Clinical Consulting Market Executive

UnitedHealth   •  


Industry: Insurance


Less than 5 years

Posted 330 days ago


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Position Description

You're looking for something bigger for your career. How about inventing the future of health care? OptumRx is creating an innovative approach to Pharmacy Benefit Management. Here you'll find a professional culture where you can use your talent and our resources to make an impact on a huge scale. With better schedules than retail and more reach than any hospital, you'll open doors for yourself that simply do not exist in any other organization, anywhere. Take this opportunity to start doing your life's best work.(sm)  Under the direction of the Chief Pharmacy Officer, this individual serves as a dedicated Clinical Affairs executive resourceresponsible for leadingsales support activity from a clinical perspective, particularly with mid to large - scale sized new business opportunities across market segments.  In collaboration with variousother stakeholder departments, includingSales, Finance / Underwriting, Marketing and allother segments of Clinical Affairs, is accountable for ensuring optimal representation, positioning and communication of our Clinical Strategy and Value Proposition in allsales activity.  Establishes strong working relationships with and establishes the trust / respect of ourSales leadership teams, as well as key representatives from external consulting firms who play a significant role in placing new business with us.  Leadership activities in support of this role include, but are not limited to: Pre-RFP Prospecting and Relationship Development, Proposal Development & Review, Prospective Clinical Data Review & Assessment, Presentation Preparation and Delivery (finalist orother), and Post - Bid Debrief Review and Follow-up.  This is atelecommuter position. Candidates who reside anywhere in the Continental U.S. within a commutable distance to a major airport may be considered. 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 abilityrequired. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Primary Responsibilities:

  • Understand the core OptumRx selling process, adapt style, and effectively articulate our organizational clinical value proposition, culture and strategy to prospective clients during the sales process
  • Maintain extensive up-to-date knowledge and appreciation for our full suite of clinical product and services and clearly and succinctly articulate their value
  • Consistently gather and share feedback from sales teams, external consultants and sales prospects themselves with key internal stakeholder areas to drive continuous improvement of our clinical sales messaging and support  
  • Work in close collaboration with Sales team, participating in all pre-sales meetings, RFP and data review on mid-to-large size assigned sales opportunities
  • Work closely with the Finance and Underwriting teams to ensure UW models are fully reflective of RFP - specific clinical support needs across Clinical Depts
  • Serve as primary resource to Marketing and RFP Management teams to ensure sales collateral are RFP responses fully reflect our most up-to-date clinical program value, culture, strategy, and market differentiators customized by market segment
  • Collaborate with internal and external partners across the Optum Enterprise to  create distinct sales prospect - specific clinical messaging and program positioning
  • Conduct independent research on assigned sales prospects to better understand their business, current market position, recent successes, unique culture, and key clinical / health / wellness areas of focus / priority
  • For assigned sales prospects, review and edit responses to all clinically - specific sections of RFPs prior to final submission
  • Apply clinical expertise by individual therapeutic area to best position OptumRx Clinical Products within the sales process
  • Prioritize opportunities, develop strategy & tactics, monitor progress and adjust direction in an effort to continuously optimize sales performance
  • Routinely deliver high - quality, succinct and well - prepared Clinical finalist presentations tailored to the unique sales prospect and aligned with other areas for optimal client receptivity
  • Cultivate strong and trusting relationships with the key executives and clinical resources at major external consultant firms
  • Consistently monitor the competitive landscape and utilize market knowledge to gather and report key trends and dynamics in the market, and uncover and prioritize unique opportunities that will allow for mutual value between OptumRx and our clients
  • Analyze & interpret benefit designs and provide recommendations for change they may deliver added value to prospective client
  • Work closely with analytics team to drive refinement and expansion of prospective clinical analytical and reporting tools to aid in sales process
  • Serve as a lead in establishing more consistent and formalized training of other Clinical Affairs team members in sales support functions
  • Actively participate in post - sales bid debrief sessions to understand and drive areas of clinical improvement in clinical messaging

Required Qualifications:

  • Bachelor of Science or PharmD degree
  • Minimum 3years of experience working as a licensed Pharmacist
  • Current and unrestricted Pharmacist license (any state)
  • Proficient skills in Microsoft Office suite (particularly Excel and PowerPoint) and Outlook
  • Ability to travel up to 50%
  • Strong clinical and analytic background
  • Strong understanding of managed care pharmacy principles, industry dynamics, and clinical tools/services
  • Significant experience developing and delivering formal presentations
  • Superior written communication and interpersonal skills
  • Confident and skilled in a sales-related activity and client relationship development
  • 2 or more years of sales - related, client facing (beyond patients and prescribers) or clinical account management experience

Preferred Qualifications:

  • PharmD
  • Intermediate to advanced Power Point skills
  • 3 or more years of working within a managed care environment or PBM
  • Previous team or project leadership experience is a plus
  • Previous formalized sales-related training
  • Previous formalized presentation skills training