Senior Director, Account Management

4 weeks ago

Remote, United States RxBenefits, Inc. Full time
Job DescriptionJob Description

Senior Director, Account Management

RxBenefits is hiring The Senior Director, Account Management is responsible for leading our market facing team to proactively deliver upon our client promises. The Senior Director must identify, prioritize, and execute upon opportunities to deepen and broaden relationships with brokers and clients to increase RxBenefits share and footprint. S/he must enhance RxBenefits ability to develop deeper relationships at higher levels within the organization and utilize those relationships to drive additional revenue. S/he must also partner effectively across the organization to ensure a consistent, cohesive experience for RxBenefits customers. Cross-functional collaboration with Business Development, Broker Relations, Clinical, Operations, Marketing, Legal and Product teams is critical to success. The role will provide leadership and direction to a large team of Directors of Account Management, Managers, Strategic Account Executives and Account Managers. Extensive travel is required.

Job Responsibilities Include:

  • Execute the key strategic priorities within Account Management to deliver key growth and retention initiatives.
  • Increase the retention rate on the existing book by effectively nurturing relationships with employee benefit consultants and clients and managing At Risk clients.
  • Support our business development efforts by attending key finalist presentations to increase close rate.
  • Conduct meetings with employee benefit consulting firms and their clients to discuss BOB utilization, market updates, obstacles, and dynamics.
  • Gain agreement on the key performance indicator to measure success, evaluate year-to-date performance against established metrics and implement adjustments to ensure success.
  • Collaborate amongst peers to evolve and support a robust client retention framework (Client Success Framework) that focuses on building strong broker and client relationships, drives consistency on how we service and deliver our value proposition, and ensure the team is utilizing a client playbook to proactively utilize custom solutions to meet our broker and client’s unique needs.
  • Work collaboratively with all departments to develop, implement and execute on the Client Success framework.
  • Leverage the Framework to create a structured nurturing process for all At Risk Clients that includes new processes and procedures, technology changes, and leverages the playbook to make strategic trade-offs when necessary.
  • Work with Learning and Development to ensure the Account Management team has a clear understanding of the new framework, new processes and procedures, and new technology if applicable.
  • Cultivate and role model a culture of Trusted Advisors for EBCs and Clients utilizing concepts from Clients for Life and other Account Management frameworks.
  • Attract, develop, engage, and retain a deep bench of high-performing leaders/advisors and define new roles as needed to support the evolution.
  • Partner with HR to develop scorecards for the Directors of Account Management, Managers with a focus on Strategy, Financial, Execution and Talent/Leadership.
  • Assess Talent and performance manage to ensure the right talent is in the right seat. Attract and hire “A” players in all open roles.
  • Retain high performers and make tough people decisions where necessary to develop a best-in-class account management team.
  • Create a culture of accountability by applying and inspecting for the execution of the roles and responsibilities of your team members.
  • Meet with each of your direct reports weekly to review progress against goals and provide day-to-day feedback and coaching to maintain engagement & commitment and ensure achievement of key outcomes and support for professional growth.
  • Conduct skip level meetings with the members of your direct reports’ teams on a quarterly basis.
  • Be a seasoned, passionate, and highly engaged change agent. Cultivate and role-model aspirational performance-oriented culture.
  • Effectively role model the commitment and behaviors needed to meet the Company’s aggressive growth and retention goals.
  • Be exceptionally open and proactive in addressing problems as they arise; bring solutions, not just problems, to the leadership team, and present clear recommendations, ensuring “no surprises”.
  • Actively engage and support interdepartmental key initiatives.
  • Other duties as assigned.

Required Skills / Experience Include:

  • Bachelor’s degree required
  • 10+ years of experience in a Sales or Account Management role working with employee benefit consultants for a fast-growing PBM, health plan or consulting firm
  • 8+ year of leadership/management experience overseeing a large team
  • Demonstrate the ability to create trusted relationships with key partnerships that take a long-term view of business opportunities
  • Proactively create opportunities to work across both internal and external boundaries to develop innovative solutions to meet our Employee Benefits Consultant needs.
  • Proven success in building strategic business plans
  • Developed innovative solutions to meet Employee Benefits Consultant needs.
  • Strong planning and analytical skills; proven ability to apply these skills with skillful business acumen to complex situations with competing priorities
  • Highly collaborative team player with the ability to work effectively across all departments to build successful relationships with various stakeholders.
  • Experience successfully interacting, presenting to, and influencing senior leadership.
  • Possess the self-confidence to operate in a direct environment, speaking up and providing opinions grounded in logic (i.e. relishes productive debate), while remaining humble and taking direction well.

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