

Computer Skills

Intermediate to advanced skill set in MS Office, Word, Excel, PowerPoint, Project, and Outlook.

Other Skills and Abilities

Outstanding knowledge of the health benefits arena, government prescription programs, preferably in pharmacy benefits management. Strong consultative selling and negotiation skills, Strong computer, and analytic skills, including experience creating and delivering client presentations using MS Office programs and use of internal system reporting tools and databases.  Knowledge of healthcare products and contracts preferred. Strong verbal, written, interpersonal, presentation, persuasion and consulting skills required.  Excellent communication, writing and public presentation skills essential.

Travel

This position may require domestic travel up to 35% of the time, with little or no advance notice and depending on client contractual requirements.

The Perks:

• Medical / Dental / Vision / Wellness Programs
• Paid Time Off / Company Paid Holidays
• Incentive Compensation
• 401K with Company match
• Life and Disability Insurance
• Tuition Reimbursement
• Employee Referral Bonus

To explore all that MedImpact has to offer, and the greatness you can bring to our teams, please submit your resume to www.medimpact.com/careers

MedImpact, is a privately-held pharmacy benefit manager (PBM) headquartered in San Diego,
California. Our solutions and services positively influence healthcare outcomes and expenditures, improving the position of our clients in the market. MedImpact offers high-value solutions to payers, providers and consumers of healthcare in the U.S. and foreign markets.

Equal Opportunity Employer, Male/Female/Disabilities/Veterans

OSHA/ADA:

To perform this job successfully, the successful candidate must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Disclaimer:

The above
statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.