Responsibilities
- Ensures assigned territory growth and profitability by developing solid business relationships with prospects.
- Develops and executes strategies and sales tactics in the following areas: territory planning, pre-sales direct prospecting, relationship development, pricing, presentation and delivery (finalist or other), negotiations, closing and managing contracts and execution.
- Identify leads that fit within ideal client profiles for the purpose of marketing the company’s products and services.
- Maintain a detailed prospect CRM database by qualifying leads to predetermined best practices ensuring understanding of products and services that will meet potential client’s needs.
- Initiate contact and follow-up on sales meetings and teleconferences
- Meets sales objectives and targets at profitable rates and ensure prospects, in coordination with named Account and Client Service teams, have a successful set-up, MedImpact orientation and implementation.
- Meet established sales goals and quota schedule per plan year’s objectives and multi-year growth targets.
- Work with proposal and marketing teams to create customized proposals and communication for prospective clients.
- Develop familiarity with potential clients to educate internal stakeholders on the market demands and prospect specific needs.
- Organize and conduct sales presentations, site visits and product demonstrations to prospective clients.
- Fosters ongoing mutually beneficial relationships with national and regional consultants within the healthcare industry.
- Maintains a solid knowledge of all of MedImpact’s offerings and products, as well as competitor products and solutions.
- Maintains the positive branding of MedImpact within the healthcare industry.
- Strengthen the team’s performance by sharing information, supporting sales and marketing activities.
- Exercises leadership, demonstrates results-oriented sales planning, works in a positive and motivating way with internal counterparts and external clients.
- Regularly updates SalesForce with key client information and utilizes contact management software to manage pipeline activity and sales campaigns.
- Manage the award of business to commencement of implementation activity by disseminating sales knowledge to internal colleagues in formal and informal meeting settings and written documentation.
- Help educate colleagues on market dynamics and competitive landscape.
Requirements
- Bachelor's degree from four-year college or university and 11 years’ related experience, 8 years’ of SME experience in a healthcare or PBM environment; or equivalent combination of education and experience.
- Experience working with PBM, or related health care management industries.
- Intermediate skills set in MS Office; Word, Excel, PowerPoint, and Outlook.
- Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
- Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
- Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, and percentages.
- Ability to apply concepts of basic algebra and geometry.
- Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
- Ability to write reports and business correspondence.
- Ability to effectively present information in both written and oral formats and respond to questions from groups of managers, clients, customers, and the general public.
Nice to Have
- Previous experience with and working knowledge of self-insured employer groups that carve-out pharmacy benefits is highly preferred.
- Previous experience with Salesforce is a plus.
- Proven success selling healthcare products and services, along with demonstrated sales results in a related healthcare industry.
- Prior experience selling directly to top executives and consulting firms.
- Previous PBM selling experience is a plus.
Benefits
- Medical
- Dental
- Vision
- Wellness Programs
- Paid Time Off
- Company Paid Holidays
- Incentive Compensation
- 401K with Company match
- Life and Disability Insurance
- Tuition Reimbursement
- Employee Referral Bonus
Work Arrangement
On-site
Additional Information
- This position is not eligible for Sponsorship.
- The employee is regularly required to sit and talk and hear.
- The employee is frequently required to use hands to finger, handle, or feel and reach with hands and arms.
- The employee is occasionally required to stand; walk and stoop, kneel, crouch, or crawl.
- The employee must occasionally lift and/or move up to 15 pounds.
- The employee is occasionally exposed to moving mechanical parts; fumes or airborne particles and risk of electrical shock.
- The noise level in the work environment is usually moderate.
- This is an exempt level position requiring one to work the hours needed to get the job done. Therefore one must have the flexibility to work beyond traditional hours and be able to work nights, weekends or on holidays as required. This may be changed from time to time to meet the needs of the business. Typical core business hours are Monday through Friday from 8:00am to 5:00pm.
- Ideally employee should live within the assigned territory of business or be San Diego based.
