W3Global
Regional Sales Director (Pharmacy Benefit Management)
W3Global, Irving, Texas, United States, 75084
Position SummaryThe Regional Sales Director (RSD) reports to the Executive Vice-President of Sales. This position is responsible for driving direct sales to meet assigned territory goals. The RSD will be responsible for opening access to national and regional brokers, TPAs, PBAs, employer groups, health systems, and insurance companies in the assigned territory creating awareness of the various business lines, PBM products, and services in the specific region. The RSD is responsible for maintaining the Salesforce platform with up-to-date information on sales activities, meetings with major prospects, and communications out to the market. The RSD will design and implement with EVP approval unique and effective sales strategies and territory-specific marketing to successfully position itself as the preferred PBM. The Regional Sales Director represents the growth and profitability of the company by bringing new customers who match the company's business model. This position will lead efforts to meet sales goals as specified on the Sales and Incentive Plan.Essential Roles And Responsibilities
Identifying where improvements can be made and developing sales plans and strategies to meet sales goals.Managing territory communication strategies to achieve goals.Monitoring the market, competitor products, and activities providing detailed sales strategies to maintain our market competitive positioning.Creating sales reports and providing feedback to the leadership team at company meetings.Establishing and maintaining strong relationships with key prospectsSelf-starter with minimum supervision needed to drive the sales pipelineResponsible for keeping the product knowledge updated.Coordinate internal subject matter experts for presentations, secure pricing approvals, and manage proposal development as per company policy.Guide internal team members through all steps of the sales process including closure of the deals and /or signing of the contract.Accountable for the continuous management of his/her pipeline with weekly updates to EVP Sales during weekly sales meetings.Always maintain the reputation of at the highest level of professionalism.Training & Education
Bachelor's degree or equivalent experience in PBM or Health Industry (required)Sales & Service Training (required)Proficient on Microsoft programs ( PPT, Excel, etc.)Salesforce experience (preferred)Master's degree in a business-related field (preferred)Fully bilingual (English & Spanish preferred)Professional Experience
2+ years or more of related sales experienceProven success selling and closing healthcare products and servicesWorking knowledge of payer/insurance models with a solid understanding of both operational and financial drivers of each modelProven success in meeting quotaProven record in commission salesStrong teamwork and time management skills delivering timely results.Knowledge
Professional Competencies:Strong working knowledge of the company's products, competitive products,and PBM market.In-depth working knowledge of the pharmacy supply chainStrong knowledge of building and executing sales and marketing strategiesExtremely organized and detailed orientedSkills
Excellent leadership, communication, interpersonal, and customer service skills.Excellent strategic planning, organizational, and creative thinking skills.Excellent written and verbal communication skillsBuilding and managing customer relationships, including stakeholder managementConcise and inspiring communicator influencing decision-makersCommitted to continuous learning and mentoring junior colleaguesWin - Win negotiatorStrong contract negotiation experiencePlanning and strategic thinkingEffective problem-solving and effective decision-makingCommercial awarenessAbilitiesAbility to handle difficult and stressful situations with professional composureAbility to deliver on assigned goals and objectivesAbility to be resourceful leveraging technology and web platforms to meet goalsPhysical And Mental DemandsThe physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to talk or hear, sitting, standing, and walking.The position requires that the weight be lifted and force is exerted up to 25 pounds.Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.Environmental And Working ConditionsThis job is a remote opportunity and may require scheduled office time at the U.S. mainland offices and/or remote offices in the Caribbean for teamwork quarterly meetings as needed. It requires 50% travel time with some evening or weekend work based on regional or national marketing needs.
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Identifying where improvements can be made and developing sales plans and strategies to meet sales goals.Managing territory communication strategies to achieve goals.Monitoring the market, competitor products, and activities providing detailed sales strategies to maintain our market competitive positioning.Creating sales reports and providing feedback to the leadership team at company meetings.Establishing and maintaining strong relationships with key prospectsSelf-starter with minimum supervision needed to drive the sales pipelineResponsible for keeping the product knowledge updated.Coordinate internal subject matter experts for presentations, secure pricing approvals, and manage proposal development as per company policy.Guide internal team members through all steps of the sales process including closure of the deals and /or signing of the contract.Accountable for the continuous management of his/her pipeline with weekly updates to EVP Sales during weekly sales meetings.Always maintain the reputation of at the highest level of professionalism.Training & Education
Bachelor's degree or equivalent experience in PBM or Health Industry (required)Sales & Service Training (required)Proficient on Microsoft programs ( PPT, Excel, etc.)Salesforce experience (preferred)Master's degree in a business-related field (preferred)Fully bilingual (English & Spanish preferred)Professional Experience
2+ years or more of related sales experienceProven success selling and closing healthcare products and servicesWorking knowledge of payer/insurance models with a solid understanding of both operational and financial drivers of each modelProven success in meeting quotaProven record in commission salesStrong teamwork and time management skills delivering timely results.Knowledge
Professional Competencies:Strong working knowledge of the company's products, competitive products,and PBM market.In-depth working knowledge of the pharmacy supply chainStrong knowledge of building and executing sales and marketing strategiesExtremely organized and detailed orientedSkills
Excellent leadership, communication, interpersonal, and customer service skills.Excellent strategic planning, organizational, and creative thinking skills.Excellent written and verbal communication skillsBuilding and managing customer relationships, including stakeholder managementConcise and inspiring communicator influencing decision-makersCommitted to continuous learning and mentoring junior colleaguesWin - Win negotiatorStrong contract negotiation experiencePlanning and strategic thinkingEffective problem-solving and effective decision-makingCommercial awarenessAbilitiesAbility to handle difficult and stressful situations with professional composureAbility to deliver on assigned goals and objectivesAbility to be resourceful leveraging technology and web platforms to meet goalsPhysical And Mental DemandsThe physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to talk or hear, sitting, standing, and walking.The position requires that the weight be lifted and force is exerted up to 25 pounds.Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.Environmental And Working ConditionsThis job is a remote opportunity and may require scheduled office time at the U.S. mainland offices and/or remote offices in the Caribbean for teamwork quarterly meetings as needed. It requires 50% travel time with some evening or weekend work based on regional or national marketing needs.
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