Sales Director - Self-Insured

MedImpact•San Diego, CA

About The Position

MedImpact Healthcare Systems, Inc. is looking for extraordinary people to join our team! Why join MedImpact? Because our success is dependent on you; innovative professionals with top notch skills who thrive on opportunity, high performance, and teamwork. We look for individuals who want to work on a team that cares about making a difference in the value of healthcare. At MedImpact, we deliver leading edge pharmaceutical and technology related solutions that dramatically improve the value of health care. We provide superior outcomes to those we serve through innovative products, systems, and services that provide transparency and promote choice in decision making. Our vision is to set the standard in providing solutions that optimize satisfaction, service, cost, and quality in the healthcare industry. We are the premier Pharmacy Benefits Management solution! Job Description Summary: The Sales Director works as an integral part to the Sales team to lead all aspects of territory management of the assigned territory. This includes but not limited to, working with brokers, consultants, prospective clients and related sales & marketing initiatives to achieve stated sales targets. The Sales Director will work cross-functionally with MedImpact business units in RFP management, pricing, analytics, account management, contracts and other key departments to ensure successful onboarding of new clients.

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.
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.
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 Haves

Prior 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.
Previous PBM selling experience is a plus.
Insurance license is required to sell PDP product line.

Responsibilities

Continually 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.
In concert with the Strategic Relations team, 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.