Sr. Director, Account Management - National Accounts

Express Scripts - St. Louis, MO3.3

Full-timeEstimated: $120,000 - $180,000 a year

The Sr. Director provides strategic, financial, clinical, relationship, and organizational leadership for a specific line of business within the Sales & Account Management division. Role includes the development and execution of a comprehensive strategic plan to achieve ARx retention, margin & EBIT targets for their respective line of business as well as partnering with Sales to focus on growth/expansion of their respective line of business. Additional responsibilities include employee management, cross-functional coordination of projects and initiatives, exceeding client expectations, budget and work-plan management, and process improvement. This role should expect to travel at a minimum of 25%.


Manage profit, revenue and gross margin for client. Develop strategic work plan goals to include, but not limited to, gross margin, client retention, and renewal and offering additional services that could enhance their business.
Manage a diverse team of account executives and clinical account executives located in multiple sites. Work collaboratively with management team to provide career development opportunities, work direction, evaluate performance and provide feedback to promote employee growth, retention, productivity, and engagement.
Partner with Sales & Account Management Operations and serve as escalation point to ensure smooth on-going delivery of all service deliverables as well as successful implementation of new accounts, solutions, initiatives, and policies.
Ensure close coordination with cross-functional areas; such as Product, Sales & Account Management Operations, Technology, Legal, Finance, and Compliance to ensure successful program maintenance and expansion, maintain compliance with Federal and state-specific regulations, effective service delivery, meeting of SLAS, key metrics, and client performance guarantees.
Identify gaps and lead special projects and task forces focused on improving operational effectiveness and implementing best practices within the division.

Bachelor’s degree required and Pharm D, MBA and/or Master degree preferred
12-16 years work experience with 7-10 years of relevant experience in account management
Strong MS Office knowledge and extensive experience using Excel, Access, and PowerPoint; Microsoft SharePoint experience strongly preferred
Extensive client management experience within the PBM or healthcare industry preferred; Experience in commercial / employer market- highly preferred.
Experience managing large books of business and/or processes from an EBIT/Profit perspective
Preferred experience with Rebate/Network Contracting, all aspects of pricing, client contracting and client level budgeting
Experience with client negotiations required
Strong relationships within benefit advisor community (who controls much of this business)
Proven success from both a leadership and BOB / client management standpoint
Ability to organize highly flexible / leveraged team and develop / implement supporting processes in a fashion that drives efficiency, responsiveness, and standardization in an environment where clients expect customization and dedicated teams
Solid understanding of PBM market dynamics and industry regulations/initiatives
Extensive leadership experience; including proven ability to lead teams in meeting client retention goals and growing, developing and retaining critical resources
Keen understanding of budget process and proven ability to meet corporate expense & EBIT goals
Ability to affect organizational change to support client retention and growth

As a member of the Sales and Account Management team, you will serve as the face of Express Scripts for our clients. When team members aren’t out winning new business, they are focused on managing relationships and retaining current clients.


Advance your career with the company that makes it easier for people to choose better health.

Express Scripts is a leading healthcare company serving tens of millions of consumers. We are looking for individuals who are passionate, creative and committed to creating systems and service solutions that promote better health outcomes. Join the company that Fortune magazine ranked as one of the "Most Admired Companies" in the pharmacy category. Then, use your intelligence, creativity, integrity and hard work to help us enhance our products and services. We offer a highly competitive base salary and a comprehensive benefits program, including medical, prescription drug, dental, vision, 401(k) with company match, life insurance, paid time off, tuition assistance and an employee stock purchase plan.

Express Scripts is an equal opportunity employer/disability/veteran

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