Description
WHO WE ARE
Founded in 1983, the Medical Review Institute of America (MRIoA) is the market leader for technology-enabled utilization management and clinical medical review solutions. We have an outstanding reputation for excellence and achieve continual improvement.
At MRIoA, our employees are the key to our success. Here, you are more than just a cog in the machine – you are a valued team member.
WE OFFER
- A competitive compensation package.
- Benefits include healthcare, vision and dental insurance, a generous 401k match, paid vacation, personal time, and holidays.
- Growth and training opportunities.
POSITION OVERVIEW
The VP of Sales (Strategic PBMs Accounts) is responsible for growing PBM sales in excess of 15% annually through long-term planning and execution, along with building long-lasting relationships with PBMs nationwide. This role is integral to the long-term success of the company and will need to partner with the customer success, clinical, and operations teams to focus on delivering revenue growth, customer satisfaction metrics, customer and product level profitability, and supporting the overall growth of the business.
Roles:
- Direct all lead generation and sales activities to impact new business growth and cross-selling at existing accounts to drive increased revenue for the assigned territory.
- Direct end-to-end sales process for Pharmacy Reviews and High-Cost Specialty Drug Reviews to drive new revenue growth and increase opportunities for core business expansion.
Major Responsibilities or Assigned Duties:
- Build and demonstrate an in-depth understanding of MRIoA solutions and services.
- Be the industry expert for Peer-to-Peer Review sales into targeted PBM market segmentation.
- Understanding of the over-utilization issues with healthcare, the competitive landscape, the clinical terminology associated with the PBM space, and the individual market needs of each customer and segment to craft and communicate the appropriate value proposition.
- Manage the entire end-to-end sales process, from lead generation to pipeline management through deal execution and enablement of implementation to meet or exceed the quarterly and annual sales quota.
- Maintain key client relationships, including the C-Suite, and expand current client portfolio.
- Ability to build territory plan by strategically targeting prospects and identifying opportunities that will lead to pipeline growth (e.g., email campaigns, cold calls, tradeshows, LinkedIn Sales Navigator, ZoomInfo and working with inside sales and customer success).
- Secure meetings with necessary buying influencers, including pharmacy clinical directors & VPs, purchasing leadership, and C-level audiences.
- Prepare and perform all product demonstrations and presentations to key stakeholders.
- Attend appropriate conferences to build MRIoA brand and establish new relationships.
- Demonstrated ability to conduct remote meetings by phone and use of Webcam (Zoom, Teams, etc.).
- Demonstrate consultative selling experience by assessing and capturing the needs of prospective clients and defining the unique value of MRIoA solutions for each prospect.
- Understand and help define the decision-making process for each prospect, including identification of champion(s), decision maker(s), and influencers, clear identification of next steps with appropriate urgency to close opportunities.
- Demonstrated ability to craft and present proposals and negotiate for a win-win.
- Collaborate with clinical support, product management, inside sales, and customer success during the sales process and through handoff.
- Provide feedback and input for marketing/product/service enhancements.
- Maintain up-to-date account information in Salesforce, including contacts, opportunities, and pipeline with appropriate placement of opportunities by sales stage, revenue amount, and close date to ensure accurate forecast.
Requirements
Skills and Experience:
- 8-10+ years of demonstrated success as an individual contributor carrying a quota selling to PBMs.
- PharmD preferred
- Demonstrated track record of successful execution of VP/C-Suite sales strategies with the ability to close deals personally.
- Experience in the use of Salesforce.com or other customer relationship management systems.
- Must be able to work independently and as a team; highly collaborative.
- Excellent presentation, communication (written and verbal), and interpersonal skills.
- Excellent negotiation, collaboration, and organization skills are required.
- Motivated self-starter who can work independently and effectively in a home office environment.
- Strong attention to detail with follow-through on commitments and timelines.
- Must be able to travel to client and prospective accounts; approximately 35% travel expected.
- Experience selling to PBMs
Education:
• Bachelor’s Degree, PharmD preferred
Work Environment:
Ability to sit at a desk, utilize a computer, telephone, and other basic office equipment is required. This role is designed to be a remote position (work-from-home).
Diversity creates a healthier atmosphere: All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law.
This company is a drug-free workplace. All candidates are required to pass a Background Screen before beginning employment. All newly hired employees will take a Drug Screen, as well as agreeing to all necessary Compliance Regulations on their first day of employment.
