Regional Account Manager-Specialty Sales

Walgreens•Irving, TX

About The Position

Responsible for the promotion of Walgreen’s specialty pharmacy services to targeted physicians, nurses, practice managers and other referral sources in assigned territory. Works with clients to support and understand their overall business objectives and critical success factors. Establishes and utilizes professional relationships, internally and externally, to generate support for key initiatives, challenges, and opportunities within the territory. Develops and implements strategies and tactics to consistently met or exceed quarterly sales goals. Works across highly matrixed field organization including store operations, managed markets sales, government affairs, etc. About Walgreens Founded in 1901, Walgreens (www.walgreens.com) proudly serves nearly 9 million customers and patients each day across its approximately 8,500 stores throughout the U.S. and Puerto Rico. Walgreens has approximately 220,000 team members, including nearly 90,000 healthcare service providers, and is committed to being the first choice for pharmacy, retail and health services, building trusted relationships that create healthier futures for customers, patients, team members and communities. #LI-CB1

Requirements

Bachelor’s degree and at least 5 years of pharmaceutical or healthcare sales experience or High School Diploma/GED and at least 10 years of pharmaceutical or healthcare sales experience.
Experience with advanced selling skills promoting either a product or service to a diverse set of healthcare professionals (physicians, hospitals, case managers, nurses, clinic).
Experience developing a strategic business plan to hit financial targets within a multi-million dollar territory.
Experience in diagnosing, isolating, and resolving complex issues and recommending and implementing strategies to resolve the problem.
Experience collaborating with both internal and external resources to develop strategies that meet department and organizational goals.
Knowledge of the healthcare industry and the delivery system within the specialty pharmacy and payer segments. In addition, experience with billing procedures for hospital, medical offices and Medicare (B / D benefits).
Experience with analyzing and reporting sales data in order to identify issues, trends, or exceptions to drive improvement of results and find solutions.
Experience developing ways of accomplishing goals with little or no supervision, depending on oneself to complete objectives and determining when escalation of issues is necessary.
Experience using time management skills such as prioritizing/organizing and tracking details and meeting deadlines of multiple projects with varying completion dates.
Intermediate level skill in Microsoft Excel (for example: using SUM function, setting borders, setting column width, inserting charts, using text wrap, sorting, setting headers and footers and/or print scaling).
Basic level skill in Microsoft Word (for example: opening a document, cutting, pasting and aligning text, selecting font type and size, changing margins and column width, sorting, inserting bullets, pictures and dates, using find and replace, undo, spell check, track changes, review pane and/or print functions).
Basic skill level in Microsoft PowerPoint (for example: inserting, rearranging, hiding and deleting slides, navigating between slides, increasing list level, adding, centering and editing text, changing views, inserting a table or a note, moving objects, printing outline view and/or running a slide show).
At least 1 year of direct leadership, indirect leadership, and/or cross-functional team leadership.
Willing to travel at least 75% of the time for business purposes (within state and out of state).

Nice To Haves

Bachelor’s degree with experience calling on HIV, Hep-C and chronic inflammatory disease specialists.
Experience working with case management/discharge planning and other referral sources within a hospital infusion environment
Experience selling in healthcare, managed care, Specialty Pharmacy.
Experience working with community support groups for HIV and inflammatory diseases.

Responsibilities

Demonstrates the analytical, marketplace, and clinical knowledge and skills required for the development of strategies that grow referrals.
Exhibits strong technical proficiency in terms of the specialty pharmacy space and the services provided at Walgreens.
Has a strong understanding of the competitive landscape and how to position Walgreens.
Has a strong understanding of the market access environment and knows how to be successful with local challenges and opportunities.
Uses all analytical resources and tools available to identify opportunities and challenges within territory and build a plan of action.
Demonstrates ability an ability to build, adapt, and follow-through on an effective business plan that achieves and exceeds quarterly sales goals.
Revaluates and adapts with changing market conditions.
Invests time and effort in the areas with the greatest return on investment.
Prioritizes and stays focused on end goals in order to maximize productivity efforts.
Uses all available information to understand customers’ needs and to identify opportunities.
Understands the complexity of the account and connect the dots on where and who can influence decisions.
Creates account specific strategies and goals to grow or stabilize each individual account.
Evaluates, tracks, and adjusts plan and goals as needed.
Uses a wide variety of communication methods, selling skills, and promotional tools to appropriately influence and impact results.
Can adjust messaging and style based on customer relationship (i.e. prospect, emerging, established).
Listens, communicates, and shares information around Walgreen’s Specialty Pharmacy services to develop trust that ultimately results in customer commitment.
Leverages resources within Walgreens sales and operations organizations including Retail Management, Community Pharmacy, Central Fill, Sales Operations, Marketing, senior management, clinical staff and other functions to assist in both addressing customer issues and expanding our local business.