Sales Manager - Specialty Sales

Option Care Health•Springfield, IL

16d

About The Position

Under the direction of the VP of Specialty Sales, manages the development and execution of sales, marketing, and business development activities for a portion of the team members under the VP to exceed revenue and gross margin objectives. For their assigned reporting group, identifies growth opportunities within the specialties of Rheum, Cardiology, Gastro, Derm and Ophthalmology and include/partner with other Option Care stakeholders as needed. Directs the activities of the Specialty Sales Representatives(SSRs) who report to them to execute strategic account plans that will deliver consistent revenue, margin, and referral growth. Plays an active role in account management and business development efforts with team, engaging customers and both modeling and teaching desired behaviors. Partners with operations to resolve customer service issues and ensure both high quality service and ongoing growth.

Requirements

Bachelor’s degree, ideally in business or a clinical field, and at least 1-2 years of previous business-to-business healthcare/medical related sales leadership experience [OR] High school diploma and/or some college, with 5yrs of related business-to-business healthcare/medical sales experience.
Experience in analyzing and reporting sales data to identify issues, trends, or exceptions to drive improvement of results and find solutions.
Experience using and teaching time management skills such as prioritizing/organizing and tracking project plans and meeting deadlines of multiple projects with varying completion dates.
Experience developing and delivering presentations within Option Care and externally with customers (ex. medical director, head of case management, executive c-suite individuals).

Nice To Haves

MBA in Business Administration with at least 4 years of pharmaceutical or healthcare sales experience.
Prior experience selling strategic solutions (specialty products and/or services) to hospitals, health systems and medical groups.
Infusion/health care service experience in following therapeutic areas: anti-infective, nutrition, immunology/neurology, oncology, or transplant.
Basic understanding of billing and reimbursement procedures for hospital, medical offices, and Medicare (B/D benefits) as well as medical offices.
One year experience directly managing people including hiring, developing, motivating, and directing people as they work.
Experience in leading team efforts within highly matrixed organizations.

Responsibilities

Drives sales with their assigned team by partnering with operations counterparts to build market growth plans.
Drives sales by working across business units, leadership, and sales teams to set goals and develop sales forecasts for each assigned territory.
Insures alignment with national business unit and specialty enterprise objectives
Within their assigned team, partners with operations and payer counterparts to build regional strategic market plans to increase market penetration.
Assists in development and implementation of all promotional activities.
Engages cross-functionally to ensure awareness and alignment of sales efforts with branches in their area, sales personnel, and branch personnel.
Drive sales management system with sales reps and across the organization.
Develop SSRs to create and deliver sales presentations and lead consultative sales discussions.
Lead by example by demonstrating success in creating new business within their assigned area.
Develop a highly productive SSR team by actively engaging in selling opportunities to coach and provide developmental feedback.
Maintain strong relationships with branch management to ensure sales efforts are supported by branch service and sales efforts are aligned with branch capabilities.
Partner with operations to resolve issues in the best manner for Option Care customers.
Monitor’s competitors, industry, and sales trends in their assigned area to develop sales plans accordingly.
Analyzes input from various sources to create new initiatives.
Develops appropriate business plans for new initiatives addressing market entry strategy, financial analysis and projected costs, timelines, and necessary resources.
Monitors activity for assigned sales team to ensure appropriate focus on priority growth targets identified by management/ analytics.
Helps SSRs, and support teams to prioritize time to focus on greatest opportunities for growth.
Provides productivity analysis and feedback to sales team on performance overall and with key customers.
Identifies and provides training and development opportunities.
Serves as an expert in local market dynamics for their assigned team (including payer issues, state and government regulations, provider payment issues, etc.) and clinically in the complex disease states Option Care services.
Coaches and develops team to a high level of competency in these areas.
Responsible for appropriate staffing and utilization of resources to include hiring staff, recommending pay increases, managing sales performance, performing performance reviews, training, and development of staff, estimating personnel needs, assigning work, interpreting, and ensuring consistent application of organizational policies.
Identifies opportunities and develops relationships with alliance partners in their assigned territory outside the company to increase business.
Develops business plans to achieve goals of targeted opportunity.
Complies with accreditation, legal, regulatory, and safety requirements and assures their team does the same.
Delegate’s work and holds others accountable (AE’s, CL’s, operational partners) to focus their own time on growth opportunities and build competency/accountability within team.
Through own actions and competency level, positions their role as a ‘player/coach’ able to step in when needed to prospect and close business.