Sales Director

MedImpact Healthcare Systems, Inc.•San Diego, CA

12d•$124,353 - $223,838

About The Position

The Sales Director leads territory management and growth for an assigned territory, developing relationships with brokers, consultants, prospective clients, and other healthcare-industry stakeholders. The role develops and executes sales strategies across prospecting, pricing, presentations, negotiations, contracting, and implementation handoff, and works cross-functionally with MedImpact teams to support proposals, onboarding, and successful client implementation. The position is exempt and requires flexibility to work beyond traditional hours, including nights, weekends, or holidays as needed. Typical core business hours are Monday through Friday, 8:00 a.m. to 5:00 p.m. The employee should ideally live within the assigned territory or be based in San Diego. Domestic travel of up to 50% is required, sometimes with little or no advance notice. MedImpact Healthcare Systems, Inc. is a privately held pharmacy benefit manager headquartered in San Diego. It provides pharmaceutical and technology-related solutions and services intended to improve healthcare outcomes and expenditures. The Sales Director has no supervisory responsibilities.

Requirements

Bachelor’s degree from a four-year college or university and 11 years of related experience, including 8 years of SME experience in a healthcare or PBM environment, or an equivalent combination of education and experience.
Experience working with PBM or related healthcare management industries.
Proven success selling healthcare products and services, with demonstrated sales results in a related healthcare industry.
Experience selling directly to top executives and consulting firms.
Intermediate skills in Microsoft Office applications, including Word, Excel, PowerPoint, and Outlook.
Ability to solve practical problems and interpret instructions in written, oral, diagram, or schedule form.
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, and percentages, and apply basic algebra and geometry.
Ability to read and interpret business, professional, technical, and regulatory materials; write reports and business correspondence; and present information effectively in writing and orally.
Ability to perform the essential duties, with reasonable accommodation where applicable.
An insurance license is required to sell the PDP product line.
Ability to work beyond traditional hours, including nights, weekends, or holidays as required.
Ability to travel domestically up to 50% of the time, sometimes with little or no advance notice.

Nice To Haves

Prior experience and working knowledge of self-insured employer groups that carve out pharmacy benefits is highly preferred.
Previous Salesforce experience is a plus.
Previous PBM selling experience is a plus.
Ideally, residence within the assigned business territory or San Diego.

Responsibilities

Develop business relationships with prospects to support territory growth and profitability.
Develop and execute sales strategies and tactics for territory planning, direct prospecting, relationship development, pricing, presentations, negotiations, closing, contract management, and execution.
Identify leads that fit ideal client profiles; qualify leads using established practices and maintain detailed prospect information in the CRM.
Initiate contact and follow up on sales meetings and teleconferences.
Meet sales objectives, targets, quotas, and multi-year growth goals at profitable rates.
Coordinate with Account and Client Service teams to support prospect setup, orientation, and implementation.
Work with proposal and marketing teams to create customized proposals and communications for prospective clients.
Build knowledge of prospective clients and communicate market demands and specific prospect needs to internal stakeholders.
Organize and conduct sales presentations, site visits, and product demonstrations.
Develop mutually beneficial relationships with national and regional healthcare consultants in coordination with the Strategic Relations team.
Maintain knowledge of MedImpact offerings and products, as well as competitor products and solutions.
Maintain MedImpact’s positive brand within the healthcare industry.
Share information and support sales and marketing activities to strengthen team performance.
Demonstrate leadership and results-oriented sales planning while working positively with internal colleagues and external clients.
Update Salesforce with key client information and use contact management software to manage pipeline activity and sales campaigns.
Manage the transition from business award to implementation commencement by sharing sales knowledge with colleagues in meetings and written documentation.
Educate colleagues about market dynamics and the competitive landscape.