Sales Director

Medimpact; San Diego (CA); On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Medical benefits

PTO & holidays

401K match

Tuition reimbursement

Referral bonus

Job summary

MedImpact Healthcare Systems, Inc. is seeking a Sales Director to lead territory management, collaborate with brokers and consultants, and drive onboarding of new clients. You will work cross-functionally on RFPs, pricing, analytics, contracts, and more to meet aggressive sales targets.

The ideal candidate has extensive healthcare/PBM experience, strong leadership, and proven ability to close high-value deals with executives. San Diego-based, with travel as required.

Qualifications

• Bachelor's degree from four-year college or university and 11 years’ related experience, 8 years’ SME experience in a healthcare or PBM environment; or equivalent combination of education and experience.
• Experience with PBM or related healthcare management industries is highly preferred.
• Proven success selling healthcare products and services to top executives and consulting firms.

Responsibilities

• Continually ensures territory growth and profitability by developing solid client relationships.
• Develops and executes strategies in territory planning, pre-sales, negotiations, proposals, and contracts.
• Identifies leads matching ideal client profiles and maintains CRM-prospect data.
• Meets sales objectives with Account and Client Service teams for onboarding and implementation.
• Organizes sales presentations, site visits, and product demonstrations to prospects.
• Collaborates with Strategic Relations to engage consultants nationally and regionally.

Skills

Territory management

Sales strategy

Prospecting

Relationship building

Negotiations

Lead qualification

CRM

Education

Bachelor's degree

Tools

Salesforce

MS Office

Job description

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.**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.**Supervisory Responsibilities** 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:ComposureDecision QualityOrganizational AgilityProblem SolvingCustomer FocusDrive for ResultsPeer RelationsTime ManagementDealing with AmbiguityLearning on the FlyPolitical 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 BonusTo explore all that MedImpact has to offer, and the greatness you can bring to our teams, please submit your resume to www.medimpact.com/careers