Sales Director

Sales Director

MedImpact Healthcare Systems, Inc. is looking for extraordinary people to join our team!

Why join MedImpact? Because our success is dependent on you; innovative professionals with top notch skills who thrive on opportunity, high performance, and teamwork. We look for individuals who want to work on a team that cares about making a difference in the value of healthcare.

At MedImpact, we deliver leading edge pharmaceutical and technology related solutions that dramatically improve the value of health care. We provide superior outcomes to those we serve through innovative products, systems, and services that provide transparency and promote choice in decision making. Our vision is to set the standard in providing solutions that optimize satisfaction, service, cost, and quality in the healthcare industry. We are the premier Pharmacy Benefits Management solution!

Job Description

Prescient Holdings Group (PHG) is a healthcare company providing pharmaceutical management solutions to payers, patients, and providers. We are focused on developing the most effective strategies for optimizing drug access and spend through our suite of formulary and rebate services.

The Sales Director reports to VP Business Development and is responsible for new client sales and revenue growth of current clients. Takes the lead in identifying business and product development strategies and development of potential partnerships, alliances, and key vendor relationships. Maintains strong, positive prospect/client relationships supporting client services team ensuring customer satisfaction, product upsells, and contract renewals.

Essential duties and responsibilities include the following. Other duties may be assigned.

• Develops, maintains, and strategically partners with industry contacts, consultants, vendors, and others (i.e., key decision makers) to help generate business opportunities for new and existing clients. Initiates contractual relationships for services and assists Finance and Client Services Team representatives in setting pricing and negotiating client arrangements.
• Leads development of prospect/client business relationships including marketing and networking in order to establish business relationships.
• Leads appropriate levels of service and operational support to assigned clients by understanding and championing clients' operating requirements throughout the organization, including client business model, targeted markets, reporting, formulary, benefit design and rebate objectives.
• Prepares proposals for assigned prospects/clients. Works with Underwriting Team to ensure required data is secured for performing underwriting tasks. Prepares proposal documentation aligning with PHG standard proposal offerings. Solicits organizational alignment for client proposals that may fall outside of standard offerings.
• Prepares prospect/client contract agreements for rebate services with prospects/clients. Oversees documentation control and redline changes within contracts. Ensures terms that are outside of PHG standard contract terms are reviewed and approved by leadership team before committed to client. Creates and maintains contract amendments for client upsells and contract term changes.
• Ensures client retention and oversees client contract renewals including managing the RFP and negotiation process. Manages and prioritizes elements of negotiations within scope of total client relationship.
• Provides regular feedback on client performance to management to ensure client profitability and to ensure service and growth opportunities are maximized and incorporated into the organizational strategy planning process.
• Leads prospective client sales presentations. Prepares and introduces new product upsell opportunities to assigned clients.
• Establishes and maintains positive and productive relationship with key client contacts and executive leadership personnel at clients. Participates in client meetings when appropriate and leads onsite client visits representing PHG.
• Manages to strict procedural and quality standards, including thorough and accurate documentation for use by internal departments for rebate configuration tasks, testing protocols, claim and formulary data analysis and reporting. Thorough understanding of client data file specifications and payment processes. Relies on experience, judgment, business & systems knowledge, and technical skill to plan and accomplish goals.
• Ensures products, services and project deliverables are consistent and in compliance with client service agreements, ensure appropriate service levels are achieved, project timelines and deliverables meet client requirements, issues are identified and resolved timely, and client satisfaction is achieved. Proactively monitors client service continuum to identify and address service delivery issues and escalate concerns appropriately.
• Solves problems and develops solutions to key issues. Participates in project plan development, completes documentation throughout the project lifecycle, including creating project charters, business requirements, test plans, and project workbooks.

No supervisory responsibilities

This is an internal and external client facing position that requires excellent customer service skills and interpersonal communication skills (listening/verbal/written). One must be able to; manage difficult or emotional client situations; Respond promptly to client needs; Solicit client feedback to improve service; Respond to requests for service and assistance from clients; Meet commitments to clients.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

BS/BA and 11+ years' experience or equivalent combination of education and experience, and 8 years' of SME in respective areas

Computer Skills

Intermediate to advanced skill set in MS Office, Word, Excel, PowerPoint, project planning tools and Outlook. Experience as a user of business software applications is preferred.

Other Skills and Abilities

• Must be exceptionally consultative face to face with prospects/clients.
• Excellent organization, written and verbal communication skills. Must possess the ability to effectively and persuasively communicate proposed design solutions in a consultative manner, and provide input and guidance in a way that fosters understanding among internal partners and prospects/clients;
• Good business acumen and understanding of the business processes of PBM and rebates services;
• Good decision-making skills, including expert problem-solving skills, problem analysis and discernment under pressure;
• Good planning, organizing, prioritizing, negotiating, team building, and leadership capabilities; Demonstrated ability to positively interact with prospects/clients at all levels of their organization.
• Demonstrated accountability for achieving service commitments and ability to deliver results under tight timelines.

Reasoning Ability

• Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
• Ability to apply mathematical operations to such tasks as frequency distribution, determination of test reliability and validity, analysis of variance, correlation techniques, sampling theory, and factor analysis.
• Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

Language Skills

• Ability to respond effectively to the most sensitive inquiries or complaints.
• Ability to effectively present information to top management, public groups, and/or boards of directors.

Competencies

To perform the job successfully, an individual should demonstrate the following competencies:

Composure

Decision Quality

Organizational Agility

Problem Solving

Customer Focus

Drive for Results

Peer Relations

Time Management

Dealing with Ambiguity

Learning on the Fly

Political Savvy

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is regularly required to sit and talk or hear. The employee is regularly required to stand; walk; use hands to finger, handle, or feel and reach with hands and arms. The employee must occasionally lift and/or move up to 10 pounds.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate (examples: business office with computers and printers, light traffic).

Work Location

This position works on-site at the San Diego Headquarters or other company location (or from a remote location with management approval based on business requirements). Must provide adequate support to internal clients; be available for regular interactions and coordination of work with other employees, colleagues, clients, or vendors; as well as be available to facilitate effective decisions through collaboration with stakeholders.

Working Hours

This is an exempt level position requiring the incumbent to work the hours required