Sr. Director, Sales- Long Term Care Pharmacy (Remote)

Company Overview:

 Who We Are:

Managed Health Care Associates, Inc. (MHA) provides care communities access, solutions, and insights to help them run their businesses more effectively. Our members include post-acute providers across the care continuum, including long-term care, home infusion, specialty pharmacies, senior living, and other group living facilities. Our team of associates is passionate about our common mission of helping people age with grace and championing our core values of being Curious Learners, Selfless Advocates, and Relentless Finishers.

 About the Role:

The Senior Director, Sales Long Term Care Pharmacy will be responsible for owning and managing the Company’s relationships with member companies and to close business deals. This Senior Director’s focus will be to accurately present Net-Rx’s capabilities and partner with Business Partners and the Net-Rx Business Unit in support of organic growth of existing Net-Rx members and attaining new business. The successful incumbent will build strong relationships with community retail pharmacies and long-term care pharmacies in support of the business. This person will be incentivized with a quota based on annual net in-year revenue sales targets and a commission plan. 

 

To thrive in this role, you will need to be a master of sales pipeline management and the ability to successfully target members.  The Senior Director must have a strong ability to close member business by being able to articulate the Net-Rx value proposition. In this role you should expect approximately 30% travel to trade shows across the country. These shows are critical to our lead and demand generation success, with the expectation of a 30% close rate.  The Senior Director will manage a National Account Manager and they will work in partnership to develop and manage performance dashboards.

Essential Duties & Responsibilities:

National Account Strategy

• Drive sales growth to help achieve long term success as Net-Rx continues to grow
• Manage existing members for targeted annual revenue growth
• Design a targeted growth plan for new and existing members to grow revenue

• Ability to strategize accounts, devising a plan for account prioritization based on revenue goals and successfully cross-sell MHAs products and services
• Conduct independent research before client meetings to offer enhanced value tailored to their priorities and requirements. Prepare relevant questions, review account history, and analyze stakeholders and contracts within the existing member base to pinpoint needs and identify new sales opportunities.
• Use dashboard to track pipeline development and bookings against revenue goals 
• Regularly monitor cold contacts and leads, devising a strategy to engage them through conversations, meetings, and trade shows.

 Relationship Management

• Build strong relationships with members by communicating clearly, showing understanding and empathy, following up regularly after meetings, and managing your contact schedule with them.  

Solution Management

• Capability to negotiate deals for the best member solution, cross-sell products, and utilize internal resources for complex contracts. Refer to past contract details to showcase the value and feasibility of new proposals.

 

Business Development

• Effectively reach out to new members and cold leads, consistently qualifying them for the next steps in the contracting process to secure deals and new business.
• Accurately forecast and update deal progress daily. Manage opportunities at various stages by asking pertinent questions to advance deals effectively.
• Work urgently to close deals, evidenced by a shorter sales cycle, high success rate, and meeting quotas. 

 Leadership

• Lead with compelling strategic vision that is in alignment with the organization’s short and long-term goals, and provide expertise to the Company by building, developing training and managing a team capable of supporting the Company strategies and tactics.
• Manage a National Account Manager as a direct report to cover operational day-to-day processes, ensuring the systems are strategically aligned to support accountability measures
• Build a positive, cross-functional team dynamic
• Maintain high level communications through regularly scheduled meetings and data/metrics delivery
• Participate in Net-Rx organizational updates and activities to maintain the needs assessment for our members and business partners
• Work collaboratively with internal con