JOB DESCRIPTION
Establish strong business relationships with third party administrators and other self-insured employers which may include Health Plans, Health Exchanges, Union Labor Funds, Health Care Coalitions and Health Care Consultants. Responsible for selling and assisting in the implementation and management of Prescription Benefits Management (PBM) Services, Mail Order Pharmacy Services, Specialty Pharmacy Services, Clinical Programs and other sales opportunities while working within the limits of standard or accepted practice. Demonstrate the company's core values of respect, honesty, integrity, diversity, inclusion, and safety.
RESPONSIBILITIES
- Develop sales plans, campaigns and strategies designed to achieve sales growth targets
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- Oversee requests for proposal (RFP) solicitation and response
- Achieve annual sales goal selling PBM services via brokers, consultants, PBM consultants and TPAs to in the self-funded employer market in their territory through the development of these relationships and a robust pipeline of opportunities
- Work to lead RFP response efforts in conjunction with the Proposal Team, the underwriting team, and other internal stakeholders to achieve sales goals
- Make sales presentations and conducts external client and distribution sales meetings to achieve sales goals
- Develop and maintain external relationships with senior-level decision-makers throughout assigned region to ensure KPP's brand is widely disseminated and understood
- Compile information and data related to customer and prospect interactions
- Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions
- Represent the business beyond sales department by participating in trade shows, sales workshops, sales seminars, health fairs, industry events and conferences for the purpose of collecting qualified leads and pertinent sales information as well as to keep up with market trends
- Travel for in-person meetings with customers and partners and to develop key relationships
- Demonstrate a thorough understanding of the consultative, customer-focused approach to the sales process
- Assist in the development and implementation of department policies and procedures as needed; ensure associates understand and meet all requirements
- Perform or assist with any operations as required to maintain workflow and to meet schedules and quality requirements
- Keep up with current and possible future policies, practices, innovations, and trends in the organization and the marketplace
- Travel up to 50%
- Must be able to perform the essential job functions of this position with or without reasonable accommodation
QUALIFICATIONS
Minimum
- 4+ years successful sales experience in the PBM or employee benefits industry
- Ability to strengthen team performance by sharing information, supporting sales and marketing activities and assisting management
- Ability to effectively manage competing priorities
- Ability to represent company in a professional manner and foster a positive reputation and image in the marketplace
- Ability to utilize and maintain approved database tools for contact management and coordination of sales activities
Desired
- Master's Degree Business Administration
- Bachelor's Degree Communications, Business Administration, Business Management, or any other related field required or an equivalent of this requirement in directly relatable work experience
- Advanced in Salesforce and/or other related platform for prospecting, researching, and connecting with key decision-makers and influencers to generate quality leads