Account Executive Pharmacy Solutions (Rochester Region

Account Executive, Pharmacy Solutions

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…