客户执行总监
Director, Client Executives
AffirmedRx致力于通过为药房福利管理带来清晰度、诚信和信任来改善医疗保健结果。我们致力于让药房福利易于理解、简便访问，并始终符合雇主及其所影响人群的最佳利益。我们通过在业务实践中实现全面透明，以临床方法为先导，并利用最先进的技术来实现这一目标。
加入我们，为所有人改善医疗保健结果！我们承诺始终做正确的事。
职位概述：
客户执行总监负责领导和发展客户执行团队，该团队负责AffirmedRx最大、最复杂且价值最高的健康计划客户的策略关系、合同经济和续约成果。在AffirmedRx针对战略客户的双所有权模式下，这位总监级领导者为账户所有制职能设定方向，打造高绩效且受良好指导的团队，并亲自推动与影响客户保留、续约和增长决策的福利顾问和经纪人的关系发展。此职位与客户日常管理总监、临床顾问总监及患者护理倡导副总裁紧密合作，确保统一的、单一升级路径的客户体验，并对战略业务组合中的保留、续约和扩展结果负直接责任。
您将负责：
战略客户领导与团队管理：
· 领导、指导并发展负责C级高管和人力资源领导关系、合同经济、续约策略及绩效保证的客户执行团队，覆盖一级和战略客户组合
· 在团队中设定优先事项、工作量分配和账户分配；确保客户参与的一致质量和节奏，包括关系策略计划、业务评审和续约时间表
· 建立并与保留、续约和扩展（交叉销售/增长）成果相关的个人和团队绩效目标；定期进行1对1沟通、销售渠道审查和正式绩效管理
· 在客户执行职能中建立职业发展路径和人才储备，符合AffirmedRx长期扩展模型（高级客户主管和未来总监级路径）
顾问和经纪人关系发展：
· 作为关键福利合作伙伴的高管级关系负责人
· 建立并维护与关键顾问和经纪人的关系，推动客户保留、续约和增长决策
· 协调客户执行团队与顾问和经纪人的互动，确保一致的客户体验和有效的信息传递
· 与客户执行团队协作，制定并实施客户保留和续约策略，推动业务增长
查看英文原文
AffirmedRx is on a mission to improve health care outcomes by bringing clarity, integrity, and trust to pharmacy benefit management. We are committed to making pharmacy benefits easy to understand, straightforward to access and always in the best interest of employers and the lives they impact. We accomplish this by bringing total clarity to business practices, leading with clinical approaches, and utilizingstate-of-the-art technology.
Join us in improving health care outcomes for all! We promise to do what’s right, always.
Position Summary:
The Director of Client Executives leads and develops the team of Client Executives who own the strategic relationship, contract economics, and renewal outcomes for AffirmedRx's largest, most complex, and highest-value health plan clients. Operating within AffirmedRx's dual-ownership model for strategic accounts, this director-level leader sets direction for the account-ownership function, builds a high-performing and well-coached team, and personally drives development of relationships with the benefits consultants and brokers who influence client retention, renewal, and growth decisions. This role partners closely with the Director of Day-to-Day Client Management, the Director of Clinical Consultants, and the AVP of Patient Care Advocacy to ensure a unified, single-escalation-path client experience, and is directly accountable for retention, renewal, and expansion results across the strategic book of business.
What you will do:
Strategic Account Leadership and Team Management:
· Lead, coach, and develop a team of Client Executives responsible for C-suite and HR-leadership relationships, contract economics, renewal strategy, and performance guarantees across a portfolio of Tier 1 and strategic accounts
· Set priorities, workload distribution, and account assignments across the team; ensure consistent quality and cadence of client engagement, including relationship strategy plans, business reviews, and renewal timelines
· Establish and monitor individual and team performance goals tied to retention, renewal, and expansion (upsell/growth) outcomes; conduct regular 1:1s, pipeline reviews, and formal performance management
· Build career pathing and bench strength within the Client Executive function, consistent with AffirmedRx's long-term expansion model (Senior Account Owner and future director-level tracks)
Consultant and Broker Relations Development:
· Serve as the executive-level relationship owner for key benefits consultants and brokers, ensuring each has a dedicated advocate within AffirmedRx who can represent their plan's interests
· Build and execute a proactive consultant-relations strategy: engaging consulting firms directly, educating them on AffirmedRx's clinical and financial value proposition, and positioning the Client Executive team as consultant-facing partners rather than reactive responders
· Partner with Clinical Consultants and Analytics to ensure consultants receive timely, accurate plan-performance reporting that supports renewal and RFP outcomes
· Track consultant engagement and satisfaction, and use that insight to continuously refine the team's consultant-facing playbook and materials
Renewal, Retention, Revenue Performance:
· Own retention and renewal performance for the strategic/dual-ownership book of business; personally engage on the largest, highest-risk, or highest-value renewals
· Guide the team in developing trend-management recommendations, financial performance narratives, and renewal projections for client and consultant audiences
· Identify and manage a pipeline of upsell and expansion opportunities across existing strategic accounts
· Support RFP responses and growth pursuits tied to existing clients (e.g., expansions, new lines of business, M&A-driven growth)
Cross-Functional Coordination and Escalation Ownership:
· Serve as an escalation point for strategic accounts, coordinating with the Director of Day-to-Day Client Management, Clinical Consultants, PCA, and Operations to resolve client issues quickly and consistently
· Partner with the VP, Client Management & Care Delivery on account tiering, book-of-business rebalancing, and resourcing decisions as client volume grows
· Represent the account-ownership function in cross-functional planning with Operations, Clinical, Sales, and Marketing on strategic-client priorities
Process, Reporting, and Organizational Development:
· Maintain a shared, current account record (CRM) for all strategic accounts, ensuring consistent handoffs across the account pod
· Contribute to the design and rollout of client onboarding ("who's who") and account-transition playbooks for strategic accounts
· Provide input on organizational design, staffing, and career-ladder development as the Client Executive function scales with projected growth
What you need:
· Bachelor's degree in Business, Healthcare Administration, or a related field; equivalent professional experience will be considered
· 10+ years of progressive experience in strategic account management, client success, or sales within a PBM, health plan, or managed-care environment
· 3+ years directly leading and developing a team of account executives, account managers, or client success professionals
· Demonstrated track record of client retention, renewal, and revenue growth on complex, multi-stakeholder accounts (3,000+ covered lives)
· Established relationships with, or demonstrated success building relationships with, benefits consultants and brokers
· Strong understanding of PBM economics, contract structures, and performance guarantees
· Excellent executive presence and communication skills, with the ability to represent AffirmedRx credibly to C-suite client and consultant audiences
· Experience within a transparent, pass-through, or PBM-optimizer client-success organization
· Familiarity with account tiering/segmentation models (e.g., single point of contact vs. dual ownership)
· Experience leading a team through organizational change or scaling
What you get:
· To impact industry change in the pharmacy benefits management space, while delivering the highest quality patient outcomes
· To work in a culture where people thrive because when OUR team thrives, OUR business thrives
· Competitive compensation, including health, dental, vision and other benefits
Note:
AffirmedRx is committed to providing equal employment opportunities to all employees and applicants for employment. Remote employees are expected to maintain a professional work environment free of distractions to ensure optimal performance and collaboration.
Originally posted on Himalayas