Regional Vice President of Sales, Pharmacy Benefit Manager (PBM)
December 27, 2017
Full Time - Experienced
4 Year Degree
The RVP is responsible for managing the sales activities of a national pharmacy benefit manager (PBM) in a defined geographic territory as defined by the Chief Commercial Officer. The Director of Sales will be also be responsible for managing and developing the assigned Sales Director, TPA. The Director of Sales will perform the following duties personally or through subordinate supervisors.
Essential Duties & Responsibilities
Develops and implements strategic sales plans to accommodate corporate goals.
Directs sales forecasting activities and sets performance goals accordingly.
Leverages SalesForce for all activities and milestones throughout the sales cycle.
Reviews market analyses to determine customer needs, price schedules, and discount rates.
Directs staffing, training, and performance evaluations to develop and control sales program.
Directs channel development activity and coordinates sales distribution by establishing sales territories, quotas, and goals.
Advises dealers, distributors, and clients concerning sales and advertising techniques.
Assigns specific duties and goals for the assigned Sales Representative, TPA that effectively pulls-through existing or newly sold TPA employer groups.
Analyzes sales statistics to formulate policy and assist dealers in promoting sales.
Directs product simplification and standardization to eliminate unprofitable items from sales line.
Represents company at trade association meetings to promote product.
Delivers sales presentations to key clients in coordination with sales representatives.
Meets with key clients, assisting sales representative with maintaining relationships and negotiating and closing deals.
Coordinates liaison between sales department and other sales related units.
Analyzes and controls expenditures of division to conform to budgetary requirements.
Prepares periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion.
Monitors and evaluates the activities and products of the competition.
Recommends budget, expenditures, and appropriations for research and development
Provide case specific competitive intelligence including pricing position.
Performs other duties as assigned.
Education and Experience
Bachelor’s degree (B.A.) or eight years’ sales experience with at least five years in sales management or equivalent combination of education and experience.
Work Environment / Physical Demands
This position is in both a typical office environment which requires prolonged sitting in front of a computer and in an external environment where travel is required. Requires hand-eye coordination and manual dexterity sufficient to operate standard office equipment including operation of standard computer and phone equipment. May have occasional high stress when dealing with customers/clients. Travel required approximately 50% of the time.