Health Plan Sales, VP - REMOTE

Prime Therapeutics•Home, WV

1d•Remote

About The Position

The Health Plan Sales, VP is responsible for new sales for the new to blue and large health plan market segment, which is a key growth channel for Prime’s PBM business unit and the broader Prime enterprise. This VP will be responsible for the new business sales development and execution of strategies and/or tactics in the following areas: Territory Planning, Pre-RFP Prospecting and Relationship Development, Proposal Development, Pricing Development, Presentation Development and Delivery (finalist or other). The key focus is to develop relationships and strategies, collaborating with identified decisionmakers and influencers at prospect health plans. Success will be measured by achievement of sales targets prospected, finalist meetings achieved, number of groups won, and/or number of lives won, and other key objectives assigned.

Requirements

Bachelor’s degree in business, marketing, sales or a related field, or equivalent combination of education and/or relevant work experience; HS diploma or GED required
10 years of experience in business development, business to business sales or sales support
Must be eligible to work in the United States without need for work visa or residency sponsorship

Nice To Haves

Excellent facilitation, presentation, and consultation skills; demonstrated ability to distill financial or PBM related concepts or situations into concise and compelling messages
Demonstrated ability to evaluate and create opportunities, develop effective selling messages, presentations, and proposals
Exceptional communication and relationship development skills both internally and externally
Exceptional organizational, project management and time management skills
Known as a subject matter expert in one or more areas within the industry
Excellent business development acumen, critical thinking and customer orientation skills
Master’s degree in business or a related field
Experience in Pharmacy Benefit Management field and/or Health Insurance

Responsibilities

Directly build and foster relationships with consultants; conduct discovery meetings, and advance awareness/understanding of Prime’s value proposition.
Work collaboratively with HPS’s Sales Development Managers and functional key stakeholders through the end-to-end Large Bid selling process
Conduct a thorough, qualitative review of RFPs with a focus accountability for health plan bid deliverables inclusive of response to plan/consultant key questions, RFP bid executive summary, finalist and capabilities presentations and the timeliness and accuracy of the overall response.
Lead the development of dossiers (Bid-at-a-Glance or BAG) or Client Status Report’s (SCRs) on assigned prospects to inform and support sales planning, with an emphasis on clearly identifying strategies to win.
Engage with Prime’s senior leaders, subject matter experts, and competition intelligence to ensure the sales department has awareness of Prime’s most current capabilities and products and provide feedback of Prime’s market competitiveness.
Collaborate with marketing department on sales campaigns, plan outreach, meeting preparation and other means of communication and with HPS sales operations to develop and maintain effective sales prospecting, database information integrity, event strategy, and sales pipeline accuracy and KPI reporting cadence.
Works with Business and Functional Unit leaders to develop proposals that manage profit, revenue, and gross margin for new prospects.
Identify gaps and lead special projects focused on improving effectiveness and implementing best practices within the Health Plan Sales department.
Partner with, and actively engage Prime’s legal counsel and cross-functional stakeholders on contracting needs of client prospects
Provide day-to-day work direction, mentoring and support to Sales Development Managers.
Participate in the staffing selection and lead sales team onboarding as assigned.
Other duties as assigned