VP, Account Management

RxBenefits • Nashville, TN • 11h ago

The Vice President, Account Management is a mission critical role responsible for delivering on our client commitments, creating and maintaining strong customer relationships and increasing the RxBenefits share and footprint. The VP will enhance RxBenefits' ability to develop deeper relationships at higher levels within our customers' organization and utilize those relationships to drive additional value. The VP, AM will partner effectively with the Business Development and Operations team to ensure a consistent, cohesive experience for RxBenefits customers. The role will provide leadership and direction to a large team of Directors, Managers, Strategic Account Executives and Account Managers. Extensive travel is required to build and maintain strong client relationships, drive revenue growth, and ensure client satisfaction. This role involves strategic planning, team leadership, and performance management to achieve the company's goals.

Essential Job Responsibilities Include:

Execute the key strategic priorities within Account Management to deliver key growth and retention initiatives

Maintain a high levels of retention on the existing book by effectively managing At Risk Clients, and nurturing relationships with employee benefit consultants and clients

Support our business development efforts by attending key finalist presentations to increase close rate

Gain agreement on the key performance indicator to measure success, evaluate year-to-date performance against established metrics and implement adjustments to ensure success

Build a robust client retention framework (Customer Framework) that focuses on building strong broker and client relationships, drives consistency on how we service and deliver our value proposition, and ensure the team is utilizing a client playbook to proactively utilize custom solutions to meet our broker and client's unique needs

Work collaboratively with all departments to develop, implement and execute on the Customer Service framework

Leverage the Framework to create a structured nurturing process for all At Risk Clients that includes new processes and procedures, technology changes, and leverages the playbook to make strategic trade-offs when necessary

Work with Learning and Development to ensure the Account Management team has a clear understanding of the new framework, new processes and procedures, and new technology if applicable

Leverage the internal Marketing team to create a Marketing Strategy for our current Book of Business

Cultivate and role model a culture of Trusted Advisors for EBCs and Clients utilizing concepts from Clients for Life and other Account Management frameworks

Attract, develop, engage, and retain a deep bench of high-performing leaders/advisors and define new roles as needed to support the evolution

Partner with HR to Develop Scorecards for the Senior Director of Account Management, Director of Account Management and the Manager of Account Management with a focus on Strategy, Financial, Execution and Talent/Leadership

Assess, attract, hire and retain top talent in Account Management organization

Review current organization structure make recommended organization changes

Create a culture of accountability by outlining the roles and responsibilities of your team members

Meet with each of your direct reports weekly to review progress against goals and provide day-to-day feedback and coaching to maintain engagement & commitment and ensure achievement of key outcomes and support for professional growth

Work closely with Leadership Development and Business Planning & Execution to establish a sales force training plan focused on developing and reinforcing critical competencies

Be a seasoned, passionate, and highly engaged change agent. Cultivate and role-model aspirational performance-oriented culture

Effectively role model the commitment and behaviors needed to meet the Company's aggressive growth and retention goals

Be exceptionally open and proactive in addressing problems as they arise; bring solutions, not just problems, to the leadership team, and present clear recommendations, ensuring "no surprises"

Actively engage and support interdepartmental key initiatives

All other duties as assigned

Required Skills / Experience:

Bachelor's degree required

15+ years of experience in a Sales or Account Management role working with employee benefit consultants for a fast-growing PBM, health plan or consulting firm

8+ year of leadership/management experience overseeing a large team

Demonstrate the ability to create trusted relationships with key partnerships that take a long-term view of business opportunities

Proactively create opportunities to work across both internal and external boundaries to develop innovative solutions to meet our Employee Benefits Consultant needs

Proven success in building strategic business plans

Developed innovative solutions to meet Employee Benefits Consultant needs

Strong planning and analytical skills; proven ability to apply these skills with skillful business acumen to complex situations with competing priorities

Highly collaborative team player with the ability to work effectively across all departments to build successful relationships with various stakeholders

Experience successfully interacting, presenting to, and influencing senior leadership

Possess the self-confidence to operate in a direct environment, speaking up and providing opinions grounded in logic (i.e. relishes productive debate), while remaining humble and taking direction well

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