VP, Sales & Client Management - Employer

We’re building a world of health around every individual — shaping a more connected, convenient and compassionate health experience. At CVS Health®, you’ll be surrounded by passionate colleagues who care deeply, innovate with purpose, hold ourselves accountable and prioritize safety and quality in everything we do. Join us and be part of something bigger – helping to simplify health care one person, one family and one community at a time.

The Vice President, Sales & Client Management is a senior leadership role responsible for driving growth, strengthening client relationships, and delivering measurable value across a portfolio of PBM clients. This executive leads high‑performing sales and account management teams, oversees strategic client engagements, and ensures alignment between client objectives and pharmacy benefit strategies.

This leader owns financial performance, strategic growth, retention, and client satisfaction across a large and complex portfolio, while setting the strategic direction for how CVS Caremark serves and grows its largest and most complex employer relationships.

This VP will provide leadership across sales, account management, renewals, market checks, and client value initiatives, and plays a critical role in shaping how Caremark delivers value to employer clients at scale.

The role is highly collaborative and matrixed, requiring strong partnership across Caremark and CVS Health, including Product, Pricing, Underwriting, Consultant Relations, Operations, Technology, Finance, Marketing, Analytics, and Legal. In parallel, this leader acts as a market‑facing executive, representing CVS Caremark with senior clients, consultants, and industry partners, and contributing to how the organization evolves its service and growth model to meet the needs of today’s employer buyers.

Key Responsibilities

Sales Leadership & Growth

• Lead the team responsible for prospecting, RFP responses, finalist presentations, and contract negotiations

• Develop and execute sales strategies to drive new business and expand existing employer relationships

• Identify market opportunities, emerging trends, and competitive positioning within the PBM landscape

• Drive disciplined, profitable growth through pricing, underwriting, and contract strategy

Client Management & Retention

• Own full P&L accountability for a large employer client portfolio, including revenue, margin, retention, and long‑term value creation

• Serve as executive sponsor for key employer clients, building and sustaining trusted C‑suite relationships

• Ensure strong renewal performance, competitive positioning, and sustained client satisfaction

• Personally engage in high‑stakes client situations, finalist meetings, and strategic negotiations

Strategic Account Oversight

• Provide executive oversight for national employer account teams across renewals, market checks, and client value initiatives

• Ensure delivery of differentiated value propositions aligned to client outcomes and enterprise priorities

• Guide account teams in delivering proactive, consultative support aligned to cost management, clinical outcomes, and member experience

• Oversee governance structures including QBRs, executive updates, and performance reporting

• Support clients in navigating complex issues such as specialty drug trend, biosimilars, and 340B considerations  

Financial & Operational Accountability

• Own revenue growth, client profitability, and margin performance across the book of business

• Monitor key performance indicators including trend, savings initiatives, service levels, and client satisfaction

• Ensure effective contract management, including delivery against guarantees and identification of financial opportunities

• Execute and manage sales incentive plans aligned to client outcomes and enterprise value creation

Cross‑Functional & Enterprise Leadership

• Partner closely with Product, Pricing, Underwriting, Consultant Relations, Clinical, Operations, Technology, Finance, Marketing, Analytics, and Legal teams

• Influence product development and innovation based on client needs and market dynamics

• Serve as a key collaborator across the Caremark and CVS Health matrix to drive enterprise priorities and organizational change

Team Leadership & Culture

• Lead a large, national organization of sales and account management professionals

• Establish clear performance expectations, operating rhythms, and accountability frameworks

• Foster a high‑performance culture grounded in collaboration, execution excellence, and continuous improvement

• Drive leadership development, succession planning, and capability building across the organization

Qualifications

• 20+ years of progressive executive leadership experience, including building and leading large, geographically distributed sales and account organizations and developing future-ready talent.

• Executive accountability for large, complex employer or PBM client portfolios, including full P&L ownership and multi-year retention of high-value relationships.

• Deep expertise in PBM and payor models, including pricing structures, clinical programs, specialty pharmacy, rebate dynamics, regulatory considerations, and competitive market trends.

• Proven ability to deliver consultative, differentiated solutions that elevate client outcomes and strengthen brand positioning in complex, ambiguous environments.

• Strong strategic and financial acumen, with the ability to leverage data and market insights to balance growth, margin, and client value.

• Empowering, inclusive leadership style that fosters engagement, accountability, trust, and continuous improvement while enabling teams through transformation.

• High learning agility, emotional intelligence, and systems thinking, with the ability to operate effectively in a matrixed, enterprise environment.

• Excellent executive communication and presentation skills, with strong executive presence across diverse stakeholder groups.

• Demonstrated digital and AI fluency aligned with enterprise transformation, leveraging data and technology to deepen client insight and enhance account support.

• Willingness to travel approximately 40%.

• Location: Remote

• Education: Bachelor’s degree or equivalent experience; advanced degree valued.

Pay Range

The typical pay range for this role is:

$250,000 - $350,000

This pay range represents the base hourly rate or base annual full-time salary for all positions in the job grade within which this position falls.  The actual base salary offer will depend on a variety of factors including experience, education, geography and other relevant factors.  This position is eligible for a CVS Health bonus, commission or short-term incentive program in addition to the base pay range listed above.  This position also includes an award target in the company’s equity award program. 

Our people fuel our future. Our teams reflect the customers, patients, members and communities we serve and we are committed to fostering a workplace where every colleague feels valued and that they belong.

Great benefits for great people

We take pride in our comprehensive and competitive mix of pay and benefits – investing in the physical, emotional and financial wellness of our colleagues and their families to help them be the healthiest they can be. In addition to our competitive wages, our great benefits include:

• Affordable medical plan options, a 401(k) plan (including matching company contributions), and an employee stock purchase plan.

• No-cost programs for all colleagues including wellness screenings, tobacco cessation and weight management programs, confidential counseling and financial coaching.

• Benefit solutions that address the different needs and preferences of our colleagues including paid time off, flexible work schedules, family leave, dependent care resources, colleague assistance programs, tuition assistance, retiree medical access and many other benefits depending on eligibility.

For more information, visit https://jobs.cvshealth.com/us/en/benefits

Pay Range

The typical pay range for this role is:

This pay range represents the base hourly rate or base annual full-time salary for all positions in the job grade within which this position falls.  The actual base salary offer will depend on a variety of factors including experience, education, geography and other relevant factors.  This position is eligible for a CVS Health bonus, commission or short-term incentive program in addition to the base pay range listed above.  This position also includes an award target in the company’s equity award program. 
 

Our people fuel our future. Our teams reflect the customers, patients, members and communities we serve and we are committed to fostering a workplace where every colleague feels valued and that they belong.

Great benefits for great people

We take pride in our comprehensive and competitive mix of pay and benefits – investing in the physical, emotional and financial wellness of our colleagues and their families to help them be the healthiest they can be. In addition to our competitive wages, our great benefits include:

• Affordable medical plan options, a 401(k) plan (including matching company contributions), and an employee stock purchase plan.

• No-cost programs for all colleagues including wellness screenings, tobacco cessation and weight management programs, confidential counseling and financial coaching.

• Benefit solutions that address the different needs and preferences of our colleagues including paid time off, flexible work schedules, family leave, dependent care resources, colleague assistance programs, tuition assistance, retiree medical access and many other benefits depending on eligibility.

For more information, visit https://jobs.cvshealth.com/us/en/benefits

Qualified applicants with arrest or conviction records will be considered for employment in accordance with all federal, state and local laws.