Account Executive Pharmacy Solutions (Rochester Region)

Job Description:

Based on the scope of the role and business needs, we're exclusively seeking candidates who reside in the Rochester, NY area.

Summary:

The Account Executive, Pharmacy Solutions, is an internally and externally facing position that is responsible for the sales and prospecting activity for experience-rated and self-funded medical and Rx groups. This includes, but is not limited to, acting as a strategic advisor to support clients in the decision-making process relative to benefit design, financial impacts, member experience, and industry trends. This role also acts as a specialist consultant to stop pharmacy carve-outs by proving the clinical and financial value of our integrated model. This role provides subject matter expert support to members of the Sales team, brokers, and employer groups regarding pharmacy issues, prescribing trends and patterns, clinical developments and impact, and actions that can be taken to ensure cost effective use of prescription medications. The incumbent works closely with the clinical team, Sales, Marketing and IC team, maintains positive working relationships with plan medical directors and sales leadership, and provides support and consultation to sales staff.

Essential Accountabilities:

• Responsible for sales activities including prospecting, retention, and cross-selling of ancillary lines. Establishes, develops, and maintains positive business relationships with clients, brokers, and internal department contacts as a trusted advisor and consultant.
• Provides account training, benefit consulting, guidance and coordination of account benefit plans.
• Responsible for maintaining prospect history. Submits reports to management on customer needs, problems, interests, and competitive activities keeping them advised of significant developments in their book of business.
• Maintains and draws meaningful insights and conclusions from new sales pipeline.
• Enters new business quotes, holds initial pricing conversations with management and suggests rate strategy based on past history.
• Maintains client detail and history for new group implementations and transition to Account Management.
• Supports and encourages the development, implementation, and promotion of innovative revenue-driving Rx programs such as Saveon and Rx Concierge to the assigned region(s)/area(s). Supports the growth and retainment of Rx membership within Rochester region by offering high-value Rx programs that promote retention efforts.
• Performs open enrollment duties as required, in person and virtual. Ensures all necessary booklets, forms and collateral are available.
• Evaluates and otherwise develops a familiarity with the benefits packages of competitive carriers and their sales strategies.
• Coordinates the implementation of the employer profiling process relating to prescribing patterns and prescription drug utilization. Analyzes profiles of assigned accounts, provides a consultative report for employer specific data and trends that includes identifying clinical issues affecting performance, opportunities for improvement, and highlights strategies to improve performance.
• Provides consultation regarding strategies to reduce pharmaceutical benefit expenses within the context of quality clinical care, provides tools and materials for member education, and researches clinical information as requested by the group. Coordinates with Account Representatives as appropriate.
• Manages specific clinical initiatives through roll-out via H & W consultants, IC’s, Sales staff, or directly in the field, including introduction and coordination of program operations of specialty care pharmacy programs, use management programs, and others.
• Facilitates employer input into FLRx issues and strategies, keeps FLRx and Sales management and partnering organizations abreast of relevant feedback and insights from the broker, sales, and employer community.
• Works closely with Marketing Team and Sales Training team on the development and enhancements to pharmacy-related materials.
• Collaborates with internal SME's on Request for Proposals as part of ongoing efforts to maintain and gain pharmacy membership.
• Attends Annual Utilization Reviews at Employer Groups while providing Rx consultation and recommendation. Attends broker meetings to provide Rx landscape updates and showcasing our Value Story.
• Organizes responses to brokers, sales, or direct employer questions on clinical strategies, profiles, and utilization data in cooperation with other departments as appropriate. Documents visits, activities, and results as required by the Manager or Director.
• Works closely with FLRx clinical pharmacists and manager of Pharmacy Consultation to identify improvement opportunities and educational strategies for Sales, Brokers, IC’s and employer groups.
• Supports the development and implementation of Rx clinical outreach and use management programs on behalf of FLRx.
• Directs projects and communications-related activities from recommendation through post-implementation review, including holding meetings and analyzing data. Partners with department leaders and teams that are impacted by the decisions.
• Supports the Sales team through implementations/terminations of clients and/or clinical programs, and as a subject matter expert.
• Consistently demonstrates high standards of integrity by supporting the Lifetime Healthcare Companies’ mission and values, adhering to the Corporate Code of Conduct, and leading to the Lifetime Way values and beliefs.
• Maintains high regard for member privacy in accordance with the corporate privacy policies and procedures.
• Regular and reliable attendance is expected and required.
• Performs other functions as assigned by management.

Minimum Qualifications:

• Bachelor’s degree with an emphasis on clinical (nursing, counseling, pre-med), or sciences (biology, chemistry, biochemistry) with five or more years relevant experience in healthcare, health insurance, pharmaceutical sales, or related field. In lieu of a degree, nine or more years of relevant work experience. Master’s Degree in Business, Health Administration, Nursing or another relevant field preferred.
• Valid NYS Accident and Health License is required within six months of employment. Employees without a license are not eligible for sales incentive awards or contests. Any sales made while not licensed are not eligible for incentive compensation.
• Highly motivated and target driven with two (2) or more years of experience in direct sales. Health insurance sales and/or industry experience beneficial.
• Familiarity with different sales techniques and pipeline management, as well as best practices in maintaining account details.
• Strong business acumen with ability to explain and answer questions about the financial aspects of rate determination, renewal, and underwriting to clients.
• Fundamental knowledge of pharmacy trends and issues, legal and regulatory issues pertaining to prescribing, pharmaceutical benefits management.
• Strong presentation skills required with the ability to effectively present to all levels of management.
• Superior project management skills required, with the ability to drive a project from initiation to completion successfully.
• Capable of working independently with little supervision, self-directed and highly organized work habits. Strong leadership skills.
• Ability to serve as a professional, articulate, and knowledgeable liaison both externally and internally.
• Proficient at data analysis and interpretation.
• Excellent written and oral communication skills (one-on-one as well as group presentation skills).
• Ability to exercise good judgment and maintain composure and professional demeanor in the face of high stress situations that may include dealing with complex issues, aggressive and/or abrasive behavior.
• Ability to deal professionally with all levels of staff and management. Ability to bridge issues and promote cooperative approach between external and internal interests. Ability to establish effective liaisons with other areas of the corporation.
• Willingness to remain current on Pharmacy Management. Industry knowledge with clinical pharmacists.
• PC mastery in Word, Excel, and PowerPoint.

Physical Requirements:

• Normal office environment, frequent work outside of normal business hours required.
• Ability to work prolonged periods sitting and/or standing at a workstation and working on a computer.
• Frequent travel required throughout New York State.

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In support of the Americans with Disabilities Act, this job description lists only those responsibilities and qualifications deemed essential to the position.

Equal Opportunity Employer

Compensation Range(s):

Minimum: $79,068 - Maximum: $142,322

The salary range indicated in this posting represents the minimum and maximum of the salary range for this position. Actual salary will vary depending on factors including, but not limited to, budget available, prior experience, knowledge, skill and education as they relate to the position’s minimum qualifications, in addition to internal equity. The posted salary range reflects just one component of our total rewards package. Other components of the total rewards package may include participation in group health and/or dental insurance, retirement plan, wellness program, paid time away from work, and paid holidays. 

Please note: There may be opportunity for remote work within all jobs posted by the Excellus Talent Acquisition team. This decision is made on a case-by-case basis.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.