Steve Faulkner, 303-791-3092,?steve.faulkner@spencerjamesgroup.com
Position?: ?Regional Sales Manager ? Chicago and Dallas/Houston
Salary: Base $75-100k with overall target comp $200k+.
Company Information
Our client is a healthcare services company committed to creating a more efficient, affordable and accessible healthcare supply system. It is the industry?s largest independent Pharmacy Benefit Manager (PBM) with more than 25 years of experience. Today, more than 6,500 companies, ranging in size from Fortune 50 to small managed care organizations, rely on our client to help them simplify the purchase and use of healthcare services through independent benefit management. With no ownership ties to drug manufacturers or distribution channels, our client can provide unbiased solutions based on the individual needs of the employer and their employees. Its services include flexible benefit plans, prescription claims processing, a nationwide provider network of more than 64,000 pharmacies, and mail order and specialty pharmacy services.
Your Role within the Company
The most important aspect of this position is being directly responsible for generating new business sales and profitability growth in a designated region.? You will utilize direct prospecting skills, networking, and creative business development initiatives to target direct employers in addition to brokers, consultants and coalitions, etc.
?Essential Functions:
- Sell new business in order to exceed assigned annual sales goals and metrics, working within assigned territory and within target market.
- Build rapport and foster relationships with prospects, influencing them to utilize our ?PBM services
- Actively solicit new business within the prospective consultant/broker sales channel, coalitions and direct employers.
- Penetration and reach within prospective C-suite decision makers and consultant/broker community.
- Generate high-impact sales activity including cold calling, consultant/broker appointments, client meetings, networking events
- Capture competitive intelligence on marketplace activities around services, product and pricing strategies.
- Execute CRM utilization, Sales Process execution and working with other corporate systems to maximize regional opportunity
- Interface with underwriting department to establish competitive pricing.
- Collaborate with internal functions to deliver best-in-class proposals, ensure high-success rates and a good client experience.
- Ensure the complete understanding of product, price and services being offered to sell in the competitive market place.
- All other duties as assigned.
?Background Profile
- Education: A bachelor?s degree in a related field is required and a minimum of seven to ten years of related experience or equivalent combination of education and experience.
- Healthplan, Prescription Benefit Management (PBM) or Third Party Administrators (TPA) industry experience.
- Experience selling through a broker/consultant channel, in addition to employer direct selling.
- Broad and demonstrated knowledge of managed care and professional services with a 12-18 month sales cycle, and a strong understanding of market sector trends.
- Experience with Request for Proposals (RFP?s) and contracting.
- Strong understanding of strategic and consultative selling concepts.
- Ability to effectively communicate service program benefits and to C level executives.
- Tenacious motivated self-starter, track record of initiative, personal responsibility and ownership of work to meet monthly, quarterly and annual financial goals in a high growth organization.
- Ability to analyze complex sales situations and develop creative solutions to a wide variety of unique, custom challenges.
- Intellectual capacity and enthusiasm to master the technical sales aspect of services offered to customer.
- Flexible and the ability to multi-task and work in a fast paced environment.
- Disciplined to work in a home office environment
- Strong oral, interpersonal, presentation and written communication skills.
- Ability to travel within designated region as required.?? Up to 50% travel.
- Excellent business writing skills.
- Must have knowledge/experience with Microsoft Office Suite.
- Work continually with lap top/desk top computer, calculator, e-mail, and voice-mail.
? ? ? ? ? ? Personal Skills/Attributes/Qualifications
- Positive Attitude and Energy ? Exhibits an upbeat attitude, a genuine interest in others and a sense of humor. Energizes others and heightens morale through her/his attitude.
- Communication Skills ? Possesses the ability to develop and articulate ideas and information that generate understanding and creates a climate that motivates and encourages others to participate.
- Innovator ? Transforms creative ideas into original solutions that positively impact the company?s performance.
- Highly Principled ? Proves to be a professional of unquestionable integrity, credibility and character who demonstrates high moral and ethical behavior.
?Position Success Factors
Specific success factors for this position are:
- ?Broad broker/consultant, coalition and direct employer knowledge & relationships
- ?Territory opportunity penetration
- ?New business revenue
Company Employee Benefits
- A full scope of employee benefits including health, life, and long term disability insurance,? 401k, paid time off
Source: http://spencerjamesgroup.com/2013/01/regional-sales-manager/
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