JOB SUMMARY
The Director, Clinical and Pharmacy Strategy & Client Engagement will lead a multifaceted team responsible for driving clinical strategy, managing key client accounts, and expanding pharmacy sales opportunities. This role requires a strategic leader with deep clinical expertise, strong business acumen, and exceptional client relationship skills. The Director will be instrumental in demonstrating the value of our pharmacy products and services, fostering strong internal and external partnerships, and achieving significant growth targets within the pharmacy benefit management landscape. This position demands a licensed Pharmacist with a Producer license, capable of serving as a clinical subject matter expert and a skilled sales executive.
ESSENTIAL RESPONSIBILITIES
Strategic Clinical Leadership & Innovation:
Spearhead high-level clinical presentations and discussions with strategic clients, brokers, and prospects, serving as a primary clinical Subject Matter Expert (SME) and trusted advisor. Articulate compelling clinical and financial value propositions for Highmark's pharmacy and medical clinical products and services, driving executive-level buy-in and securing commitment to proposed solutions.
Drive enterprise-level clinical strategy development and integration. Translate client feedback, market trends, and internal/external insights into actionable clinical strategies, product development, and pricing recommendations, profoundly influencing the overall clinical direction of the organization. Provide strategic focus on future clinical solution development.
Actively lead departmental strategic planning, goal setting, and initiative coordination. Direct annual process improvement projects to significantly enhance clinical sales effectiveness and efficiency, ensuring alignment between enterprise clinical strategies and client-specific needs.
Oversee reporting and analytics initiatives to translate complex clinical data into compelling, client-facing reports. Effectively communicate the value and impact of clinical interventions to both clinical and business stakeholders, showcasing tangible outcomes.
Direct and oversee the post-sale implementation of complex clinical programs and products, ensuring seamless integration and optimal client outcomes. Coordinate strategically with senior-level executives at client organizations and external vendors to achieve defined goals.
Act as the primary point of contact and ultimate clinical resource for all complex clinical inquiries. Provide expert guidance and support to internal teams, sales, and clients, contributing critical clinical expertise to all RFP/RFI responses.
Client Engagement, Sales & Account Growth:
Drive the strategic management and growth of key pharmacy accounts, ensuring high client retention, satisfaction, and revenue expansion across existing medical accounts and new Highmark markets.
Lead and guide account teams in developing compelling proposals and sales collateral for renewals and new business. Oversee client implementations and onboarding, providing strategic direction for content, annual reviews, and market penetration strategies.
Establish and refine protocols to ensure optimal execution of client objectives and service delivery. Provide leadership for client experience initiatives, resolving complex issues, and orchestrating seamless post-sale operational coordination with all stakeholders.
Strategically analyze client needs and Highmark's financial objectives to direct the recommendation of tailored pharmacy solutions, pricing, and benefit arrangements. Set and monitor aggressive sales quotas, leverage CRM through Salesforce for pipeline management, and provide strategic forecasts to executive leadership.
Build, nurture, and leverage high-level relationships with crucial decision-makers (employers, brokers, consultants) and internal cross-functional teams, serving as a trusted strategic advisor to align on goals and drive superior client satisfaction.
Product Knowledge & Industry Expertise:
Maintain in-depth knowledge of the health plan's pharmacy benefit offerings, including formulary management, clinical programs, specialty pharmacy, and network management.
Stay up-to-date on industry trends, regulatory changes, and competitive developments.
Perform management responsibilities to include, but are not limited to: involved in hiring and termination decisions, coaching and development, rewards and recognition, performance management and staff productivity. Plan, organize, staff, direct and control the day-to-day operations of the department; develop and implement policies and programs as necessary; may have budgetary responsibility and authority.
Other duties as assigned or requested.
EXPERIENCE
Required
7 years of experience in Pharmacy Managed Care, Pharmacy Consulting, or PBM Sales
5 years of experience in Management or leadership role
Preferred
None
SKILLS
Developing and executing comprehensive sales strategies to achieve revenue goals.
Leading, mentoring, and managing a high-performing sales team.
Forecasting sales performance and setting realistic targets.
Identifying new market opportunities and strategic partnerships.
Strong understanding of sales methodologies (e.g., consultative selling, solution selling).
In-depth knowledge of the pharmacy landscape, including retail, hospital, specialty, and mail-order pharmacies.
Understanding of pharmaceutical products, services, and market trends.
Knowledge of pharmacy benefit managers (PBMs) and their role.
Proven ability to identify, prospect, and close complex sales deals with key stakeholders (e.g., pharmacy executives, health system leadership).
Ability to analyze sales data, identify trends, and make data-driven decisions.
EDUCATION
Required
Bachelor's degree in Pharmacy or Pharm D
Preferred
Master's Degree in Pharmacy
Doctorate's Degree in Pharmacy
LICENSES or CERTIFICATIONS
Required
State-specific Producer license Life, Accident & Health is required or must be obtained within 45 days of hire
Pharmacist License within 45 days of hire
Preferred
None
Language (Other than English):
None
Travel Required:
50% - 75%
PHYSICAL, MENTAL DEMANDS and WORKING CONDITIONS
Position Type
Office-Based or Remote Position
Physical work site required
Occasionally
Disclaimer: The job description has been designed to indicate the general nature and essential duties and responsibilities of work performed by employees within this job title. It may not contain a comprehensive inventory of all duties, responsibilities, and qualifications required of employees to do this job.
Compliance Requirement: This job adheres to the ethical and legal standards and behavioral expectations as set forth in the code of business conduct and company policies.
As a component of job responsibilities, employees may have access to covered information, cardholder data, or other confidential customer information that must be protected at all times. In connection with this, all employees must comply with both the Health Insurance Portability Accountability Act of 1996 (HIPAA) as described in the Notice of Privacy Practices and Privacy Policies and Procedures as well as all data security guidelines established within the Company’s Handbook of Privacy Policies and Practices and Information Security Policy.
Furthermore, it is every employee’s responsibility to comply with the company’s Code of Business Conduct. This includes but is not limited to adherence to applicable federal and state laws, rules, and regulations as well as company policies and training requirements.
Highmark Health and its affiliates prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities and prohibit discrimination against all individuals based on any category protected by applicable federal, state, or local law.
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