Director, Pharmacy Sales - CaptureRx

Summary:

The Director of Pharmacy Sales is responsible for the expansion of all pharmacy networks (Connect, Direct and Specialty) and to assist those representatives with achieving their individual quota targets, profit objectives, and team quota through the sharing of their knowledge and proven sales techniques within the 340B marketplace. This role works closely with the Customer Service Team, Strategic Accounts and Direct Covered Entity sales, to maintain an understanding of the evolving market and how it relates to pharmacy build out. Additionally, this role helps make recommendations on existing processes, training new employees and coaching new hires to develop their selling skills and familiarity with the tools and existing processes at CaptureRx.

To perform this job successfully, an individual must have a minimum of 2 years of direct 340B pharmacy selling experience, be able to perform each essential job requirements, be an effective communicator, and work with pharmacy sales representatives to develop sales strategies. The requirements listed below are indicative of the knowledge, skills, and abilities required to successfully fill this role. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Some requirements may exclude individuals who pose a direct threat or significant risk to the health or safety of themselves or others.

Essential Functions:

• Assists and makes recommendations to SLT for improving the pharmacy sales teams sales process and strategies.
• Maintains strong relationships with TPA’s and regularly meets to discuss business on behalf of CaptureRx and its clients.
• Aligns closely with IT, Strategic and CRM’s and attends meetings as required.
• Provides leadership on the floor to the sales team and serves as a mentor to new team members and assists individual team members with achieving their quotas and profitability metrics.
• Serves as an SME on all sales tools SFDC, Financial Analysis, Cumulus demo.
• Enrolls and attends additional leadership courses by CaptureRx as assigned by the Pharmacy Sales Manager.
• Projecting expected sales volume and profit for existing and new products.
• Assists the VP of Sales in recruiting, selecting, orienting, and training new employees.
• Maintains exceptional professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
• Supports sales team members with challenges as needed.
• Partners with marketing, sales operations, and client services to provide information that assists in closing deals with pharmacy team members.
• Attends tradeshows, actively participates in exhibitions and follows-up on leads.
• Maintains client outreach with all clients to include entities, clinics, hospitals and pharmacies.
• Establishes and maintains on-going client relationships with the various parties to anticipate and resolve potential problems.
• Identifies new and potential contract pharmacy network opportunities to include prospecting via phone and shares these strategies with the team.
• Supports clients during the contract pharmacy process, requiring, but not limited to, tracking progress and making weekly or bi-weekly calls as requested by clients.
• Works closely with leadership to identify new contract pharmacy opportunities, capture connect prospects, and potential pharmacy chain opportunities.
• Liaises with implementation team-stages of process, collection of documents, transition, etc.,
• In collaboration with client services, provide client services and account management to pharmacies.
• Continuously works to move the sales pipeline forward.
• Establishes client and prospect initiative timelines, budgets and urgency and qualifies immediate sales opportunities.
• Partners with marketing, sales operations and client services to provide information that assists in closing deals.
• Prepares and presents quotes and sales proposals to potential clients.
• Schedules and facilitates product demos and trainings for clients and makes site visits as needed.
• Displays accountability along with desire for personal growth and ownership.
• Performs other duties as assigned.

Knowledge, Skills and Abilities:

Knowledge:

• Knowledge of the sales process is required.
• Knowledge of 340B products and services is required.
• Knowledge of a CRM program is required. Experience working with Salesforce.com a plus.

Skills:

• Intermediate to advanced skills in Microsoft Word, Excel, PowerPoint and Outlook.
• Sales management experience.
• Negotiating
• Utilization of CaptureRx analytic tools.

Abilities:

• Must demonstrate interpersonal, persuasion and negotiation skills to deal with internal and external business relations and cultivate positive working relationships.
• Ability to work independently with minimal direction while also working as part of a team.
• Ability to prioritize, manage time effectively and work in a fast-paced environment that is goal oriented and focused.
• Collaboration and teamwork, relationship building.

Education:

• Bachelor’s degree from an accredited college or university.

Experience:

• Minimum of five (5) years of sales experience required, with 1-3 years in a leadership role. B2B, internet sales or sales experience in a healthcare environment strongly preferred.