Pharmacy Account Management (Non-IC) Senior Manager
The job profile for this position is Pharmacy Account Management (Non-IC) Senior Manager, which is a Band 4 Management Career Track Role.
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As part of Cigna Pharmacy Management, the Cigna Pharmacy Sales & Account Management (CP-SAM) Senior Manager serves as the leader of pharmacy benefits strategy and main pharmacy subject matter expert, working in partnership with the leadership of the Cigna Medical Sales organization with National Segment clients.
The CP-SAM Senior Manager will be responsible for developing and maintaining relationships in the assigned markets, with internal stakeholders (the Existing Business Leads (EBL) of the National, Taft-Hartley and G&E teams), external clients, and local broker/consultant partners to advance Cigna Pharmacy Management client retention & growth strategies. The CP-SAM Senior Manager will provide direct support on key/strategic clients, as well as leading and managing a team of Pharmacy Clinical Account Manager(s) and/or Pharmacy Account Executive(s) to deliver on results that align with Cigna's corporate strategic goals and market-specific strategies. Active in-market participation will be a significant part of the supportive local aspect to the CP-SAM Senior Manager role, allowing for close collaboration with Medical Sales leadership in all aspects of our integrated offering. The CP-SAM Senior Manager will also work closely with the Pharmacy Sales Directors on creating winning strategies for new business and carve-in growth.
The primary roles of the CP-SAM Senior Manager include:
Retention of the assigned book of business for the assigned market through proactive portfolio management, leveraging a solid understanding of pharmacy pricing strategies, competitive intel, pharmacy products, and available performance guarantees in order to renew clients and preserve earnings.
Constant collaboration with the Medical sales team, internal Pharmacy matrix partners, clients, and broker/consultants to optimize the pharmacy benefit for our clients, and ensure optimal penetration of preferred programs, products, and solutions
Provide primary pharmacy support on key clients as appropriate.
Creation and execution of a strategy to continually educate & consistently advance the knowledge of pharmacy within the Cigna Medical sales organization, and the Special markets as needed.
Development & maintenance of a specific pharmacy business plan that outlines sales/training strategies for the assigned markets, and promotion of opportunities to expand the pharmacy earnings contribution to the broader Cigna organization through market- specific client/Cigna/producer organization efforts and initiatives.
Offer & successfully sell in a suite pharmacy management programs and solutions that align to Cigna's overall value proposition of lowering total health cost.
Providing strong and consistent leadership to the National and Special markets pharmacy team, which consists of Clinical Account Managers and/or Pharmacy Account Executives.
Ensure success of new client pharmacy implementations, renewals, and benefit plan changes to optimize client readiness. Enact appropriate risk mitigation strategies through ongoing partnership with Pharmacy Client Service Operations and the broader Service Operations team.
Optimize aligned human resources to deliver upon our service model commitments.
Responsibilities include:
For the National Market:
Develop, and execute upon market-specific pharmacy service plans that ensure support for the National, Government & Education and Special Markets (BETS, Taft-Hartley), and deliver on financial contribution goals.
Managing the assignment of clients to a Clinical Account Manager and/or Pharmacy Account Executive, as applicable.
Providing management of and support for the pharmacy team assigned, including hiring, onboarding, training, and coaching on performance management.
Understand market competition, and assist in the new client sales strategies, and existing client retention and development strategies.
Maintaining comprehensive & current knowledge of Cigna Pharmacy Management's products, programs, & processes.
Strongly support and retain the assigned client book of business. Leverage consultative selling strategies to help the Medical Sales team bring in new integrated business, as well as carve-in Pharmacy for current Medical-only clients.
Understanding market trends, competitive dynamics, and sales strategies, and creating tailored approaches/solutions to meet market needs.
Building and maintaining key broker/consultant relationships as the market lead pharmacy SME in support of Cigna's clients, prospects, and markets.
Representing the Cigna Pharmacy Extended Leadership Team at assigned market strategy meetings, team/staff meetings, and other market-specific business planning sessions.
Participate within various internal Cigna Pharmacy work groups, forums, and stakeholder teams to provide market & client feedback in order to further build out and/or improve the pharmacy programs, products, and services of Cigna Pharmacy Management.
For the Clients:
Leading the planning/strategy around and ensuring the right level of Pharmacy team support for client RFPs/bids. This includes crafting a winning pricing strategy, "getting to Yes" where possible, and finalist meeting preparation and attendance as needed.
Ensuring that the assigned Pharmacy resource(s) develops a clear understanding of each assigned client's needs, goals, and objectives with respect to providing a pharmacy benefit that is easy to understand, tightly connected to other benefits, and affordable.
Educating the Pharmacy and Medical Sales Teams to be able to provide strategic pharmacy management options that will control client costs, while also delivering value to the market P&L.
Serving as the Pharmacy Leadership Team member that will advise and support Medical sales teams with triaging escalated pharmacy issues for new & existing clients as necessary.
Enacting appropriate quality control processes within the assigned CP-SAM resources to ensure that new client pharmacy implementations, renewals, and plan changes are successful.
Qualifications:
10 years or more of PBM experience, preferably in a role supporting client expectations and strategic market planning & execution.
Experience in Government & Education, Taft-Hartley and Exchange business segments preferred.
Experience with and mastery of consultative client management methodologies.
Demonstrated qualities of ownership, accountability, and responsibility.
Knowledge of PBM pricing and client contracting strategies.
Strong operational understanding and competence with PBM clinical programs and product offerings
Ability to work independently and strategically. History of being able to create a business plan and execute upon it.
Excellent verbal and written communication skills.
Excellent presentation skills in high visibility group settings.
Proficiency with the Microsoft Office suite of programs.
Ability to review, analyze, and draw conclusions and/or recommendations from large data sets.
Strong collaboration & relationship building skills.
Proven ability to influence and sell products, programs, and services. Results/outcomes driven.
Willingness to travel up to 50% of the time, at times with little advance notice.
If you will be working at home occasionally or permanently, the internet connection must be obtained through a cable broadband or fiber optic internet service provider with speeds of at least 10Mbps download/5Mbps upload.
For this position, we anticipate offering an annual salary of 133,700 - 222,800 USD / yearly, depending on relevant factors, including experience and geographic location.
This role is also anticipated to be eligible to participate in an annual bonus plan.
We want you to be healthy, balanced, and feel secure. That's why you'll enjoy a comprehensive range of benefits, with a focus on supporting your whole health. Starting on day one of your employment, you'll be offered several health-related benefits including medical, vision, dental, and well-being and behavioral health programs. We also offer 401(k) with company match, company paid life insurance, tuition reimbursement, a minimum of 18 days of paid time off per year and paid holidays. For more details on our employee benefits programs, visit Life at Cigna Group .
About Cigna Healthcare
Cigna Healthcare, a division of The Cigna Group, is an advocate for better health through every stage of life. We guide our customers through the health care system, empowering them with the information and insight they need to make the best choices for improving their health and vitality. Join us in driving growth and improving lives.
Qualified applicants will be considered without regard to race, color, age, disability, sex, childbirth (including pregnancy) or related medical conditions including but not limited to lactation, sexual orientation, gender identity or expression, veteran or military status, religion, national origin, ancestry, marital or familial status, genetic information, status with regard to public assistance, citizenship status or any other characteristic protected by applicable equal employment opportunity laws.
If you require reasonable accommodation in completing the online application process, please email: SeeYourself@cigna.com for support. Do not email SeeYourself@cigna.com for an update on your application or to provide your resume as you will not receive a response.
The Cigna Group has a tobacco-free policy and reserves the right not to hire tobacco/nicotine users in states where that is legally permissible. Candidates in such states who use tobacco/nicotine will not be considered for employment unless they enter a qualifying smoking cessation program prior to the start of their employment. These states include: Alabama, Alaska, Arizona, Arkansas, Delaware, Florida, Georgia, Hawaii, Idaho, Iowa, Kansas, Maryland, Massachusetts, Michigan, Nebraska, Ohio, Pennsylvania, Texas, Utah, Vermont, and Washington State.
Qualified applicants with criminal histories will be considered for employment in a manner consistent with all federal, state and local ordinances.
