Kelly Ray
Washington
Summary
Results-oriented client relationship leader with over 20 years of experience providing strategic direction for complex customer accounts in diverse areas of healthcare management and administration. Highly skilled at growing existing client base through individualized solutioning for customer needs. History of success fostering collaborative internal relationships with stakeholders that promote engaged, empowering work cultures and positive outcomes for client-partners.
Overview
15
15
years of professional experience
Work History
Vice President of Account Management II
Magellan Healthcare/ Evolent Health
07.2020 - 07.2023
- Senior team leader accountable for improving the performance of 22 Client/ Account Management leaders including 3 Vice Presidents, and 5 Directors, focused on strong client relationship development and business growth
- Achieved a consistent client retention rate of over 90% and satisfaction scores above 98%.
- Consistently increased average portfolio size of book of business with existing clients annually by over 25% through acquisition of new lines of business and/or sales of additional product offerings
- Negotiated high-value contracts with National Health Plans that maximized profitability while mitigating risks for the company.
- Developed the first set of Core Competencies for all levels of Account Management and aligned performance goals to support and measure the developmental success of the team
- Established formal processes with all internal senior leaders to ensure that client needs and concerns were effectively articulated, met and addressed
Vice President & General Manager, Client Management / Health PLANS
Optum RX
12.2018 - 11.2019
- Recruited to hire staff, and lead regional Account Management teams serving key pharmacy benefit management accounts across the Southeast
- Hold full P&L accountability for annual $3,2b in drug spend for large health plan customers throughout the SE and over $20m in annual performance standard management
- Provided strategic direction, decision making, and issue resolution throughout entire implementation process of securing central office space in SC; recruiting and staffing 11-person Client Management Team; and establishing and leading 14-member Account Management Team—all to be prepared for business go-live in 2020.
- Served as escalation point in resolving complex issues to enable smooth business transition and go-live readiness
Senior Director of Account Management
Magellan Healthcare
05.2015 - 11.2018
- Directed health plan book of business including a 6.5m member national Health Plan with $350m in annual revenue
- Consistently delivered 200%+ of annual sales goals.
- Fully accountable for profit and loss (P&L) across portfolio of large commercial and government Health Plan accounts, forging outstanding relationships with senior leadership executives that ensured long-term retention
- Partnered with specialty product teams in areas of pharmacy, radiology, cardiology, and physical medicine, to continually enhance and deliver market-competitive products and services
- Drove customer service satisfaction metrics to 5/5
Strategic Account Executive
Catamaran (Pharmacy Benefit Manager Now OptumRx)
10.2013 - 05.2015
- Managed strategic portfolio of employer group accounts representing $150m in pharmacy benefits revenue
- Increased gross profit margin across accounts by 10% within first year
- Conceptualized and co-led development of Sales Finalist Meeting training and evaluation program for new members of Account Management
- Collaborated with business and operational teams to execute strategic sales plans.
National Account Executive
Medco Health Solutions, PBM (Now Express Scripts)
05.2008 - 02.2012
- Oversaw $300m national portfolio of pharmacy benefit accounts
- Managed cross-functional, client group teams of Clinical Account Executives, Financial Analysts, and Account Managers in top-notch account acquisition, development, and retention efforts
- Negotiated business agreements and contracts
- Collaborated cross-functionally to develop client-specific new products and services
- Sustained 100% account retention rate for 3 consecutive years, scoring 6.5/7 in client satisfaction across bob.
- Provided analytical rationale to identify, develop and implement activities within allocated account base.
Education
Master of Social Work - Mental Health & Employee Assistance
University of Maryland At Baltimore
Baltimore, MarylandSkills
- Leadership and People Development
- Analytical and Critical Thinker
- Relationship Building
- Contract Negotiation
- Strategic business planning
- Sales Presentations
- Cross-Functional Collaboration
- Account Management
- Succession Planning
- Client Engagement
- Pharmacy Benefit Management (PBM)
- Specialty Medical (Including BH)
Languages
Italian
Upper intermediate (B2)
Timeline
Vice President of Account Management II
Magellan Healthcare/ Evolent Health
07.2020 - 07.2023
Vice President & General Manager, Client Management / Health PLANS
Optum RX
12.2018 - 11.2019
Senior Director of Account Management
Magellan Healthcare
05.2015 - 11.2018
Strategic Account Executive
Catamaran (Pharmacy Benefit Manager Now OptumRx)
10.2013 - 05.2015
National Account Executive
Medco Health Solutions, PBM (Now Express Scripts)
05.2008 - 02.2012
Master of Social Work - Mental Health & Employee Assistance
University of Maryland At Baltimore
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