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Title: Director, Strategic Account Management
Location: United States-South Carolina-Fort Mill
Other Locations: United States-New York-Remote
Job Number: 00001WUUPOSITION SUMMARY: A key aspect of Lash Group’s strategy in the balanced scorecard is “Adding Value to Our Clients”. One of our tactics to accomplish this objective is an increased emphasis on “Client Centricity”, which calls for an increased emphasis on optimizing the client experience while finding ways to grow our business by delivering incremental value. The client experience is shaped by how we interact with them, how strategic and forward-thinking we are, how we anticipate their needs and respond to issues, and how well we position ourselves as strategic partners and follow through on these expectations. The Director Strategic Account Management will be a vital role in addressing all of the above areas impacting the client experience. This role will serve as a credible, knowledgeable, and strategic leader of the Lash Group relationship with our largest strategic accounts and key emerging customers and segments. PRIMARY DUTIES AND RESPONSIBILITIES: With a focus on growing our business, manages the strategic client relationship on a day-to-day basis with our largest and key emerging clients. Develops and maintains strong relationships with appropriate client contacts, not only with key operational counterparts, but other critical decision makers and influencers such as brand teams, senior management, procurement, compliance, legal, sales leadership, and other functions relevant to: the patient access continuum; our business to business relationship; and the resource allocation/budgeting process specific to patient services. Develops and executes a 3 year / 1 year strategic growth plan for each assigned account. Drives the business development process across all Lash Group resources specific to each assigned strategic account to identify each client’s unmet needs, expand utilization of our services, launch new services into the accounts, innovate new service offerings specific to the needs of the account and assist the operations team in relationship management, client communication and issue resolution. Partner with the PMO to manage the portfolio of client-specific projects to a consistent level of quality, value and timeliness, potentially inclusive of managing a PMO team directly as described in #9, below. Partner with the Reporting group to continually assess client needs and ensure that reports are delivering value to decision support, strategic planning and assessment of performance. Demonstrate our data analysis and reporting capabilities to ensure that our offering is relevant, differentiated and compelling. Partner with Account Operations and Sales Support team to ensure that our proposal development process is consistent with our client experience objectives. Coordinates daily with key operational leaders to ensure all aspects of the client experience are communicated, aligned, transparent and consistent with the strategic growth plan. Responsibility for one or more of Lash Group’s largest clients and two or more key emerging clients In partnership with operational leadership and other relevant SMEs, leads regular business reviews (quarterly unless otherwise defined by the client) with assigned accounts. Engages the appropriate Subject Matter Experts (SMEs) to master the demonstration / presentation aspects of our key services with an emphasis on our high growth services identified in our strategic plan. The expectation is that the Director can speak knowledgeably and confidently to all of our services. Coordinates with SMEs to efficiently and effectively apply their knowledge and skills to the execution of the strategic growth plan for each assigned account, inclusive of live meetings, calls and presentations to clients. Assists the Sales Operations team in development of RFP responses specific to assigned accounts, ensuring alignment with the strategic growth plan. Leads client contracting discussions and negotiations, in partnership with Operations, Finance, Legal and senior leadership, as appropriate. In partnership with the Risk Management function, participate in and facilitate client audits, as appropriate. Partners with appropriate personnel across AmerisourceBergen sister companies to ensure alignment and open communication in our plans and activity with shared accounts and participates in cross-company business development meetings and initiatives, where appropriate. Visits designated accounts in a manner and frequency that is consistent with its strategic growth plan. Regularly monitors and analyzes industry news related to key accounts, assesses the impact to our strategic growth plan and appropriately communicates opportunities, challenges and course-corrections. Understands health care reform changing landscape and is able to serve as the client facing Lash solution architect. Tracks financial performance of assigned accounts with an emphasis on real vs. anticipated revenue and contribution and sets and executes a strategy to ensure the profitability of our business. Must be capable and willing to speak on behalf of Lash Group at various industry conferences and meetings on topics specific to patient access and adherence. Performs related duties as assigned, at the direction of the SVP, Client Strategy Qualifications: EXPERIENCE AND EDUCATIONAL REQUIREMENTS: Requires completion of a four year bachelor's degree, preferably in business or a relevant discipline. Normally requires a minimum of four (4) years related and progressively responsible experience managing patient access program operations and/or a Specialty Manufacturer background, with experience in large account management, multi-level selling to include e-suite clients, with an emphasis on the ability to develop productive and enduring client relationships, and a total of seven (7) years relevant business experience. MINIMUM SKILLS, KNOWLEDGE AND ABILITY REQUIREMENTS: Deep knowledge of, and practical experience in designing, delivering and optimizing patient access programs inclusive of reimbursement support, co-pay assistance, patient assistance programs and adherence services. Deep understanding of Lash Group’s service offering, specifically. Strong understanding of broader AmerisourceBergen products and services. Strong presentation skills Ability to communicate effectively, both orally and in writing, for the purpose of preparing and executing plans, leading discussions and meetings internally and with clients, generating reports and disseminating information Strong interpersonal and partnership skills; ability to develop and maintain cooperative business relationships, internally and externally Strong negotiation and influencing skills Strong analytic skills Ability to interpret data specific to Lash Group service levels and identify opportunities for improvement and issues requiring action Ability to interpret industry trends and competitive information and develop strategies and tactics to respond to changes in the marketplace Strong creative thinking skills and ability to convert abstract ideas into actionable plans Ability to identify and coordinate sales opportunities for across key stakeholders in Lash Group’s organization. Working knowledge of computers necessary to operate effectively with company systems and programs Ability to accommodate at least 50% travel. Job: Operations Jobs
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