Director, Account Management Pharma

The Director, Account Management – Pharma leads RedSail’s Pharma Account Management team and owns retention, renewal, and growth across RedSail’s portfolio of pharmaceutical manufacturers. A hands-on leader of a team of Account Managers, the Director sets the account strategy, operating cadence, and service standards that turn contracted programs (affordability and adherence) into measurable brand outcomes and expanding partnerships. The Director translates strategy into day-to-day execution, oversees program implementations, leads escalation resolution, and ensures every client receives an experience tailored to its goals and stakeholders. Serving as executive sponsor for strategic accounts, the Director partners closely with Pharma Sales, Marketing, Product, Data, Finance, Enablement, PMO, and Operations, and drives net revenue growth through disciplined QBRs, whitespace planning, and AI-enabled account insight.

Key Duties

• Lead and Develop the Team: Hire, onboard, coach, and develop a team of at least three Account Managers, Pharma Accounts. Set clear expectations, account assignments, and KPIs; hold regular 1:1s and account reviews; give actionable feedback and build individual development plans; develop bench strength and succession.
• Deliver a Tailored Client Experience: Ensure every account plan reflects the client’s goals, stakeholders, working style, and program needs. Hold the team to anticipating questions, following through on commitments, and providing proactive service.
• Own Portfolio Retention and Renewals: Accountable for gross and net revenue retention across the pharma portfolio. Maintain an accurate renewal forecast, flag risk early, set negotiation strategy for strategic renewals, and coordinate pricing, legal, and finance approvals.
• Drive Expansion and Upsell: Build annual account plans, stakeholder maps, and expansion roadmaps. Identify upsell and cross-sell opportunities across brands, therapeutic areas, and RedSail solutions; partner with Pharma Sales to qualify, price, and close expansion SOWs.
• Set the QBR Standard: Establish the business review cadence: monthly performance reporting, quarterly business reviews, and annual executive reviews. Coach Account Managers to turn program data into reviews that tie performance to brand objectives and ROI and close with clear recommendations. Personally lead QBRs for top-tier accounts.
• Oversee Program Implementations: Guide Account Managers and cross-functional teams from sales handoff through launch and transition to ongoing support. Ensure scope, owners, timelines, and launch readiness are clear; resolve dependencies and manage change with clients.
• Serve as Executive Sponsor and Escalation Lead: Build trusted relationships across manufacturer brand, patient services, market access, marketing, and procurement teams, and join Account Managers in high-stakes client meetings. Act as first leadership escalation point: set owners and timelines, communicate progress, resolve root causes, and engage senior leadership when risk or decisions warrant.
• Lead Cross-Functional Collaboration: Partner with Pharma Sales, Marketing, Product, Clinical and Data, Implementation, PMO, Finance, and Legal/Compliance to deliver contracted commitments, launch new programs, and set realistic delivery timelines. Bring the voice of the pharma customer into roadmap and pricing decisions.
• Leverage AI and Data: Champion AI tools across the team to accelerate account research, QBR preparation, program performance analysis, health scoring, and renewal risk detection. Use program and network data to prove value and surface growth opportunities.
• Build Operating Rigor: Set practical standards for account planning, client communication, implementations, and escalations. Implement account health scoring, playbooks, and CRM standards; balance team capacity and account assignments. Report portfolio health, renewal forecast, expansion pipeline, implementation progress, and staffing needs to commercial leadership.
• Strengthen Proof of Value: Partner with Marketing to develop case studies, ROI analyses, and reference customers that support renewals and new business.
• Performs other duties as assigned by RedSail Technologies management.

Education/Training

• Bachelor’s degree in business, marketing, life sciences, or a related field OR the equivalent combination of education and relevant work experience. MBA or advanced degree (MPH, PharmD) preferred.
• At least eight (8) years of professional experience in account management, client success, or commercial roles serving pharmaceutical manufacturers.

Required Work Experience/Skills

• 3+ years directly managing and developing account management or client success professionals through coaching, clear expectations, and performance feedback, with accountability for team retention and growth targets.
• 5+ years managing strategic pharmaceutical manufacturer accounts (brand, patient services, or market access stakeholders) with proven renewal, retention, and expansion results.
• Demonstrated success growing existing accounts through upsell and cross-sell, including multi-product and multi-brand expansion.
• Data fluency: interprets program performance and account health data and turns findings into clear recommendations; expert at leading QBRs and executive business reviews.
• Strong implementation and project management skills across multiple accounts, timelines, and dependencies.
• Sound judgment under pressure, with the ability to resolve escalations, make practical tradeoffs, and restore client confidence.
• Strong negotiation and contract management skills across complex renewals, SOWs, and commercial terms.
• Working knowledge of pharma commercialization, including patient support, affordability and copay, adherence, the pharmacy channel, and related compliance (HIPAA, promotional guidelines).
• Proficient in leveraging AI tools and CRM platforms to work efficiently, with a track record of driving adoption across a team.
• Executive presence and the ability to guide difficult conversations, build credibility with senior client stakeholders, and influence without authority across cross-functional teams.

Preferred Work Experience/Skills

• Experience with a pharma commercialization partner, hub or patient services provider, or digital patient engagement platform.
• Advanced understanding of the pharmacy channel, including independent pharmacy and pharmacy data.
• Advanced knowledge of the U.S. market access, reimbursement, and affordability landscape.
• Experience building account management playbooks, health scoring, and operating cadences in a growth-stage or PE-backed company; comfortable providing direction amid ambiguity without adding unnecessary complexity.
• Experience with point-of-care, retail media, or digital advertising programs for pharma brands.

Discretionary Judgment

• Uses independent judgment and discretion based upon the employee’s experience in the position and knowledge of the products, equipment, and services
• Uses good judgement and possesses ethical work values

Physical Demands, Working Conditions, and General Employment Guidelines

• Moderate or high levels of stress may be experienced in the performance of the job
• Position is performed in a general office environment, home office, or approved remote workspace where physical work includes, but is not limited to, sitting, standing, reaching, kneeling, bending, and lifting to 25 lbs.

Equipment

• Daily use of the Microsoft Teams (phone), computer, printer, and other routine office equipment
• Must have reliable and consistent internet access

Safety to Self and Others

• Little responsibility for safety of others. Job is performed in an office setting where there are no hazardous materials or equipment
• Has supervisory responsibility for a team of Account Managers, Pharma Accounts (minimum of three direct reports).

Working Conditions/Hazards

• Position is performed in an open office environment or approved remote work location.
• Travel required for client meetings, industry conferences, and internal meetings (estimated up to 30%).

Compensation & Total Rewards

• The anticipated base salary range for this position is $155,000 annually. In addition to base salary, this position offers the opportunity to earn additional compensation through the Director, Account Manager Pharma Compensation Program with a variable bonus. Target incentive earnings are based on individual, team, and/or company performance, subject to plan terms, eligibility requirements, and company policies. Incentive plan details will be provided upon hire. Actual compensation will be determined based on factors including relevant experience, skills, qualifications, internal equity, and geographic location.
• Benefits include paid time off, medical, dental, and vision insurance, a 401(k) with a 5% company match, a fitness bonus, professional development opportunities, and programs that support overall well-being.

Work Location

• Hybrid or Remote at a RedSail Office o Spartanburg, SC o Irving, TX o Shreveport, LA o Oak Brook, IL o Cranberry Township, PA o Long Island, NY