Director, Client Executives

This is a fully remote position, open to applicants in Kentucky.

📋 Description

• Lead, mentor, and cultivate a team of Client Executives responsible for nurturing relationships with C-suite and HR leadership, managing contract economics, developing renewal strategies, and overseeing performance guarantees across Tier 1 and strategic accounts.

• Prioritize tasks, allocate workload, and assign accounts among team members.

• Ensure a consistent level of quality and engagement with clients, including the development of relationship strategy plans, conducting business reviews, and adhering to renewal timelines.

• Set and monitor performance objectives linked to retention, renewal, and expansion results; conduct one-on-ones, pipeline evaluations, and formal performance assessments.

• Create career development pathways and enhance the capabilities within the Client Executive role.

• Act as the executive-level relationship manager for prominent benefits consultants and brokers.

• Formulate and implement consultant relations strategies while educating consulting firms on AffirmedRx's clinical and financial value proposition.

• Collaborate with Clinical Consultants and Analytics on plan-performance reporting to support renewal and RFP outcomes.

• Oversee retention and renewal performance for the strategic portfolio and personally engage in significant renewals.

• Provide guidance on trend-management recommendations, financial performance narratives, and renewal forecasts.

• Identify and manage upselling and expansion opportunities within strategic accounts.

• Assist in RFP responses and growth initiatives for current clients.

• Serve as an escalation point and collaborate with Client Management, Clinical Consultants, Patient Care Advocacy, Operations, Sales, and Marketing teams.

• Partner with the VP of Client Management & Care Delivery on account tiering, rebalancing the book of business, and resource allocation.

• Maintain up-to-date CRM account records and ensure smooth handoffs.

• Contribute to the development of client onboarding and account-transition playbooks.

• Provide insights into organizational design, staffing, and career-ladder advancement.

⛳️ Requirements

• Bachelor's degree in Business, Healthcare Administration, or a related field; equivalent professional experience will be accepted.

• Over 10 years of progressive experience in strategic account management, client success, or sales within a PBM, health plan, or managed care environment.

• At least 3 years of direct experience leading and developing a team of account executives, account managers, or client success professionals.

• Proven track record of client retention, renewal, and revenue growth on complex, multi-stakeholder accounts with over 3,000 covered lives.

• Established relationships or demonstrated success in building rapport with benefits consultants and brokers.

• Strong understanding of PBM economics, contract structures, and performance guarantees.

• Exceptional executive presence and communication abilities, capable of representing AffirmedRx credibly to C-suite clients and consultant audiences.

• Experience in a transparent, pass-through, or PBM-optimizer client-success organization.

• Familiarity with account tiering/segmentation models, such as single point of contact versus dual ownership.

• Experience leading a team through organizational transformations or scaling processes.

🏝️ Benefits

• Competitive compensation package, including health, dental, vision, and other benefits.

• Opportunity to drive industry change in pharmacy benefits management while delivering exceptional patient outcomes.

• A culture that fosters personal and professional growth.

• Remote work environment.