What we are looking for
AscellaHealth, a leading global specialty pharmacy and healthcare services organization, is seeking a Senior Relationship Account Manager for our Berwyn, PA location. The person in this role will be a strategic, client-facing leader responsible for cultivating new relationships and managing existing accounts within a pharmacy benefit management (PBM) or health plan environment. This position is crucial to delivering value through a comprehensive understanding of specialty pharmacy benefits, rebate strategies, and core PBM functions. This individual will lead client retention and renewal efforts, oversee the resolution of service issues, and serve as a trusted advisor committed to advancing client objectives while meeting internal profit and loss (P&L) goals. The ideal candidate excels in solution selling, data-driven client strategy, and cross-functional collaboration, operating with a high degree of autonomy and accountability.
The Senior Account Manager will collaborate with internal teams to conduct Quarterly Business Reviews with clients, which may require up to 25% travel.
This is a hybrid position based at AscellaHealth's headquarters in Berwyn, PA, with a minimum of 3 days per week in the office when not traveling.
What the position will be doing
Client Relationship Management: Cultivate strong relationships with both new and existing clients to drive satisfaction, loyalty, and business growth. Serve as the strategic partner and advisor for assigned accounts.
Retention & Renewal: Own responsibility for client retention, satisfaction, and renewal. Proactively identify and mitigate risks while positioning the organization's value to secure long-term partnerships.
Solution Selling: Apply a consultative, solution-based approach to understand client needs, identify gaps, and recommend innovative service solutions aligned with strategic goals. Applies a client pull-through promotional strategy that aims to increase the demand for a product's Rx claims as well as AscellaHealth services.
New Client Installations: Lead onboarding and implementation of new clients, ensuring accurate benefit configuration, seamless operational setup, and successful go-live execution. Ensures seamless transition to our services.
Quarterly Business Reviews (QBRs): Prepare and deliver comprehensive QBRs, providing insight into key performance metrics, financial trends, rebate performance, and improvement opportunities.
Analytics & Strategy: Analyze utilization, cost, and performance trends to identify actionable insights. Use data to track progress against P&L targets and shape new offerings that address client pain points.
P&L Oversight: Monitor account-level financial performance, contributing to profitability management, forecasting, and strategic decision-making.
Documentation & Compliance: Maintain thorough documentation of client program details, communications, and decisions to ensure delivery of all contractual obligations, service levels, and performance guarantees.
Product Development Support: Collaborate with internal teams to design or enhance offerings based on emerging client needs and market dynamics.
Cross-Functional Collaboration: Partner with internal departments, including clinical, operations, rebate, finance, IT, and legal, to ensure seamless service delivery and alignment with client expectations.
Issue Resolution: Regularly interfaces with the client to collect information relating to any issues. Lead the resolution of client issues with urgency and professionalism, coordinating with internal stakeholders to drive root cause analysis and long-term solutions. Follows up on all matters reported to ensure client satisfaction.
Client Advocacy: Act as the voice of the client within the organization to ensure their priorities are represented and addressed effectively. Make recommendations for improvements to meet customers' expectations.
Renewals & Upsell: Lead the end-to-end renewal process while identifying opportunities to expand scope through new products and services.
Perform other related duties as assigned or as necessary; demonstrate flexibility and adaptability in work schedules/and work assignments driven by departmental and organizational needs.
Necessary Skills, Education & Abilities
A bachelor's degree in a business-related or similar field of study is required. A master's or MBA degree is preferred.
8 or more years of progressive experience in account management, client services, or strategic partnerships in a PBM, health plan, or specialty pharmacy environment.
Strong knowledge of PBM operations, including benefit design, specialty pharmacy services, rebate management, claims processing, and clinical program implementation.
Experience leading new client implementations and delivering executive-level Quarterly Business Reviews (QBRs).
Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of the organization, including with executive and C-level stakeholders.
Excellent negotiation skills
Natural relationship builder with integrity, reliability, and maturity
Proven success in client retention, contract renewals, and expanding account value through solution-based selling.
Strong analytical and strategic thinking skills, with the ability to interpret data, identify trends, and support financial and performance-driven decisions.
Exceptional project management skills with the ability to manage multiple priorities simultaneously while maintaining attention to detail and meeting deadlines.
Self-motivated, highly organized, and able to work independently in a fast-paced, performance-driven environment.
Excellent interpersonal skills with a professional presence, integrity, and a commitment to confidentiality and client service excellence.
Proficiency in Microsoft Office Suite and CRM tools (e.g., Salesforce);
Experience with healthcare analytics platforms is a plus.
Ability to travel up to 25 % for work.
Our Story
AscellaHealth is a global Specialty Pharmaceutical and Healthcare services organization serving patients, payers, life sciences and providers, offering a comprehensive portfolio of customized, tech-enabled specialty pharmaceutical and medical management services. An Inc. 5000 2023 winner, AscellaHealth's unique, patient-centric approach supports its strategic partnership with Optime Care and is built upon proprietary technology processes for innovative programs and services optimizing health outcomes and quality of life for patients with complex, chronic conditions or rare diseases that require specialty medications and/or gene and cell therapies.
AscellaHealth provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any @type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.
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