Barbara L. MacNish
Hawthorne
Summary
Dynamic Senior Manager with over 28 years of experience in healthcare and pharmacy benefit industry focused on client management and pharmacy operations with a strong concentration of utilizing market analysis to drive strategic solutions driving growth opportunities. Recognized for consistently exceeding upsell targets, building strong partnerships, and leading high-performing teams.
Overview
29
29
years of professional experience
Work History
Senior Manager, Direct Account Management
Accredo by Evernorth
01.2023 - Current
- Lead, train, and develop Account Executive team managing $1B+ annual Revenue and over 1M prescriptions.
- Achieved over 200% of annual gross margin and upsell targets annually.
- Serve as operational and market subject matter expert across multiple internal projects and process improvements.
- Excellent communication skills with the ability to influence cross functional teams.
- Skilled negotiator building strategic internal and external partnerships ensuring contractual obligations are met with high client satisfaction levels.
Senior Account Executive, Account Management
Accredo by Evernorth
01.2012 - 01.2022
- Overall responsibility for largest direct clients, representing 65% of Accredo's direct business.
- Maintained 100% client retention over 10 years.
- Consistently exceeded sales targets annually over 250% on average.
- Developed and implemented new pricing strategy resulting in an overall increase in gross margin exceeding $100M year to date.
- Utilized market analysis, competitive intelligence, value proposition and service model to identify and target sales opportunities resulting in increased market penetration.
Director, Client Services/Reliability Process Improvements
Accredo by Evernorth
01.2007 - 01.2012
- Managed a team of seven account managers acting as an extension of Express Script/Medco Account Management teams and Accredo operations.
- Presented Accredo Value Proposition and Service/Operational enhancements regularly at Shoulder-to-Shoulder meetings.
- Partnered with PBM teams to deliver and present client-facing sales materials including service models, key differentiators and clinical value.
- Reliability Team Lead focusing on analyzing operational issues, identifying root causes, preventative measures and effectiveness monitoring.
Senior Account Manager, Medicare Part D
Medco Health Solutions
01.2004 - 01.2007
- Implemented and managed Medco Medicare Discount Card and Part D program ensuring CMS compliance.
- Internally and externally promoted the Medco PDP to exceed annual enrollment targets, created program reporting, and presented results to leadership.
Account Manager/Coordinator, Account Management
Medco Health Solutions
01.1997 - 01.2004
- Managed large employer groups with 98%+ client satisfaction.
- Led operational and service issue resolution, improving accuracy and reducing penalties.
- Supported benefit structure installation and changes, implementation and testing.
Education
Bachelor of Science - Hospitality Sales
Johnson & Wales University
Providence, RI01.1994
Skills
- Client Retention & Relationship Management
- Strategic Business Planning
- Contract Negotiation & Budget Oversight
- Revenue Growth & Market Penetration
- Team Leadership & Development
- Cross-Functional Collaboration
Programs And Awards
- Accredo Leadership Program, 2008, 2025
- Diamond/President’s Club Winner, 2017, 2019, 2020, 2021, 2022, 2023
- Leading with Excellence Leadership Program, 2025
Timeline
Senior Manager, Direct Account Management
Accredo by Evernorth
01.2023 - Current
Senior Account Executive, Account Management
Accredo by Evernorth
01.2012 - 01.2022
Director, Client Services/Reliability Process Improvements
Accredo by Evernorth
01.2007 - 01.2012
Senior Account Manager, Medicare Part D
Medco Health Solutions
01.2004 - 01.2007
Account Manager/Coordinator, Account Management
Medco Health Solutions
01.1997 - 01.2004
Bachelor of Science - Hospitality Sales
Johnson & Wales University