Pharmacy Strategic Account Executive

Role:

The Pharmacy Strategic Account Executive is a senior, client-facing professional responsible for managing and growing relationships with complex pharmacy accounts spanning multiple client types – brokers, consultants, PBMs, health plans, and employer groups. This role functions as a strategic consultant and trusted advisor, aligning MacroHealth’s pharmacy benefit solutions with each client’s short- and long-term strategic goals, operational needs, and financial objectives.

Unlike traditional account management roles, this position is anchored in pharmacy strategy and consultation. The incumbent serves as the primary pharmacy client contact for strategic planning, consultation, and ongoing account management – overseeing a book of complex, multi-client accounts while building and maintaining senior-level relationships that drive retention, growth, and partnership. The role partners closely with Commercial Account Management, Clinical, Product, Analytics, and Operations teams to ensure seamless, high-quality client experiences and industry-leading outcomes.

KEY RESPONSIBILITIES:

Client Relationship Management & Strategy

• Manage and cultivate strategic relationships at senior levels with clients, consultants, brokers, and producers to foster valued business partnerships, demonstrate business acumen, and maintain an active network.
• Serve as the primary pharmacy subject matter expert for strategic planning, consultation, and ongoing account management, overseeing a book of business for complex, multi-client accounts involving multiple custom benefit designs.
• Proactively engage clients to understand evolving needs, business plans, and financial objectives, driving retention and satisfaction by ensuring continuous alignment with MacroHealth’s pharmacy benefit solutions.
• Act as a trusted advisor on pharmacy benefit design, formulary strategy, utilization management, specialty pharmacy, and emerging pharmacy trends.

Sales, Growth & Financial Acumen

• Review and present new products, services, capabilities, and technologies to secure pharmacy renewals and achieve add-on sales, ensuring retention, profitability, and growth of existing business.
• Analyze client data and organizational financial objectives to recommend appropriate pharmacy benefit products and services including formulary management, clinical programs, specialty pharmacy, and network management.
• Develop, implement, and execute comprehensive business plans and metrics for retaining and growing membership while enhancing profitability and cross-selling opportunities.
• Identify and proactively address potential retention risks through data-driven strategies and pre-emptive client engagement.

Pharmacy Program Strategy & Execution

• Lead the design, implementation, and ongoing management of pharmacy benefit programs – including formulary updates, plan design changes, and vendor coordination.
• Oversee pharmacy-related RFPs, renewals, and vendor evaluations in partnership with internal stakeholders.
• Ensure pharmacy solutions align with client goals, regulatory requirements, and MacroHealth’s organizational strategy.
• Develop client-specific action plans and long-term strategies for specific account needs, providing client-centric feedback to influence product development and solution offerings.

Operational Oversight & Issue Resolution

• Coordinate all contract and ongoing pharmacy operational aspects of services, communicating effectively with senior-level executives, legal, internal departments, and external vendors.
• Support clients during implementation of service contracts and throughout the relationship, advocating for and resolving escalated pharmacy service issues in a timely and professional manner.
• Manage client activity efficiently using CRM tools for maximum visibility, meticulously following up to close open issues, and providing regular updates and insights to management on client health and retention strategies.
• Identify operational risks or gaps and proactively drive resolution across cross-functional teams.

Analytics, Reporting & Insights

• Analyze pharmacy utilization and financial data to identify trends, risks, and opportunities.
• Prepare and deliver clear, actionable insights for client presentations, quarterly business reviews, and annual planning.
• Partner with analytics teams to ensure accurate, timely, and meaningful pharmacy reporting that informs client strategy.

Internal Leadership & Collaboration

• Serve as a pharmacy subject matter resource for internal teams, supporting education, enablement, and consistency of delivery.
• Contribute to the evolution of pharmacy marketplace processes, best practices, and client experience standards.
• Participate in product development and provide client-centric market intelligence to shape the pharmacy solution strategy.

QUALIFICATIONS:

Education

• Bachelor’s degree in business administration, Healthcare Administration, Pharmacy, or a science-related field (required)
• Master’s degree (MBA, MHA, MPH, or equivalent) (strongly preferred)
• Doctorate (PharmD, PhD, or equivalent) (preferred)

Experience

• 5 years of progressive experience in pharmacy benefit management, pharmacy consulting, healthcare advisory, or client-facing roles for pharmacy programs or sales experience
• Minimum of 3 years in a Client Manager, Strategic Account Executive, or senior consultant role focused on account management, client retention, and/or growth
• Demonstrated experience managing complex, multi-client pharmacy accounts with custom benefit designs
• Experience working with or presenting to brokers, consultants, employers, health plans, and/or PBMs at senior leadership levels
• Track record of driving retention and measurable growth outcomes in pharmacy or managed care

Knowledge & Skills

• Deep understanding of pharmacy benefit design, formulary management, utilization management, specialty pharmacy, and pharmacy economics
• Strong financial acumen with the ability to analyze, model, and present pharmacy cost and utilization data
• Excellent presentation, communication, and negotiation skills with comfort engaging C-suite and senior client executives
• Demonstrated ability to manage multiple complex initiatives and stakeholder relationships simultaneously
• Proficiency with CRM platforms (e.g., Salesforce, ChurnZero) for pipeline and account management
• Broad, in-depth knowledge of managed care concepts, market dynamics, and regulatory landscape

Preferred / Nice-to-Have

• Active Pharmacist license (RPh or PharmD)
• Project Management Professional (PMP) or Six Sigma certification
• Experience in a health plan, PBM, or pharmacy consulting firm
• Demonstrated use of AI tools (e.g., Copilot, ChatGPT, Claude) in a professional or non-professional setting, including effective prompt engineering to support data analysis, querying, or reporting workflows