Sales Director

Sales Director

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.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

• 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.

This job has no supervisory responsibilities

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

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. Prior experience with and working knowledge of, self-insured employer groups that carve-out pharmacy benefits is highly preferred.

Computer Skills

Intermediate skills set in MS Office; Word, Excel, PowerPoint, and Outlook. Previous experience with Salesforce is a plus.

Certificates, Licenses, Registrations

None currently required although Insurance license is required to sell PDP product line.

Other Skills and Abilities

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. Previous PBM selling experience is a plus.

Reasoning Ability

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.

Mathematical Skills

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, and percentages. Ability to apply concepts of basic algebra and geometry.

Language Skills

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.

Competencies To perform the job successfully, an individual should demonstrate the following competencies:

• Composure
• Decision Quality
• Organizational Agility
• Problem Solving
• Customer Focus
• Drive for Results
• Peer Relations
• Time Management
• Dealing with Ambiguity
• Learning on the Fly
• Political Savvy

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is regularly required to sit and talk and hear. The employee is frequently required to use hands to finger, handle, or feel and reach with hands and arms. The employee is occasionally required to stand; walk and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 15 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is occasionally exposed to moving mechanical parts; fumes or airborne particles and risk of electrical shock. The noise level in the work environment is usually moderate.

Working Hours

This is an exempt level position requiring one to work the hours needed to get the job done. Therefore one must have the flexibility to work beyond traditional hours and be able to work nights, weekends or on holidays as required. This may be changed from time to time to meet the needs of the business. Typical core business hours are Monday through Friday from 8:00am to 5:00pm.

Position Location

Ideally employee should live within the assigned territory of business or be San Diego based.

Travel

This position requires domestic travel of up to 50% of the time with little or no advance notice.

The Perks:

• Medical / Dental / Vision / Wellness Programs
• Paid Time Off / Company Paid Holidays
• Incentive Compensation
• 401K with Company match
• Life and Disability Insurance
• Tuition Reimbursement
• Employee Referral Bonus

MedImpact, is a privately-held pharmacy benefit manager (PBM) headquartered in San Diego, California. Our solutions and services positively influence healthcare outcomes and expenditures, improving the position of our clients in the market. MedImpact offers high-value solutions to payers, providers and consumers of healthcare in the U.S. and foreign markets.

Equal Opportunity Employer, Male/Female/Disabilities/Veterans

OSHA/ADA:

To perform this job successfully, the successful candidate must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required.Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Disclaimer:

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.