Bethany Sullivan
Powell,OH
Summary
Accomplished pharmacy benefits management (PBM) enterprise account executive with expertise in strategic account management, client retention, and revenue growth. Managed a $560 million portfolio with a 100% renewal rate by leveraging data-driven strategies to optimize plan performance and enhance client satisfaction. Recognized for solving complex client challenges and delivering value-added solutions that generate measurable business outcomes. A trusted partner to senior stakeholders, leading cross-functional teams to develop and execute innovative strategies that enable sustainable growth and long-term client value.
Overview
26
26
years of professional experience
Work History
Senior Account Executive
Express Scripts Pharmacy Benefit Services
Powell, USA
11.2013 - 04.2026
- Led a portfolio of large national employer accounts, advising clients and working with benefits consultants to achieve prescription drug spend and trend objectives while improving patient outcomes.
- Owned and managed a $560M+ book of business (255K members), accountable for renewal strategy, client retention, and service delivery.
- Generated $1.7M in revenue while achieving 100% portfolio renewal in 2025.
- Led end-to-end RFP processes with ownership of renewal strategy, proposal responses, and finalist presentations; most recent 3-year retention rate of 98%.
- Appointed to service the organization's largest and most high-profile consultant-led coalition.
- Owned contracting and negotiation for client agreements, ensuring compliance with PBM service agreements and performance guarantee terms.
- Commanded a deep knowledge of product offerings to identify, model, and present applicable solutions to clients.
- Recruited and mobilized a cross-functional leadership team to secure the renewal of a prominent, growth client through a highly competitive 2026 RFP, resulting in a 30% increase in membership and drug spend.
- Introduced a business opportunity to senior management to partner with a transformative specialty vendor that resulted in an exclusive, long-term partnership for the organization with a new revenue stream worth millions annually, while also providing an attractive solution for clients.
- Negotiated performance guarantee penalty waivers while preserving the client relationship, eliminating company exposure of $225K per impacted client.
- Stabilized several high-value accounts following prior team mismanagement, restoring executive trust and converting 100% into referenceable client advocates.
- Recognized as a trusted advisor with top-tier client satisfaction ratings.
- Proactively developed automated pharmacy site visits for high-value and at-risk clients to showcase organizational capabilities, resulting in 100% retention of participating clients.
- Earned CEO Award for exceptional performance and going above and beyond expectations.
- Commanded deep knowledge of product offerings to identify and model applicable solutions for client presentation.
- Leveraged existing technology to create a targeted solution for a high-profile hospital system needing to drive prescriptions to its on-site pharmacies. Resulted in a 42% increase in volume, leading to the client serving as a reference for prospective clients with similar requirements.
- Led recurring Account Executive strategy sessions to improve sales alignment, knowledge sharing, and enterprise growth initiatives.
- Mentored new team members, enhancing client management skills and strategic approach through targeted coaching and guidance.
- Provided regulatory expertise to clients on pharmacy benefit compliance and risk mitigation.
Senior Account Manager
Express Scripts Pharmacy Benefit Services (formerly Medco Health Solutions, Inc.)
Dublin, USA
04.2004 - 10.2013
- Led the Account Services Plan for complex enterprise clients and served as Team Leader for select accounts.
- Serviced Medco's largest employer account with over $1B in annual drug spend and 1M+ members.
- Won Chairman's Club Award for outstanding contributions to the organization.
- Accepted a Client-initiated Award for Outstanding Service by an Account Team, the only monetary reward ever received by Medco from a client for exceeding expectations.
- Served as the client and member experience lead on a team that established an industry standard for real-time claims and financial data integration for consumer-directed health plans, helping drive market growth of 400% in five years.
- Organized and led recurring client calls, providing cross-functional updates to ensure full alignment on account initiatives, priorities, and deliverables.
Operations Manager, Account Management
Medco Health Solutions, Inc. (formerly Merck-Medco Managed Care, LLC)
Dublin, USA
06.2002 - 03.2004
- Oversaw 8 Account Coordinators in implementing complex system setups and daily account management for prioritized clients.
- Designed and led regional training initiatives that reduced operational support tickets 45% and were later adopted as organizational best practices.
- Created a talent pipeline and mentoring program that supported 60% of team promotions.
- Coordinated root cause analysis and resolution of client issues, managed escalation process, and informed leadership of emerging trends and risk points.
Account Manager
Merck-Medco Managed Care, LLC
Dublin, USA
04.2000 - 05.2002
- Owned the operational management, implementation process, and ongoing service needs of a dedicated client base consisting of employer, government, and health plan accounts.
- Utilized superior project management skills to lead 4 successful new client installations and 1 reinstallation.
- Recognized as Account Manager MVP for exceptional leadership and business acumen, resulting in an early promotion.
- Delivered plan design changes, pricing updates, and custom client requirements while maintaining strict adherence to contract and plan specifications.
Education
Bachelor of Arts (BA) - Communications
Bowling Green State University
Bowling Green, OHSkills
- Client Retention & Revenue Growth Strategy
- Large, Complex Client Management
- Strategic Account Management
- Relationship Building & Executive Engagement
- Consultative Sales Approach
- Contract Negotiation & Renewals
- Cross-Functional Leadership
- Client Satisfaction & Service Delivery
- PBM / Managed Care Expertise
- RFP Strategy & Management
Timeline
Senior Account Executive
Express Scripts Pharmacy Benefit Services
11.2013 - 04.2026
Senior Account Manager
Express Scripts Pharmacy Benefit Services (formerly Medco Health Solutions, Inc.)
04.2004 - 10.2013
Operations Manager, Account Management
Medco Health Solutions, Inc. (formerly Merck-Medco Managed Care, LLC)
06.2002 - 03.2004
Account Manager
Merck-Medco Managed Care, LLC
04.2000 - 05.2002
Bachelor of Arts (BA) - Communications
Bowling Green State University