Provide leadership, direction and oversight for pharmacy sales and account management, including partnering with sales to increase pharmacy membership penetration. Develop and implement strategies relating to Pharmacy sales and account management.
Responsibilities and Qualifications- Responsible for developing, implementing and maintaining a strategic pharmacy sales and customer relations approach for our brokers, groups, and members.
- Responsible for ensuring that our customers' and members' expectations around pharmacy are matched by our corporate and divisional strategies and goals.
- Develop and direct the formulation and implementation of short and long-range strategies in support of Capital's pharmacy sales growth and retention goals. Responsibilities will include responding to Requests for Proposals (RFP's). Requests for information (RFI's) re-pricing of existing pharmacy benefits components, program buy-ups, etc. Also, will need to be able to communicate our pharmacy strategy, pricing and programs to Capital Sales, customers and brokers - in layman's terms.
- Help integrate pharmacy benefit management into our Health Plan Business by serving as the external Subject Matter Expert for pharmacy benefits.
- Represent pharmacy at customer business reviews, finalist meetings, benefits consultant meetings, and prospecting for new pharmacy business.
- Responsible for ensuring that information on pharmacy products dispersed to customers is reliable, complete and easy to understand.
- Ensure that appropriate price and promotion of pharmacy products are applied consistently.
- Create and provide presentations to decision makers and senior staff of external current and prospective customers to address questions about pharmacy programs and offerings.
- Responsible for market insights into health care landscape and pharmacy benefit solutions at a national/local level to remain competitive.
- Partner with Health Plan Business by identifying, analyzing and improving methods that will increase pharmacy sales, control operational expense and promote cost effectiveness of pharmacy products.
- Make recommendations to Health Plan Business to increase pharmacy membership penetration.
- Participate on task forces, workgroups and committees responsible for projects having major pharmacy sales and account management impacts.
- Responsible for the management of staff and resources including hiring, development, coaching and counseling and annual performance reviews for direct reports.
- Partner with PBM Sales team (new and renewal) to monitor opportunities and deliver results.
- Partner with Capital Marketing team to educate sales, providers, brokers on pharmacy solutions.
- Assist sales with reporting requests and pharmacy data intelligence.
Skills
- Excellent leadership, decision making, analytical, organizational, planning, presentation, problem solving, sales, verbal and written communication skills. Ability to make complex decisions. Proficient in current industry standard PC applications and systems.
Knowledge
- Extensive knowledge of traditional pharmacy, specialty pharmacy, and pharmacy benefit management marketing concepts, sales methodologies, management principles and the health insurance industry. Experience
- Minimum seven years' experience in management of sales and/or account management functions in health care including managing direct reports.
- Five years' experience in sales and/or account management within Pharmacy Benefit Management or Specialty Pharmacy.
- Two years' experience in consulting, sales, and/or account management within Benefit Consulting company preferred.
Education and Certification
- Pharmacy degree required.
- Valid state license to practice pharmacy required.
- MBA, general business, or marketing degree preferred.
Location:
- This position requires onsite work Tuesdays and Wednesdays each week in Harrisburg, PA.
Travel:
- Travel required up to 10% within surrounding counties.
