Regional Sales Executive

Independent Health•Buffalo, NY

1d•Hybrid

About The Position

The Regional Sales Executive will be the face of PBD and the lead storyteller of our organization. They will cultivate a robust pipeline of business opportunities through connections and relationship building with key market stakeholders such as brokers, consultants, third party administrators, and more. They will work collaboratively with Marketing and established marketing guidelines to create collateral, communication materials, and strategies to effectively engage with the market and showcase our strengths. They will be responsible for meeting sales productivity goals, developing new markets, attending prospective client meetings in-person and virtually, and other duties as needed to promote PBD’s sales efforts. The position will demand a proactive approach to relationship management, with a focus on consulting with stakeholders to accomplish business objectives, drive demand, and achieve growth. The Regional Sales Executive will be an expert in PBD products, services, client offerings, and pricing models. They must be comfortable and confident in conducting meetings with brokers, high level executives, consultants, and prospective clients and persistently seek opportunities to earn new business. The Regional Sales Executive will be responsible for the quality, accuracy and timeliness of all requests for proposal and information (RFP and RFI) responses and opportunities they bring in and will lead the entire sales cycle for their customers from prospect to close. The Regional Sales Executive will provide weekly agendas, call/visit logs, and updates to our customer relationship management (CRM) tool regularly with their manager and leadership team.

Requirements

High school diploma or GED required.
Three (3) years of successful corporate sales experience to include working with healthcare consultants, brokers, TPAs, payer/provider networks or pharmaceutical companies required.
Exceptional ability to win new business with proven track record of meeting or exceeding individual business goals and objectives.
Strong organizational, problem-solving, process management and analytical skills with the ability to manage multiple priorities and bring projects to completion.
Travel required.
Any PBD employee who uses a motor vehicle in the course of their duties representing PBD must be compliant with State Motor Vehicle laws and must follow the Policy that pertains to Driver’s License Requirements as a condition of employment.
Strong PC skills required including Microsoft Word, Excel and PowerPoint and the ability to learn and utilize contact management systems such as HubSpot in an effective and efficient manner.
Excellent verbal and written communications skills, ability to develop cooperative working relationships with internal staff, manufacturers, and providers.
Successful sales and customer retention ability and skills.
Proven examples of displaying the PBD values: Trusted Advisor, Innovative, Excellence, Guardianship, Dedication and Caring.

Nice To Haves

Bachelor’s degree preferred.
PBM experience preferred.
Ability to effectively use professional social media networking tools, including LinkedIn, preferred.

Responsibilities

Meet and exceed all sales goals as set by the business.
Utilizing marketing guidelines and industry knowledge, develop and update sales and marketing material templates (one-pagers, presentations, etc.) to use as effective communication tools.
Educate client sales, marketing, and account management teams on current topics in the industry, new product developments, and the competitive landscape; provide collateral materials and sales support to help facilitate the sales process.
Build a strong professional relationship between PBD and the broker, consultant, and payer community to facilitate the successful acquisition of new business and maintain accurate pipeline status and sales reporting/forecasting in CRM.
Increase PBD’s market share through brokers and agents by developing new strategies and meeting with brokers and agents periodically to review sales performance and opportunities.
Ensure accurate PBD products and company information is communicated through ongoing training of current selling brokers and agents and continued development of new agents.
Monitor the market to remain competitive with other service offerings and activities.
Lead the RFP process for any RFPs/RFIs and opportunities they bring in to ensure that all requested information is completely and accurately provided, and responses promote PBD as the best solution for the client.
Ensure all required timeframes and submissions are met.
Provide support throughout the finalist process and close of sale.
Establish and maintain successful working relationships with associates at parent company, other affiliates, and PBD.
Maintain detailed records of all contacts and meetings.
Provide backup documentation, call sheets, and other information as needed.
Create reports and sales analytics.
Promote and sell the organization's products and services within an assigned geographic area, product range, or list of customer accounts to achieve significant sales targets.
Pursue sales leads; meet with existing and new customers who may be of strategic importance to the organization; assess customer needs and suggest appropriate products and services; respond to more complex customer enquiries; negotiate prices and delivery times within limits of authority and conclude sales orders to meet revenue targets.