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Account Director
TX - Irving/Dallas
Opportunity Snapshot
This is a high impact opportunity to manage and grow accounts that will generate annual revenues between $5-8M. Our commercial business is poised for big growth and your success in this role will open new doors of opportunity for your career. Not only is HMS the undisputed industry leader in coordination of benefits and program integrity services for government sponsored healthcare programs, but with Medicaid spending projected to double in ten years, we are uniquely poised to capitalize on this billion dollar market. And we were ranked #3 on Fortune's 2009 FSB 100 list of America's fastest growing small public companies.
As Account Director in our Managed Care Division, your two-fold mission is: 1) to manage client relationships within our Pharmacy Audit/Recovery Services; and 2) to drive growth within select commercial accounts outside of the pharmacy client base. To be a good fit for this opportunity you will have both the proven analytics and the people skills to find the "story" behind the numbers and to present the story in a solutions-friendly style that elicits actionable recommendations. Quick question for you - click here
You'll also need to bring a "road warrior" mentality as you potentially could travel up to 50% (most of the clients for this role are West of the Mississippi) to optimize client relationships and grow your account base. Equally important is a strategic focus, fierce self-initiative and the ability to manage multiple accounts as you meet or exceed annual budget and revenue targets.
Since 1985 HMS has focused exclusively on the healthcare industry; since then we have partnered with more than 45 State Medicaid agencies, other state health programs, and more than 100 Managed Care health plans to help them recover billions of dollars, and save billions more through our COB and Cost Avoidance. In spite of our more than18% growth year over year since 2001, we still maintain an entrepreneurial small-company culture in which individuals can make a difference and shape their own career paths.
What Else You'll Bring to the Table
In addition to the qualifications detailed above, you'll need:
- Bachelor's degree; MBA or healthcare related Master's degree is a plus.
- 5+ years in healthcare with a demonstrated track record of success in client-facing roles; must have at least 2 years in PBM or Pharmacy management; knowledge of pharmacy audits is a plus. Quick question for you - click here
- Leadership prowess to marshal resources and rally the team along a shared vision. Quick question for you - click here
- Ability to think creatively and strategically with a proven track record in aligning and driving programs to successful completion.
- Fiscal-management expertise to manage budgets and be accountable for P&L goals. Quick question for you - click here
- Computer proficiency in a Microsoft Office suite environment, including advanced proficiency in MS Access and Excel (including knowledge of queries, import/export, pivot tables, and other advanced functions).
- Ability to accurately analyze information, make strategic recommendations, and guide executive decision-making by identifying the anticipated benefits, consequences, and impacts of alternatives.
- Strong interpersonal skills and communication abilities; must be able to span communication style to interact with diverse stakeholders and personalities.
- Solid organizational and time management skills.
- Entrepreneurial attitude and proactive business style.
What's in It for You
- Ground floor impact -- this is a huge opportunity to "own" this newly-created position and mold it to your strengths as you drive a significant revenue stream for both our Pharmacy and Commercial lines of business.
- Variety/skills development -- we're seeking an experienced Account Director who is innovative and creative in their analyses and is looking to challenge the status quo and try new things as you grow your assigned accounts. You bring the ambition and aptitude and we'll provide the continuous learning environment to keep you engaged and challenged for years to come. In addition, you'll have input on shaping this role moving forward.
- Platform for career growth -- as you master your accountabilities in this role, you'll be primed to take advantage of other opportunities, including moving up to Senior Account Director and then to Regional VP, VP and EVP roles - the sky's the limit!
- Great balance of autonomy and support -- we'll supply you with the guidance and tools to achieve your goals while at the same time empowering you to independently manage your initiatives and take ownership of your sales targets.
- A culture of growth and transition -- we are positioned for explosive growth-- both organically and via acquisition-but are also proactive about maintaining a culture in which employee input is welcome, initiative is encouraged, and excellence and innovation are highly valued.
- Excellent benefits -- in addition to a competitive salary, we offer a comprehensive benefits package that includes a 401(k) plan with generous employer match, flexible spending plans, and much more.
Role Specifics
This will start out as an individual contributor role reporting directly to the Vice President of Client Development, but as the business grows, you will likely provide leadership to a small team.
Within the first 90-day period, we will expect you to quickly gain a thorough understanding of our Pharmacy business and learn the client relationship nuances of the different accounts assigned to you. And beyond 90-days, we will expect you to manage key accounts on the commercial side (accounts ranging from $5-8M) as you begin to make a real impact.
This role will evolve over time, but at a high level, you will likely spend about 25% of your time with business development initiatives (including driving growth in existing accounts and identifying new opportunities); 35% with client-relationship management; 30% managing internal processes; and the remaining 10% with reports, forecasts and ad-hoc analyses. Specifically, your responsibilities will be to:
- Identify sources of revenue; prepare, monitor and achieve budget and revenue expectations for assigned group of accounts; forecast variations from budget on a weekly basis.
- Manage internal and external stakeholders in the delivery of program integrity projects; collaborate with client, account team and Vice President to develop project approach and implementation plan; oversee development and implementation.
- Grow base contracts by a minimum of 10% per year.
- Report monthly progress against business goals.
- Work closely with operations, including PMs and other product areas on the following: Pharmacy Audit Program, billing cycle scheduling, delivery and review, disallowance processing, and cost avoidance policy management, including overpayment recovery services.
- Provide leadership to staff assigned to service the accounts; this may include supervision of Account Managers, Account Analysts, Business Analysts and Systems Analyst.
- Identify other client service needs that HMS can provide and, with support from Sales and Marketing, work to negotiate contract expansion.
- Ensure client satisfaction and achieve a 100% Client referral capability.
Keys to Success
Success in our dynamic environment requires the "emotional" intelligence to cultivate and sustain authentic trust-based relationships and grow your account base while assuming accountability for meeting and exceeding our objectives. You will also showcase a unique blend of analytical savvy and communications finesse to present complex data in meaningful ways to executive management. Other attributes of success will be to:
- Bring strong business savvy to understand the larger contexts and anticipate the implications of your actions; that way you'll be able to set programs and policies up for success.
- Leverage your experience to target your analyses accurately and know when you need to ask questions and dig even deeper.
- Maintain a high energy level to manage multiple projects and drive them each to resolution.
- Remain adaptive and ready to shift priorities as the need arises.
Who We Are
Health Management Systems has always been focused exclusively on the healthcare industry. In 1985, we began providing third party liability identification and recovery services to our first Medicaid agency client. Since then, we've partnered with more than 45 Medicaid agencies, other state health programs, and more than 50 government-sponsored healthcare plans to help them recover billions of dollars and save billions more through cost avoidance.
We take a proactive approach to growing our company, both organically and via mergers and acquisitions, to ensure we provide our clients with a broad offering of best-of-breed cost containment strategies to meet their financial and operational goals.
Opportunity Snapshot
This is a high impact opportunity to manage and grow accounts that will generate annual revenues between $5-8M. Our commercial business is poised for big growth and your success in this role will open new doors of opportunity for your career. Not only is HMS the undisputed industry leader in coordination of benefits and program integrity services for government sponsored healthcare programs, but with Medicaid spending projected to double in ten years, we are uniquely poised to capitalize on this billion dollar market. And we were ranked #3 on Fortune's 2009 FSB 100 list of America's fastest growing small public companies.
As Account Director in our Managed Care Division, your two-fold mission is: 1) to manage client relationships within our Pharmacy Audit/Recovery Services; and 2) to drive growth within select commercial accounts outside of the pharmacy client base. To be a good fit for this opportunity you will have both the proven analytics and the people skills to find the "story" behind the numbers and to present the story in a solutions-friendly style that elicits actionable recommendations. Quick question for you - click here You'll also need to bring a "road warrior" mentality as you potentially could travel up to 50% (most of the clients for this role are West of the Mississippi) to optimize client relationships and grow your account base. Equally important is a strategic focus, fierce self-initiative and the ability to manage multiple accounts as you meet or exceed annual budget and revenue targets.
Since 1985 HMS has focused exclusively on the healthcare industry; since then we have partnered with more than 45 State Medicaid agencies, other state health programs, and more than 100 Managed Care health plans to help them recover billions of dollars, and save billions more through our COB and Cost Avoidance. In spite of our more than18% growth year over year since 2001, we still maintain an entrepreneurial small-company culture in which individuals can make a difference and shape their own career paths.
What Else You'll Bring to the Table
In addition to the qualifications detailed above, you'll need:
- Bachelor's degree; MBA or healthcare related Master's degree is a plus.
- 5+ years in healthcare with a demonstrated track record of success in client-facing roles; must have at least 2 years in PBM or Pharmacy management; knowledge of pharmacy audits is a plus. Quick question for you - click here
- Leadership prowess to marshal resources and rally the team along a shared vision. Quick question for you - click here
- Ability to think creatively and strategically with a proven track record in aligning and driving programs to successful completion.
- Fiscal-management expertise to manage budgets and be accountable for P&L goals. Quick question for you - click here
- Computer proficiency in a Microsoft Office suite environment, including advanced proficiency in MS Access and Excel (including knowledge of queries, import/export, pivot tables, and other advanced functions).
- Ability to accurately analyze information, make strategic recommendations, and guide executive decision-making by identifying the anticipated benefits, consequences, and impacts of alternatives.
- Strong interpersonal skills and communication abilities; must be able to span communication style to interact with diverse stakeholders and personalities.
- Solid organizational and time management skills.
- Entrepreneurial attitude and proactive business style.
What's in It for You
- Ground floor impact -- this is a huge opportunity to "own" this newly-created position and mold it to your strengths as you drive a significant revenue stream for both our Pharmacy and Commercial lines of business.
- Variety/skills development -- we're seeking an experienced Account Director who is innovative and creative in their analyses and is looking to challenge the status quo and try new things as you grow your assigned accounts. You bring the ambition and aptitude and we'll provide the continuous learning environment to keep you engaged and challenged for years to come. In addition, you'll have input on shaping this role moving forward.
- Platform for career growth -- as you master your accountabilities in this role, you'll be primed to take advantage of other opportunities, including moving up to Senior Account Director and then to Regional VP, VP and EVP roles - the sky's the limit!
- Great balance of autonomy and support -- we'll supply you with the guidance and tools to achieve your goals while at the same time empowering you to independently manage your initiatives and take ownership of your sales targets.
- A culture of growth and transition -- we are positioned for explosive growth-- both organically and via acquisition-but are also proactive about maintaining a culture in which employee input is welcome, initiative is encouraged, and excellence and innovation are highly valued.
- Excellent benefits -- in addition to a competitive salary, we offer a comprehensive benefits package that includes a 401(k) plan with generous employer match, flexible spending plans, and much more.
Role Specifics
This will start out as an individual contributor role reporting directly to the Vice President of Client Development, but as the business grows, you will likely provide leadership to a small team.
Within the first 90-day period, we will expect you to quickly gain a thorough understanding of our Pharmacy business and learn the client relationship nuances of the different accounts assigned to you. And beyond 90-days, we will expect you to manage key accounts on the commercial side (accounts ranging from $5-8M) as you begin to make a real impact.
This role will evolve over time, but at a high level, you will likely spend about 25% of your time with business development initiatives (including driving growth in existing accounts and identifying new opportunities); 35% with client-relationship management; 30% managing internal processes; and the remaining 10% with reports, forecasts and ad-hoc analyses. Specifically, your responsibilities will be to:
- Identify sources of revenue; prepare, monitor and achieve budget and revenue expectations for assigned group of accounts; forecast variations from budget on a weekly basis.
- Manage internal and external stakeholders in the delivery of program integrity projects; collaborate with client, account team and Vice President to develop project approach and implementation plan; oversee development and implementation.
- Grow base contracts by a minimum of 10% per year.
- Report monthly progress against business goals.
- Work closely with operations, including PMs and other product areas on the following: Pharmacy Audit Program, billing cycle scheduling, delivery and review, disallowance processing, and cost avoidance policy management, including overpayment recovery services.
- Provide leadership to staff assigned to service the accounts; this may include supervision of Account Managers, Account Analysts, Business Analysts and Systems Analyst.
- Identify other client service needs that HMS can provide and, with support from Sales and Marketing, work to negotiate contract expansion.
- Ensure client satisfaction and achieve a 100% Client referral capability.
Keys to Success
Success in our dynamic environment requires the "emotional" intelligence to cultivate and sustain authentic trust-based relationships and grow your account base while assuming accountability for meeting and exceeding our objectives. You will also showcase a unique blend of analytical savvy and communications finesse to present complex data in meaningful ways to executive management. Other attributes of success will be to:
- Bring strong business savvy to understand the larger contexts and anticipate the implications of your actions; that way you'll be able to set programs and policies up for success.
- Leverage your experience to target your analyses accurately and know when you need to ask questions and dig even deeper.
- Maintain a high energy level to manage multiple projects and drive them each to resolution.
- Remain adaptive and ready to shift priorities as the need arises.
Who We Are
Health Management Systems has always been focused exclusively on the healthcare industry. In 1985, we began providing third party liability identification and recovery services to our first Medicaid agency client. Since then, we've partnered with more than 45 Medicaid agencies, other state health programs, and more than 50 government-sponsored healthcare plans to help them recover billions of dollars and save billions more through cost avoidance.
We take a proactive approach to growing our company, both organically and via mergers and acquisitions, to ensure we provide our clients with a broad offering of best-of-breed cost containment strategies to meet their financial and operational goals.
