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Regional Sales Director (Pharmacy Benefit Management)

Company: Southern Scripts
Location: Dallas
Posted on: August 7, 2022

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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