Regional Sales Director (Pharmacy Benefit Management)
Company: Southern Scripts
Location: Dallas
Posted on: August 7, 2022
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Job Description:
Regional Sales Director (Pharmacy Benefit Management)We wanted a
PBM that worked better--- so we created one. Southern Scripts, the
leading disruptor in the PBM industry, simplifies the complexities
of navigating through the Pharmacy Benefit Manager world by
offering a value-added approach to ensure the employer absolute
freedom, control, and choice to their health plan structure without
compromising patient experiences and outcomes. We improve
healthcare and reduce rising prescription costs for employers and
their employees. We are looking for individuals who are passionate,
strong, and committed to developing systems and service solutions
that promote our business goals and commitments.Southern Scripts is
searching for incredible talent! We continue to experience
accelerated growth in a rapidly changing industry. There's never
been a better time to join our team. We are currently seeking a
Regional Sales Director. This position is fully remote from
anywhere in the United States.Role and ResponsibilitiesThe Regional
Sales Director is responsible for and leadership of year-over-year
profitable Pharmacy Benefit Management (PBM) sales growth coupled
with client retention. The Regional Sales Director embraces and
demonstrates consultative selling via servant leadership and holds
the department accountable to the same standard. The Regional Sales
Director is responsible for achieving sales objectives by marketing
directly to employers, as well as connecting with strategic
partners (including brokers and consultants) to meet/exceed
established revenue goals. In this role, the Regional Sales
Director will be responsible for prospecting and building
relationships that will lead to revenue growth. This position
requires the ability to work closely with SS team members as well
as team members inside the Strategic Partner operating companies
associated with SS. The role must operate and influence at all
customer and partner organization levels where SS solutions are
purchased and influenced.Through the onboarding process, gain a
deep understanding of the company's business model, value
proposition, and operations.Establish internal relationships with
operations, client services, legal, underwriting/finance, and
executive managementConnect with consultants, employers, brokers,
and TPAs and open the door for RFPs Develop annual sales plans
(that upon quarterly review can be adjusted for continuous growth)
using available resources and leverage new and existing business
connections to initiate and develop sales pipeline Think and plan
expansively and integrate all key influencers Develop and execute
sales strategy for meeting or exceeding revenue growth goals within
the United States.Develop and deliver sales presentations,
coordinating the various teams and resources.Achievement of annual
sales quotas/targets associated with the territory.Accurately
forecasts sales opportunities according to product, timescale, and
value.Creates a business solution consisting of services that
uniquely addresses the customer's needs. May include collaboration
with other SS team members.Communicates clearly and effectively
with management regarding risk and upside of specific opportunities
as well as overall product lines.Call on self-insured employer
groups, consultants, brokers, and third-party administrators to
sell Southern Scripts pharmacy benefit management (PBM) services
for assigned sales growth market, territory and/or market
segment.Identify potential new clients, collaborate discovery and
solution development process with the VP of Sales, pricing
recommendation and draft proposal reviews.Support processes to
secure finalized executed contract.Use SoloRx (CRM) routinely to
report sales activities to Southern Scripts leadership, by
reporting meetings, sales pipeline, project and case status,
prospective client strategies, consultants, and daily
prospect/sales updates.Accurately forecasts sales opportunities
according to product, timescale, and value.Create regional sales
plans in alignment with business objectives.Transition client to
implementation and client services teams.Achievement of annual
sales quotas/targets.Abide by all obligations under HIPAA related
to Protected Health Information (PHI).If a HIPAA violation is
discovered, whether individually or by another, you must report the
violation to the Compliance Officer and/or Human Resources.Attend,
complete, and demonstrate competency in all required HIPAA Training
offered by the company.Flexibility to understand, appreciate and
embrace that this job description is not designed to cover or
contain a comprehensive listing of activities, duties or
responsibilities that are required of the employee. Duties,
responsibilities and activities may change, or new ones may be
assigned at any time with or without notice.Expectations for the
Initial 6 MonthsThrough the onboarding process, gain a deep
understanding of the company's business model, value proposition,
and operations.Using PBM career knowledge, expertise, and success
to establish internal relationships with operations, client
services, legal, underwriting/finance, and executive
management.Connect with consultants, employers, brokers, and TPAs
to open the door for RFPs and awards.Develop a 30/60/90-day sales
plan using available resources and leverage new and existing
business connections to initiate and develop sales pipeline.Think
and plan expansively and integrate all key influencers.What We Have
to OfferOur benefits package is designed to keep our employees
happy and healthy - physically, mentally and financially. Servant
CultureMedical, Dental, Vision insuranceDisability and Life
insuranceEmployee Assistance ProgramRemote work optionsGenerous
Paid-Time OffAnnual Reviews and Development PlansRetirement Plan
with company match immediately 100% vestedRequired Skills and
CompetenciesProven track record of Pharmacy Benefit Management
sales of year-over-year profitable PBM sales growth coupled with
client retention. Demonstrated successful consultative selling an
integrated solution, or a complete PBM solution in the self-funded
employer space.Successful history of researching prospective
accounts in target market, pursuing leads and closing
deals.Demonstrated ability to articulate and execute a business
proposition in a complicated and consultative business arrangement.
Understands current overall trends in the self-funded employer
benefits sector.Understands customer's specific business goals,
strategy, financials, and challenges. Superior presentation and
communication skills, both written and verbal.Dynamic and energetic
personality.Developed stable of broker, client, and/or TPA
relationships. Position Type and Expected Hours of
WorkFull-time/Salaried/Exempt. Some flexibility in hours is
allowed, but the employee must be available during the "core" work
hours of 8:00AM to 5:00PM CT. We cover clients from West to East
Coast, work times must be adjusted to cover meetings in all time
zones. Ability to work extended hours, weekends and holidays
pursuant with industry demands. TravelThis position requires 70% -
80% travel around the United States. Required Education and
ExperienceBachelor's Degree in healthcare or health related
field.At least five years of consultative sales experience with a
successful sales record, preferably to self-funded employers. PBM
experience is required.Strong knowledge of the business space
around medical third-party administrators, pharmacy benefit
managers, provider networks and stop-loss insurance.Thorough
knowledge of brokerage networks, employer coalitions and benefits
decision makers.Southern Scripts, LLC provides equal employment
opportunities (EEO) to all employees and applicants for employment
without regard to race, color, religion, sex, national origin, age,
disability, or genetics. In addition to federal law requirements,
Southern Scripts complies with applicable state and local laws
governing nondiscrimination in employment in every location in
which the company has facilities. This policy applies to all terms
and conditions of employment, including recruiting, hiring,
placement, promotion, termination, layoff, recall, transfer, leaves
of absence, compensation and training.Southern Scripts expressly
prohibits any form of workplace harassment based on race, color,
religion, gender, sexual orientation, gender identity or
expression, national origin, age, genetic information, disability,
or veteran status. Improper interference with the ability of
Southern Scripts employees to perform their job duties may result
in discipline up to and including discharge. EOE M/F/V/D
PI188016747
Keywords: Southern Scripts, Dallas , Regional Sales Director (Pharmacy Benefit Management), Sales , Dallas, Texas
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