Job Description
POSITION SUMMARY:
Perform functions and 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, as well as other sales and growth opportunities and initiatives while working within the limits of standard or accepted practice.
ESSENTIAL FUNCTIONS:
- Generate and identify self-insured prospects in the defined region and secure meetings with key decision makers—including senior human resource/benefits managers CFOs, EOs and Brokers/Consultants.
- Develop a complete and up-to-date database of clients and contacts; document sales activities using the tools within Salesforce.
- Secure new business in accordance with an annual sales plan and annual targets.
- Coordinate client management from commitment through contract.
- Coordinate product demonstrations—definition of key product needs aligned with specific client opportunity.
- Update territory management tools; report sales activity to management.
- Remain current of PBM industry trends and competitive knowledge.
- Works with Kroger Specialty Pharmacy Divisions on lead generation and follow up.
- Develop and execute on an annual sales plan for the defined sales territory including a marketing plan, promotions plan, key stakeholder/relationship plan, and expense budget.
- Generate, maintain, and communicate as required a full pipeline of new business prospects in the defined sales territory through proactive prospecting.
- Establish a network of sales contacts to provide KPP with a steady stream of Requests-for-Proposals (RFP) and other sales opportunities; follow-up completely and timely with all custom RFP responses to potential groups.
- Maintain strong familiarity with PBM competition, particularly any new competitive issues and products / services.
- Maintain close contact with Account Coordinators, Senior Account Manager and Implementation and Operations Coordinator to help smoothly facilitate the implementation process and management of accounts.
- Complete sales at profitable rates and move prospects smoothly into implementation. Meet established sales goals as identified by Manager, PBM Sales & Service.
- Provide management and coaching support to KPP support personnel; provides feedback to Senior Account Manager and Manager, PBM Sales and Services on performance.
- Interview, select, hire, train and assign associates. Develop and communicate performance metrics to assess the effectiveness of associates. Evaluate performance and provide direction, mentoring, coaching and necessary up-training to associates.
- Communicate regularly to associates to inform, recognize and motivate. Support development and implementation of department policies and procedures as needed; ensure associates understand and meet all requirements.
OTHER DUTIES:
- Participate in any variety of meetings and work groups to integrate activities, communicate issues, obtain approvals, resolve problems and maintain specified level of knowledge pertaining to new developments, requirements, and policies.
- Perform or assist with any operations, as required to maintain workflow and to meet schedules and quality requirements.
- Perform other related duties as assigned.