AVP - Consultant Sales

October 31

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Abarca Health

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Pharmacy Benefit Management (PBM) • Health Business Intelligence • Health Information Technology (HIT) • Medicare • Medicaid

501 - 1000

Description

• Develop full sales cycle from prospecting, RPF management, negotiating company specific contracts and pricing (including detailing language for contract execution). • Collaborate with analytics, product, and marketing teams to create and update educational material for the consulting community. • Create and deliver prospect and consultant value proposition messaging highlighting Abarca’s differentiators in the PBM industry. • Support the RFP strategy from the beginning to the end. • Develop target market strategies and create a sales toolkit required to sell services in conjunction with Abarca’s SVP of Sales, through addressable market analysis and market knowledge by creating go-to market strategies. • Ensure all targeted prospect contacts and engagement opportunities are recorded in Salesforce. • Execute strategy for specific pipeline development that supports the assigned sales goals. • Maintain and improve existing national and regional consultant relationships by strategically allocating resources to maximize growth and retention. • Create and manage consultant scorecards that provide insight into win/loss and retention results on a quarterly basis. • Collaborate with Marketing and Technology to create the Book of Business reviews on an annual basis. • Attend and speak at events including conferences, consultant summits, and other health plan events. • Be exceptionally open and proactive in addressing problems as they arise, bring solutions to the leadership team, and present clear recommendations. • Possess the self-confidence to operate in a direct environment, speaking up and providing opinions grounded in fact while remaining humble and taking direction well.

Requirements

• Bachelor’s Degree or Master’s Degree in Business Administration, Healthcare, or a related area (In lieu of a degree, equivalent, relevant work experience may be considered.) • 10+ years of experience in a consulting, sales, or account management role working with benefit consultants in the healthcare or government market segment. • Experience successfully forging productive relationships within the healthcare community. • Experience developing and maintaining trusted relationships with key partnerships that take a long-term view of business opportunities. • Experience proactively creating relationships and opportunities across both internal and external boundaries to develop innovative solutions to meet our prospect and consultant needs. • Experience utilizing Salesforce and contribute to approach for developing, updating, and maintaining relationships with the key contacts at consulting firms. • Experience successfully interacting, presenting to, and influencing senior leadership. • Excellent oral and written communication skills. • Must be available to travel (25 nights per year) to industry events, client meetings, headquarters and other sites as needed. • This position requires availability to work in a specified time zone or working schedule, accommodation for the business needs of our clients and team members. • This position may require availability for on-call hours, including evenings, weekends, and holidays, to promptly address emergent issues or provide necessary support as dictated by operational demands (if applicable).