Account Executive III

MedImpact•San Diego, CA

2d•$124,353 - $223,838•Hybrid

About The Position

Prescient Holdings Group (PHG) is a healthcare company providing pharmaceutical management solutions to payers, patients, and providers. We are focused on the developing the most effective strategies for optimizing drug access and spend through our suite of formulary and rebate services. The Account Executive (AE) III within Client Services, develops and implements strategies to build and maintain strong and positive client relationships ensuring customer satisfaction, growth and retention for clients. Effectively leads the account service team for PHG clients in regard to strategic plan on a day-to-day basis, focusing on service, revenue and operational efficiency initiatives. This position focuses on large and/or complex clients and ensures consistent customer satisfaction by collaborating with multiple business units with PHG on behalf of the account management team. The AE III supports PHG sales efforts by presenting PHG capabilities to prospective clients and addressing any prospect questions or concerns. In addition, this person is responsible for ensuring that Client Services portions of RFPs are accurate and are effectively communicating the department’s superiority and differentiators over competitors’ support model. This position will also provide oversight for all new client implementations managed by this department and will provide executive briefings on the status of implementations. In partnership with the Director of Client Services, this role identifies operational efficiencies and additional products and services that can be offered to PHG clients.

Requirements

BS/BA and 11+ years’ experience or equivalent combination of education and experience, and 8 years of SME in respective areas
Intermediate to advanced skill set in MS Office, Word, Excel, PowerPoint, Project, and Outlook
Outstanding knowledge of the health benefits arena, government prescription programs, preferably in pharmacy benefits management, including national and regional managed care organizations or other health related entities or rebate administration.
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.
Ability to define problems, collect data, establish facts, and draw valid conclusions.
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
Ability to write reports, business correspondence, and procedure manuals.
Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
Composure
Decision Quality
Organizational Agility
Problem Solving
Customer Focus
Drive for Results
Peer Relations
Time Management
Dealing with Ambiguity
Learning on the Fly
Political Savvy

Responsibilities

Manages book of business in pursuit of fiscal revenue targets as set by management.
Develops and manages the account team annual strategic plan for assigned book of business to address all aspects of client lifecycle, including but not limited to implementation through maintenance of business via service, financial, growth and clinical initiatives based on an understanding of each client’s unique business needs.
Ensures high degree of client satisfaction and retention through demonstrable results and by effectively leading the service team to achieve client service goals.
Effectively utilizes PHG forums and resources to proactively address client needs and to escalate issues where appropriate.
Provides 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.
Provides oversight of projects and client initiatives and assist in the interpretation and context of client requests.
Assures that contract deliverables are met on a timely basis.
Monitors contract performance standards and guarantees.
Maintains the integrity of the annual strategic business plan and manages the fiscal revenue plan.
Manages client renewal process along with Business Development/Sales, including participation in development and review of proposal of pricing terms in lieu of the fiscal revenue plan, mitigates organizational risks with respect to performance guarantees, and unveils opportunities for PHG product usage as well as client growth and expansion.
Supports the implementation process for assigned clients, including oversight of implementation and contract terms.
Manages client contract throughout the lifecycle of the account. Interpret contract terms to ensure PHG is not penalized.
Builds strong and positive internal relationships with the account service matrix team in order to realize the full potential of the assigned book of business.
Coordinates with PHG subject matter experts to increase knowledge of PHG products, services and industry information to be incorporated into and strengthen client relationship(s).
Organizes and leads 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.
Ensures accurate and timely delivery of reports and payment to clients.
Leads dispute resolution with clients.
Navigates customer issues, challenges and growth opportunities with internal teams (such as UW, Clinical, Reporting, Analytics, Finance) to collaboratively problem solve to ensure timely resolution.
Plays a significant coach/mentor role in the training and development of junior AE’s (and others, as appropriate