Director, Client Executives

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

📋 Description

• Oversee, mentor, and cultivate a team of Client Executives tasked with managing relationships with C-suite and HR leadership, contract economics, renewal strategies, and performance guarantees across Tier 1 and strategic accounts.

• Determine priorities, allocate workloads, and assign accounts; ensure a consistent quality and frequency of client engagement, which includes relationship strategy plans, business reviews, and renewal schedules.

• Develop and assess performance objectives linked to retention, renewals, and expansion results; conduct one-on-one meetings, pipeline assessments, and formal performance evaluations.

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

• Act as the executive-level relationship steward for critical benefits consultants and brokers.

• Formulate and implement a consultant relations strategy, educating consulting firms on AffirmedRx’s clinical and financial advantages, and positioning the team as partners to consultants.

• Collaborate with Clinical Consultants and Analytics on plan performance reporting that supports renewal and RFP outcomes.

• Monitor consultant engagement and satisfaction, refining consultant-facing materials and playbooks accordingly.

• Assume responsibility for retention and renewal performance within the strategic/dual-ownership business portfolio, personally engaging in significant, high-risk, or high-value renewals.

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

• Identify and navigate upsell and expansion prospects within strategic accounts.

• Assist in RFP responses and growth initiatives related to existing clients.

• Serve as an escalation point for strategic accounts and collaborate with Client Management, Clinical Consultants, Patient Care Advocacy, and Operations.

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

• Represent account ownership in cross-functional planning sessions involving Operations, Clinical, Sales, and Marketing.

• Ensure up-to-date CRM records and seamless handoffs across account teams.

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

• Offer insights on organizational structure, staffing, and career ladder development as the function grows.

⛳️ Requirements

• A Bachelor's degree in Business, Healthcare Administration, or a related discipline; relevant professional experience will also be taken into account.

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

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

• Proven history of client retention, renewals, and revenue growth in complex, multi-stakeholder accounts (3,000+ covered lives).

• Established relationships with, or a proven ability to cultivate relationships with, benefits consultants and brokers.

• Strong comprehension of PBM economics, contract frameworks, and performance guarantees.

• Exceptional executive presence and communication abilities, with the capacity to represent AffirmedRx effectively to C-suite clients and consultant audiences.

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

• Familiarity with account tiering and segmentation models (e.g., single point of contact versus dual ownership).

• Experience guiding a team through organizational changes or scaling efforts.

🏝️ Benefits

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

• Opportunity to drive industry change in the pharmacy benefits management sector while ensuring high-quality patient outcomes.

• A culture where individuals thrive, and the success of the team contributes to overall business success.