JOHN SHAY
Smithfield ,RI
Summary
An accomplished professional with 12 years of experience in the Pharmacy Benefit Management (PBM) industry, I have established myself as an expert in developing and managing strategic relationships with clients, vendors, and industry stakeholders. Throughout my career, I have consistently demonstrated an exceptional ability to understand the shifting market trends, develop brand awareness, and create market differentiators that deliver measurable results. In addition, I possess outstanding interpersonal communication skills that have enabled me to collaborate effectively with cross-functional teams, build consensus, and drive success. With drive and grit, I have been able to deliver service and results that exceed expectations.
Overview
11
11
years of professional experience
Work History
VP, Strategic Relations
IPM
02.2024 - Current
- Increased industry relations by implementing targeted outreach strategies and holding strategic meetings, resulting in 100% increase in the RFP pipeline and 85% of strategic partner meetings from new relationships.
- Collaborated with senior executives to develop and review strategic alliances and initiatives to accelerate growth in market advantages and share.
- Negotiated high-value contracts and master agreements that maximized profitability and proposal efficiency while minimizing workload for internal and external partners.
- Identified opportunities to improve business process flows and productivity.
- Curated competitive intelligence, market feedback and broker and consultant pharmacy strategies and analytic methodologies to build and present partner profiles and playbooks to understand broker and consultant operations, increase sales and proposal response efficiencies.
- Supported and advised in the rebranding and messaging of the company's value story and identity to deliver a more compelling value story to the industry.
- Remodeled our growth and engagement strategies to rebuild strong relations with the company's passive approach to scaling business through key relationships.
- Implemented a new industry partner collaboration framework to increase partnership satisfaction, relationship morale to aid in continued growth. This included items such as broker educational and training programs, shared marketing and client prospecting and partner satisfaction surveys.
VP, Broker Relations
Elixir Solutions
10.2021 - 02.2024
- Oversaw the strategic development, deployment and management of Elixir's national broker relation strategy, with an overall enterprise goal to accelerate pipeline growth in the mid-market space.
- Presented and negotiated with key insurance firm executives, forming 15 key valued arrangements and cultivating new channels to scale the enterprises volume of business.
- Coordinated with clinical, legal and underwriting to establish periodic meeting to proactively enhance our pricing and guarantees to meet market demands, resulting in increased satisfaction and loyalty.
- Consulted and advised both C-Level Executives and the Regional Vice Presidents on the current dynamics of the broker market, delivering insightful brokerage profiles and operative strategies, to better position the efficiency of our business development activities.
- Lead projects with key internal stakeholders, innovating additional services such as customized marketing calendars, webinars and events leading to an overall rise in broker engagement and a diverse portfolio of partners.
- Increased pipeline in 2023 by 300k+ lives from all new broker and consultant relations for all regions, developed and executed 15 new national and regional preferred partnerships and built 1 new coalition.
Strategic Account Executive
BeneCard PBF
06.2020 - 10.2021
- Provided strategic planning, direction and leadership in direct support of BenecardPBF's union and labor book of business, advising and retaining $50M in yearly pharmacy spend.
- Took lead role in pharmacy strategy development for my existing book of business to ensure overall client satisfaction, leading to full retention, profitability and satisfaction to the client and consultant.
- Organized internal resources as necessary such as analytics, clinical and operations to deliver expertise advise in specialized areas, leading to an increase in adoption of clinical programs and decrease in going out to bid.
- Delivered industry insight and forecasted trends to effectively position pharmacy management programs and strategies, leading to the addition of varied revenue streams.
- Act as outward-facing, dedicated resource for assigned accounts and consultants, presenting periodic reviews and market updates.
- Successfully managed ongoing contract terms and pricing negotiation, ensuring we were competitively placed and aligned with the market.
Channel Partnership Development
Truveris
02.2018 - 05.2020
- Developed channel partnership strategy for Truveris' payer market, resulting in an overall increase in market penetration and strategic alliances.
- Built and implemented strategic initiatives and processes across the Payer Channel development team that led to 120 new meetings and increase in partnerships.
- Managed the achievement of 2020 departmental OKRs (Objectives and Key Results) and the ongoing success and quarterly objectives, ensuring their long-term achievement.
- Implemented workflow structure between channel partners and sales directors, establishing standardized processes and handoffs.
- Managed internal and external distribution lists, partner account plans, addressable market, refining our value story and execution of partnership proposals.
- In 2020, added pipeline of over $7M+ in new business development from new channel partners.
- Curated ongoing marketing collateral and branded materials that drove broker market engagement.
Account Executive
CVS Health
06.2013 - 01.2018
- Managed $75+ million in pharmacy benefit management revenue and servicing two complex coalitions.
- Responsible for various critical components of servicing coalition relationships which included overseeing the account service performance and pricing and contract competitiveness.
- Developed and constructed creative ways to dynamically manage trend and cost.
- Managed weekly, bi-weekly, monthly, quarterly and annual meetings and reviews for each client based on their suggested timeframes to help demonstrate dedication and attentiveness to the client's specific needs.
- Attended finalist meetings for ongoing prospect meetings for potential new business.
- Participated and contribute to yearly coalition summits by presenting and devising unique and informational marketing strategies such as on-going monthly touch points and coalition newsletters.
- Exceeded sales goals in 2016 by 2000%+ and in 2017 by 200%.
- Client Success Scores, 4.9 / 5.0.
Education
Master of Science - Management, Human Resources Management
Lasell College
03.2014
Bachelor of Arts - Communication, Corporate Communication
Framingham State University
05.2011
Skills
- CRM and Salesforce Proficiency
- Microsoft Office
- Market Development
- Sales Training & Leadership
- Complex Sales
- Developing Operational Procedures
- Channel Development
- Strategic Initiatives / Strategic Plan
- Implementation
- Project Management
- Go-to-Market Strategies
- Pharmacy Benefit Management
- Sales Pipeline Acceleration
- Presentation & Public Speaking Skills
- Client Services & Retention
- Data Analytics
Awards
02/2022, Collaboration Champion, Elixir Solutions
Timeline
VP, Strategic Relations
IPM
02.2024 - Current
VP, Broker Relations
Elixir Solutions
10.2021 - 02.2024
Strategic Account Executive
BeneCard PBF
06.2020 - 10.2021
Channel Partnership Development
Truveris
02.2018 - 05.2020
Account Executive
CVS Health
06.2013 - 01.2018
Master of Science - Management, Human Resources Management
Lasell College
Bachelor of Arts - Communication, Corporate Communication
Framingham State University
Similar Profiles
Abigail HaydenAbigail Hayden
Assistant Property Manager at IPMAssistant Property Manager at IPM
David MartinDavid Martin
Maintenance Technician at IPMMaintenance Technician at IPM
Isaias ValdezIsaias Valdez
Pest Technician at IPMPest Technician at IPM