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.
Key Skills for This Role
CRM
Full Job Posting
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
Apply for this job in 1 click
Skip the repetitive application forms
Install the Base Career Chrome Extension and autofill job applications across major job boards with your profile.
Trusted by over 500,000 job seekers on Base Career
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.
About AffirmedRx, PBC
Verified company details for this employer are not available yet.
