Director, Strategic Accounts (Long Term Care Pharmacy)

Managed Health Care Associates, Inc. (MHA) provides care communities access, solutions, and insights to help them run their businesses more effectively. Our members include post-acute providers across the care continuum, including long-term care, home infusion, specialty pharmacies, senior living, and other group living facilities. Our team of associates is passionate about our common mission of helping people age with grace and championing our core values of being Curious Learners, Selfless Advocates, and Relentless Finishers.

The Director, Strategic Accounts, will lead the engagement of MHA’s top accounts in the Long-Term Care (LTC) pharmacy market, focusing on member retention, portfolio expansion, and sustainable sales growth. The Director will provide consultative leadership to these key accounts, helping improve operational efficiency, optimize business processes, and advance patient and business outcomes.

Key responsibilities include developing business plans and budgets, ensuring alignment with organizational goals, and acting as a liaison to drive collaboration, growth, and customer satisfaction. The Director will build trusted relationships and maintain direct access to C-suite and senior executive stakeholders, serving as an expert negotiator on complex, high-value agreements. They will implement new services and champion practical uses of AI, analytics, and process improvement to strengthen account insights, streamline workflows, and enhance LTC pharmacy member services. The Director will conduct quarterly Member Business Reviews to perform discovery, identify member needs, and deliver actionable insights that improve patient and business outcomes. They will track key initiatives and collaborate with internal teams—including trade relations, operations, finance, legal, product, and technology—and with manufacturers and wholesalers to ensure effective communication and partnerships.

• Drive revenue growth within assigned strategic accounts through the identification and pursuit of upsell and cross-sell opportunities.
• Negotiate and close high-value contracts with key clients, ensuring favorable terms and pricing.
• Develop and execute sales plans that meet or exceed revenue and profitability goals.
• Serve as an expert negotiator for complex, high-value agreements, balancing member value, profitability, risk, and long-term partnership objectives.

• Build and nurture strong, long-term relationships with key strategic accounts, ensuring high levels of satisfaction, loyalty, and retention.
• Act as the primary point of contact for top-tier clients, understanding their goals, challenges, and needs to provide tailored solutions.
• Regularly meet with senior client stakeholders to review performance and uncover new opportunities for growth.
• Build trusted relationships and maintain direct access to C-suite and other senior executive stakeholders.

• Develop and execute account strategies that align with both client objectives and company goals.
• Lead efforts to identify new business opportunities within existing accounts, upselling and cross-selling services/products to expand the relationship.
• Track and analyze account performance, providing detailed reporting and recommendations to executive leadership.
• Use AI-enabled tools, analytics, and process improvements to strengthen account insights, streamline workflows, and improve member outcomes.

• Work closely with a team of account executives and sales professionals to ensure performance targets and client satisfaction standards are met.
• Work closely with cross-functional teams (e.g., Marketing, Operations, Product) to ensure seamless execution of client projects and initiatives.
• Facilitate collaboration with internal stakeholders to ensure that clients' needs are met on time and with the highest quality.
• Provide direct sales leadership and revenue-management discipline while communicating clearly, collaborating across functions, and driving innovative, results-oriented execution.

• Stay current on industry trends, competitor activities, and market conditions to provide strategic insights to clients and the company.
• Provide feedback to product and marketing teams to help shape future offerings based on client needs and market demands.
• Apply strong analytical, strategic, and technical skills to translate market and account data into actionable recommendations.

• LTC Education & Training: Plan and facilitate ongoing education and training for the Long-Term Care Pharmacy Sales team to support professional development, effective use of AI-enabled tools and processes, and compliance.
• Adherence to Policies & Compliance: Follow company policies, legal regulations, and the governance/compliance program, including the Standards of Business Conduct and Employee Handbook.
• Reporting Violations & Remediation: Report policy violations and assist in remediation efforts for internal control failures.

• BA/BS degree required, preferably in business
• 8-10 years’ experience in sales and sales management
• 2-3 years’ direct sales experience with emphasis on large, major national accounts, and experience managing an outside sales team preferably in the Specialty Care, Long Term health care markets, pharmaceutical or medical products industries.
• Ability to coordinate a high level of activity under a variety of conditions and constraints.
• Proven ability to manage and grow revenue for large, strategic accounts
• Strong analytical and strategic thought leadership skills with the ability to plan and execute at the tactical level
• Superb communications (written and oral) and interpersonal skills required
• Ability to build and manage teams, develop consensus and collaboration across multiple, cross-functional teams
• Results driven, possess insight and ability to provide direction and innovation to daily responsibilities.
• Strong working knowledge of Microsoft Office applications and client-server, web-based applications capabilities.

• Demonstrated expertise negotiating complex agreements and influencing C-suite and senior executive stakeholders.

• Experience using AI-enabled tools, analytics, automation, or process improvement to enhance sales effectiveness and operational efficiency.
• Strong revenue-management, analytical, strategic, communication, interpersonal, and technical capabilities, with a consistent record of innovation and results.

• 50% travel

The physical demands and work environmental characteristics described here represent those that an employee must meet to perform the essential functions of this job successfully. Reasonable accommodation may be provided to enable individuals with disabilities to perform essential functions.

• Physical Demands: While performing the duties of this job, the employee is occasionally required to move around the work area; sit; perform manual tasks; operate tools and other office equipment such as computers, computer peripherals, and telephones; extend arms; kneel; talk and hear. The employee must occasionally lift and move up to 15 pounds.
• Mental Demands: Employees must follow directions, collaborate well with others, and manage high workloads.
• Work environment: The noise level in the work environment is usually minimal.

Managed Health Care Associates, Inc. (MHA) is a leading health care services and technology company that offers a growing portfolio of services and solutions to support the diverse and complex needs of the post-acute health care provider. MHA provides expertise in Group Purchasing, Managed Care and Payer Contracting, Reimbursement Management, Specialty Pharmacy Solutions, Pharmaceutical Data Analytics, Consultant Pharmacy Software and Legislative Advocacy. Through the delivery of innovative health care services and solutions, MHA helps members increase operational efficiency, maximize business growth, and provide optimum care for their patients.

Founded in 1989, MHA was purchased by Roper Technologies, Inc. in 2013. Roper Technologies is a constituent of the S&P 500, Fortune 1000. The Company operates market-leading businesses that design and develop vertical software and technology enabled products for a variety of niche markets. To learn more please visit www.mhainc.com.