Pharmacy Benefit Management (PBM) Sr Sales Director - ClearScript
Fairview Health Services
Location: Saint Paul, Minnesota
Internal Number: 2021-76534
Achieve assigned sales goals. Prospect new clients directly or through third party relationships. Cultivate and maintain successful relationships. Explore new and innovative opportunities and market approach to drive growth. Create and deliver presentations highlighting ClearScript.
Based in the Twin Cities Metro area, this position will require residency within proximity of the workplace. As this position offers some ability to telecommute, it is the expectation the following requirements of the remote work policy will be met, including but not limited to:
Remote workspace that is clean, safe,andprofessional.
Maintains an internet connection consistent with Fairview standards at remote workspace.
Remain productive and responsive during their scheduled work hours.
Attend primary Fairview location, as needed.
Achieve assigned sales goals
Develop, implement, and execute assigned sales plan. Work directly with the ClearScript management team and the sales, product development, and marketing team to coordinate sales efforts.
Review, analyze, and develop sales plan to respond to changes in referral source activity/employer group mix. Prioritize sales efforts with input of ClearScript management team.
Recommend and participate in the development of sales materials as needed, and continuously monitor and evaluate the effectiveness of the content.
Prepare and present regular sales strategy, contacts and progress reports using CRM pipeline tools and reports for ClearScript sales and management teams.
Manage sales prospects proactively from target identification, through prospect development and the proposal development process, concluding with effective positioning and presentations to win the business.
Successfully transition client from sales to account management. Participate in obtaining and communicating written documents related to contracts.
Prospect new clients either directly or through third party relationships
Initiate sales calls to targeted third-party channels as well as self-insured employer groups. Key contacts may include brokers, consultants, third-party administrator senior-level sales and account executives as well as client VP/Director of Human Resources, CFO, CEO.
Prompt follow-up and continued monitoring of all potential leads for current and future opportunities through diligent use of CRM tool.
Cultivate and maintain successful relationships.
Grow contacts with third-party channels and clients and document and maintain through diligent use of CRM tool.
Communicate and coordinate key aspects of third-party channels and clients cross-departmentally to ensure the client is successfully implemented, serviced and managed.
Assist in the renewal process of clients.
Actively engage in creating a high-performing, energized, and "fun at work" sales team culture, emphasizing reward and recognition.
Explore new and innovative opportunities and market approach to drive growth
Monitor competitive innovations inside and outside assigned geographic market, as well as innovations outside PBM industry.
Attend virtual events and webinars hosted by thought leaders within and outside PBM industry; utilize and read trend reports and competitive intelligence, e.g. quarterly earnings reports.
Regularly obtain feedback from existing clients, former clients, potential clients to discover new products or service offerings, new support or value-add options, and ways to better manage and service.
Capture negative feedback and handle as opportunity to improve.
Put ideas into action by leading periodic strategic workshops to align ClearScript leadership, product development, marketing with insights to potential opportunities.
Create and deliver presentations highlighting ClearScript.
Participate in the development of sales and marketing material in conjunction with ClearScript sales/product development/marketing. Continuously monitor and evaluate the effectiveness of the content to update as needed.
Identify needs and coordinate effort to provide educational sessions to appropriate referral sources, such as full WebEx presentations.
Prepare and present to self-insured employer groups, Third Party Administrators, Health Care Brokers, Human Resources industry trade groups, Business Executive industry trade groups, PBM industry trade groups.
Coordinate sales and PBM education exhibits at health care and trade group conferences, health fairs, business expos, conferences, etc.
Introduce new ClearScript programs and products to third party channels and self-insured employer groups.
Knowledge, Skills and Abilities Needed
Proficiency in Microsoft Office suite. Proficiency in CRM tools (Mobile ACT! preferred).
Excellent oral and written communication skills. Excellent professional appearance and presentation skills, along with considerable tact and diplomacy. Excellent interpersonal skills with demonstrated excellence in customer service. Proficient in the English language. Must be able to explain technical information to a variety of audiences.
Strong work ethic, achievement oriented and motivated self-starter who can work independently.
Excellent organizational skills, attention to detail, and ability to manage multiple priorities in a fast-paced, growing environment while following policies and procedures.
Strong negotiation skills and the ability to gain acceptance from others, resulting in a mutually beneficial outcome. Ability to problem-solve creatively and innovatively. A team player with proven ability to listen, extrapolate information and leverage resources to effectively provide solutions to meet customer/prospect needs.
Personal and professional integrity.
Strong analytical and decision-making skills.
Bachelors Degree Healthcare, Marketing, Business, or related field.
Minimum 5 years business-to-business sales experience in the managed care industry (pharmacy or medical insurance benefits).
Proven track record for achieving targeted pharmacy or medical insurance benefits sales goals.
Proven track record of successful sales experience with established relationships with insurance brokers and consultants in the Minnesota market or surrounding states.
Experience working with key decision makers and C-level executives in Minnesota market.
MBA or other advanced degree preferred.
5+ years PBM-specific sales experience and/or pharmacy consultants with proven track record for achieving sales goals.
Experience with PBM services, pricing, clinical and sales along with a solid understanding of the impact of sales activities on operational functions and profitability.
Active Life/Accident/Health Insurance license.
Additional Requirements (must be obtained or completed within a period of time) :
Optional telecommuting. Telecommuters will be required to adhere to Fairviews telecommuter policy. Must have the ability to provide a high-speed DSL or cable modem for a home office (Satellite and Wireless Internet service is NOT allowed for this role). A minimum standard speed of 10x2 (10mbs download x 2mbs upload) is required. A dedicated home office space, with a locked door, lacking ongoing interruptions to protect member PHI / HIPAA information.
Up to 50% routine travel within territory (Minnesota, Wisconsin, Iowa) with occasional overnight travel. Must own/operate a licensed motor vehicle.
Physical requirements: Move sales materials to meetings on a regular basis that involves some heavy carrying and lifting to set up displays.
Respect the confidentiality of all information, including information regarding patients, clients, staff members and Fairview and ClearScript business issues, and share information only with those who need to know.
Together with the University of Minnesota and University of Minnesota Physicians we have created M Health Fairview. M Health Fairview is the newly expanded collaboration among the University of Minnesota, University of Minnesota Physicians, and Fairview Health Services. The healthcare system combines the best of academic and community medicine — expanding access to world-class, breakthrough care through our 10 hospitals and 60 clinics.
Fairview Health Services (fairview.org) is an award-winning, nonprofit health system providing exceptional care across the full spectrum of health care services. Fairview is one of the most comprehensive and geographically accessible systems in the state, with 10 hospitals—including an academic medical center and long-term care hospital—serving the greater Twin Cities metro area.
Its broad continuum also includes 60 primary care clinics, specialty clinics, senior living communities, retail and specialty pharmacies, pharmacy benefit management services, rehabilitation centers, counseling and home health care services, medical transportation, an integrated provider network and health insurer PreferredOne. In partnership ...with the University of Minnesota, Fairview’s 32,000 employees and 2,400 affiliated providers embrace innovation to drive a healthier future through healing, discovery and education.