Director, Account Management, Pharma

This is a fully remote position, open to applicants in Illinois, +5 more states.

📋 Description

• Lead and nurture a team of a minimum of three Pharma Account Managers.

• Develop account strategy, operational cadence, service standards, account assignments, and KPIs.

• Recruit, onboard, mentor, and foster the growth of Account Managers; conduct one-on-one meetings and account reviews.

• Take ownership of retention, renewals, and growth across RedSail’s pharmaceutical manufacturer portfolio.

• Maintain forecasts for renewals, identify potential risks, and coordinate necessary pricing, legal, and finance approvals.

• Drive opportunities for upselling and cross-selling across various brands, therapeutic areas, and RedSail solutions.

• Establish monthly performance reports, quarterly business reviews, and annual executive assessments.

• Personally lead Quarterly Business Reviews (QBRs) for high-priority accounts.

• Oversee the implementation of programs from the sales handoff through to launch and ongoing support.

• Act as the executive sponsor and initial leadership escalation point for strategic accounts.

• Foster cross-functional collaboration with Sales, Marketing, Product, Clinical, Data, Implementation, PMO, Finance, and Legal/Compliance teams.

• Advocate for AI tools to enhance account research, QBR preparation, performance analysis, health scoring, and renewal risk detection.

• Implement account health scoring, playbooks, CRM standards, and capacity planning.

• Report on portfolio health, renewal forecasts, expansion pipelines, implementation progress, and staffing requirements to commercial leadership.

• Collaborate with Marketing on case studies, ROI analyses, and reference customers.

• Perform additional responsibilities as assigned by RedSail Technologies management.

⛳️ Requirements

• Bachelor’s degree in business, marketing, life sciences, or a related field, or an equivalent combination of education and relevant work experience.

• A minimum of eight (8) years of professional experience in account management, client success, or commercial roles serving pharmaceutical manufacturers.

• Over 3 years of direct experience managing and developing account management or client success professionals.

• At least 5 years of experience managing strategic pharmaceutical manufacturer accounts with demonstrated results in renewal, retention, and expansion.

• Proven track record of growing existing accounts through upselling and cross-selling, including multi-product and multi-brand expansion.

• Proficiency in data analysis and the ability to translate program performance and account health data into actionable recommendations.

• Expertise in leading QBRs and executive business reviews.

• Strong skills in implementation and project management.

• Excellent judgment under pressure with the ability to resolve escalations effectively.

• Robust negotiation and contract management skills.

• Familiarity with pharma commercialization, including patient support, affordability and copay, adherence, pharmacy channel, HIPAA, and promotional guidelines.

• Proficient in utilizing AI tools and CRM platforms, with a history of promoting their adoption within a team.

• Executive presence and capability to navigate challenging conversations, establish credibility with senior client stakeholders, and influence without direct authority.

• Preferred experience with a pharma commercialization partner, hub or patient services provider, or digital patient engagement platform.

• Advanced understanding of the pharmacy channel is preferred.

• Advanced knowledge of the U.S. market access, reimbursement, and affordability landscape is preferred.

• Experience in developing account management playbooks, health scoring, and operational cadences is preferred.

• Familiarity with point-of-care, retail media, or digital advertising programs for pharma brands is preferred.

• Reliable and consistent internet access is required.

• Ability to travel up to 30% is necessary.

• Proficient in using Microsoft Teams, computers, printers, and standard office equipment.

🏝️ Benefits

• Variable bonus through the Director, Account Manager Pharma Compensation Program.

• Paid time off.

• Medical insurance.

• Dental insurance.

• Vision insurance.

• 401(k) with a 5% company match.

• Fitness bonus.

• Opportunities for professional development.

• Programs that promote overall well-being.

• Hybrid or remote work options available at a RedSail office.

• Required travel of up to 30%.