Sales Rep -Pharmacy Benefits

Description

The Sales Representative (Sales Rep) is a member of the Sales Team reporting to the President/COO, this individual will contribute to the growth of the company through the identification, development, and execution of marketing strategies and sales strategies focused on existing Third Party Administrator (TPAs) relationships, channel partners and broker coalitions. The Sales Rep will be responsible for achieving individual sales target/goal by building relationships within a defined sales territory with currently contracted Third Party Administrators (TPAs), channel partners and broker coalitions.

DUTIES

• Execute direct sales strategies and tactics that maximize CerpassRx's growth and customer satisfaction that target existing TPAs, broker coalitions and channel partners
• Develop and execute a sales plan to grow CerpassRx through new business efforts within the above channels
• Maintain understanding of CerpassRx products, services, and value proposition
• Support new business marketing activities via joint meetings and marketing efforts as well as support for proposals
• Participate in prospect closure activities and finalist meetings
• Build relationships and communicate the CerpassRx value proposition; create opportunities and assist with the RFP process
• Target prospects within defined existing TPAs, broker coalitions and channel partners and actively promote CerpassRx accordingly

KEY RESPONSIBILITIES

• Achieve Sales goal set by President/COO
• For identified existing TPAs, broker coalitions and channel partners, identification of brokers and consultants that specialize in PBM, develop a plan to target them, share the CerpassRx value proposition, and generate opportunities
• Develop and manage growth opportunities within the defined sales territory
• Maintain current and future a sales activities and opportunity management in CRM (Salesforce)
• Sales process management; maintenance of key prospects and consultants; tracking of and reporting on activity and results; prospect review to determine viability and if continued activity is warranted
• Partner with partner relations to cultivate relationship management with existing TPAs, broker coalitions and channel partners
• Involvement in the development of the value proposition of the CerpassRx
• Development of estimated sales volumes and a formal marketing and sales plan
• Assist in the proposal process and attend finalist meetings as required
• Partnership with other CerpassRx departments to ensure new business is implemented and managed correctly
• Identification of gaps between what prospects are looking for and the CerpassRx model
• Industry trends monitoring to help CerpassRx remain competitive

KEY COMPETENCIES:

PBM Knowledge

• Understands the basics of how to the PBM industry is structured and can use that knowledge to grow within a sales role.  PBM sales is not a requirement as this position is designed to groom a candidate to become an efficient Regional Vice President of Sales within CerpassRx

Strategy Management

• Partially understands the environment including CerpassRx's marketplace, industry, competition, and regulatory environment as well as understands how the components of CerpassRx business model (i.e., strategy, finances, operations) make CerpassRx competitive in the marketplace
• Understands 1) the CerpassRx business processes, systems, tools, regulations, and structure and how they interrelate to provide products and services that create value for CerpassRx customers, consumers, and key stakeholders; 2) how the value created for customers, consumers, and key stakeholders aligns with the CerpassRx vision, business, culture, value proposition, brand promise, and strategic imperatives; and 3) the CerpassRx past and present achievements and shortcomings to assess strengths, weaknesses, opportunities, and risks in relation to the competitive environment

Territory Management

• Manage multiple client assignments (e.g. TPA, Channel Partner, Broker) within the defined sales territory
• Track regional sales results and make adjustments as warranted
• Report competitive intelligence or information to the leadership team

Enabling the Building of Human Capital

• Focus on the Customer
• Maintains close awareness of the needs and perspectives of customers and uses the insight for the benefit of the business
• Strives for excellence
• Demonstrates the ability to achieve results, outperform the competition, and win through continuous upgrading of one's own work performance
• Takes the initiative to help others develop and enhance their capability to contribute to CerpassRx

Implementation/Execution

• Effectively leverages available resources (finances, people, time) to accomplish objectives and maximize client satisfaction in the sales process
• Makes appropriate decisions in the face of ambiguity; anticipates and resolves barriers and constraints

Qualifications

QUALIFICATIONS

Skill Set:

• Proven success in achieving and executing in previous roles in the PBM industry
• Ability to organize and manage multiple priorities and/or projects using appropriate methodologies and tools
• Strong written and oral skills as well as excellent interpersonal skills; ability to communicate about technical matters in layman's terms as well as clearly articulate thoughts, vision, and direction
• Clear understanding of today's marketing business
• Outstanding collaboration practices, with proven ability to work with internal and external customers
• A desire to achieve financial acumen to understand a PBM quote and different pricing methods employed by the PBM industry
• A desire to build lasting relationships with key consultants, brokers, TPA’s and channel partners
• Proficient in tracking activity either through Salesforce or some other CRM tool

Requirements:

• Knowledge of medication nomenclature, a pharmacist is preferred
• Ability to travel up to 50% of the year
• Cleared background check

Salary : $65,000 - $100,000