CRAIG J. KESSLER
Greater Austin,Texas
Summary
Driven Business Development/Account Management Leader with over 20 years of successful accomplishments with large-group business and consultants/brokers in the PBM space. Strong client relationships exhibited through multiple renewals in the billions of drug spend dollars and pull through of sales initiatives. Broad experience in all segments of the industry – commercial plans, labor groups, Medicare Part D, Medicaid, health plans, and TPAs. Extensive understanding of rebate optimization - including formulary management, rebates, trade relations, and the payor/rebate aggregator/GPO dynamic. Proven skill in hiring, developing and retaining high-performance teams.
Overview
19
19
years of professional experience
Work History
Director, Business Development
PerformRx, LLC
09.2022 - Current
- Experienced sales team leader responsible for securing new partnerships with 10 PBM consultant/brokers and driving over $300M in RFI/RFP opportunities in 18 months. Oversight of new sales/upsell, consultant relations, proposal development, and underwriting of PBM services and solutions to payers in the healthcare space – Medicare/Medicaid plans, health plans, commercial and exchange clients, and labor organizations. Brand ambassador to key stakeholders in the PBM space, including consultants, brokers, competitors, and strategic partners. Advisor to external payers/decision-makers and internal business owners in showcasing the value of my company's unique benefit solutions.
Sales Director
Xevant, Inc.
01.2021 - 05.2022
- Sales leader in pharmacy data analytics solutions for PBMs, consultant/brokers, and health plans. Responsible for developing/implementing market strategy, demonstrating the value of our product in the marketplace, and effective pull-through of market initiatives. Secured business of $50M in one year. Brokered large rebate aggregator organization with direct financial relationship to pharma manufacturers and the largest GPO.
Co-Owner, General Manager
Lovering Thompson Gallery
12.2014 - 08.2020
- Co-Owner and GM of business operations of fine art gallery featuring original works by several local and national artists. Responsible for overall brand building, marketing, profitability, and public relations vis-à-vis the community locally and at large.
Senior Director, Strategic Accounts – Public Sector
Express Scripts, Inc. (Formerly Medco Health Solutions, Inc.)
03.2006 - 03.2014
- Account Management leader at Medco/Express Scripts. Led account teams servicing nearly $2 billion in annual client prescription benefits spend. Managed 7 of the most prominent public sector accounts in Texas, South Carolina, Georgia, and Kentucky, with prescription revenue ranging from $75 million to over $700 million
- Consultative expert in Medicare Part D, Specialty Drug Management, rebates/formulary management in the payer/PBM/aggregator/GPO supply chain, pharma public policy, and drug pipeline impact
- Direct P&L responsibilities/analysis, contracts, renewals, manager of several teams, presentations to C-suite leadership, leader of consultant relations, and internal collaborator on unique drug benefit solutions
- Provided effective consultancy on regulatory and legislative initiatives as needed for large state government and university clients
- Effectively led oversight of RFPs, bidders’ requirements, coordination with internal teams, support of Sales in building best & final presentations, and shepherding/participating in best and final strategy
- Responsible for presenting to and training of large groups at clients' direction
- Coached and mentored my direct reports – account managers responsible for their own books of business
Education
Bachelor of Business Administration -
New Mexico State University
Skills
- Sales & Account Management Leadership
- Revenue growth
- Consultant Relations
- Proposals & Underwriting
- Medicare Part D/Medicaid Solutions
- Pricing strategy
- Customer engagement
Websites
Timeline
Director, Business Development
PerformRx, LLC
09.2022 - Current
Sales Director
Xevant, Inc.
01.2021 - 05.2022
Co-Owner, General Manager
Lovering Thompson Gallery
12.2014 - 08.2020
Senior Director, Strategic Accounts – Public Sector
Express Scripts, Inc. (Formerly Medco Health Solutions, Inc.)
03.2006 - 03.2014
Bachelor of Business Administration -
New Mexico State University
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