Commerical Markets Pharmacy Growth & Retention Manager

Summary:

This position plays a critical role in advancing the sales pharmacy strategy across Excellus Health Plan. The incumbent is responsible for driving pharmacy growth, client retention, and margin optimization through strategic partnerships, broker and consultant engagement, industry-facing leadership, and scalable pharmacy education. Serving as a trusted advisor internally and externally, this position bridges sales strategy, broker advocacy, and market intelligence to support the organization’s pharmacy value proposition. The manager leads initiatives that support new business acquisition, client renewals, account growth, and long-term retention aligning solutions within the evolving dynamics.

This is a highly visible role that trains and enables Sales teams, clients, brokers, and consultants on pharmacy. The incumbent serves the organization as a pharmacy thought leader and collaborates closely with the Pharmacy clinical team, Sales, Finance, Pharmacy analytics and strategy teams, and executive leadership to deliver sustainable growth.

Essential Accountabilities:

• Leads pharmacy growth and retention initiatives designed to expand market presence, increase margin, and support long-term client partnerships. Leads, supports, and facilitates strategic projects as applicable.

• Develops tools, messaging, and insights that enhance sales effectiveness and elevates pharmacy credibility in the market.

• Provides consultation regarding pharmacy strategies around trend management, provides innovative solutions, and researches market dynamics as requested.

• Coordinates with Sales teams, Clinical Account Pharmacists, and Pharmacy Business Strategy teams as appropriate.

• Serves as a senior pharmacy resource to key brokers, consultants, strategic partners, clients, and sales teams.

• Facilitates employer and broker input into Pharmacy issues and strategies, keeps Pharmacy, Sales management, and partnering organizations abreast of relevant feedback and insights from the broker, sales, and employer community.

• Partners with sales leadership and teams with complex sales scenarios to position pharmacy sales strategy effectively.

• Acts as a subject Matter Expert and supports the Project Manager and Sales teams.

• Assists in design and delivery of pharmacy education, training, and communications to Commercial Account Management team.

• Attends annual utilization reviews at employer groups while providing Rx Consultation and recommendations if Clinical Account Pharmacist is not available. Attends broker meetings to provide Rx Landscape updates and showcasing our value story.

• Creates and continuously evolves a targeted prospect list that can drive large-scale margin growth.

• Team leadership responsibilities including coordination of specific activities and initiatives, serving as the key liaison to internal work groups, and providing support to other team members on matters related to Pharmacy.

• Consistently demonstrates high standards of integrity by supporting the Lifetime Healthcare Companies’ mission and values, adhering to the Corporate Code of Conduct, and leading to the Lifetime Way values and beliefs.

• Maintains high regard for member privacy in accordance with the corporate privacy policies and procedures.

• Maintains knowledge of all relevant legislative and regulatory mandates and ensures that all activities are compliant with these requirements.

• Conducts periodic staff meetings to include timely distribution and education related to departmental and Ethics/Compliance information.

• Regular and reliable attendance is expected and required.

• Performs other functions as assigned by management.

Minimum Qualifications:

• Five or more years of pharmacy and/or sales experience or Bachelor’s degree in Business Administration, Health Administration, or related field with five or more years of relevant experience.

• Prior experience supervising or managing people and/or projects or indirectly leading teams.

• Fundamental knowledge of pharmacy trends and issues, legal and regulatory issues pertaining to pharmaceutical benefits management.

• Proficient at data analysis and interpretation.

• Strong presentation skills with the ability to effectively present to all levels of management.

• Superior project management skills with the ability to successfully drive a project from initiation to completion.

• Ability to serve as a professional, articulate, and knowledgeable liaison regarding pharmacy both externally and internally.

• Excellent written and oral communication skills.

• Current on Pharmacy Management and industry knowledge.

Physical Requirements:

• Ability to work prolonged periods sitting and/or standing at a workstation and working on a computer.

• Ability to travel across the Health Plan service region for meetings and/or trainings as needed.

In support of the Americans with Disabilities Act, this job description lists only those responsibilities and qualifications deemed essential to the position.

Equal Opportunity Employer