Company :

Highmark Inc.

Job Description : 

JOB SUMMARY

This job identifies and cultivates prospects, clients and intermediaries for solicitation of new business opportunities. The incumbent is responsible for the profitable sale of pharmacy products, directly or through intermediaries, in an assigned geographic region, territory or distribution channel. Leads new business meetings and is responsible for closing sales. The incumbent's assignments are broad in scope and require depth of knowledge as well as ingenuity and originality. The accounts are multi-state, non-standard and complex, involving multiple, custom products and benefit designs. This role focuses on driving growth of pharmacy benefit management services within the health plan. The Pharmacy Sales Account Executive will possess strong market development skills, strategic thinking capabilities, and a deep understanding of the pharmacy benefits landscape.

This role is to be based within Highmark's footprint - NY, DE, WV, or PA.

ESSENTIAL RESPONSIBILITIES

• Market Development: Responsible for the profitable sale of pharmacy products for the business segment within the assigned territory.

• Actively and aggressively prospect for new group business, identify and pursue account acquisitions and/or key accounts.

• Identify and evaluate new market opportunities for the pharmacy benefit in coordination with account management for carve back or for new business in coordination with medical sales executives. Conduct market research to understand competitive landscape, customer needs, and emerging trends. Develop and implement client entry strategies to expand the health plan's pharmacy membership.

• Sales Strategy & Execution: Maintain productive working relationships with key consultants and brokers in the marketplace as well as maintaining a knowledge of competitors product lines, strategy and pricing. Participate in product development and prepare business programs (i.e. territory specific action plans and strategy for closing sales) and long-term strategy for specific account needs. Analyze customer needs and the Organization’s financial objectives in order to recommend appropriate product(s) and/or services and analyze/offer specific benefit alternatives and financial arrangements to address the unique needs of each potential customer. Control the buying process by developing an understanding of each prospect’s business plans and goals in order to educate the prospective client on new perspectives, tailor messaging and product and service delivery. Develop and execute strategic sales plans to achieve or exceed sales goals for new business. Identify and qualify leads, manage the sales cycle, and close deals. Prepare and deliver compelling sales presentations and proposals that articulate the value of the health plan's pharmacy solutions. Understand pharmacy pricing and contract details to effectively consult on repricing proposals and new bids.

• Relationship Management: Build and maintain strong relationships with key decision-makers at prospective and existing clients, including employers, brokers, and consultants. Serve as a trusted advisor to clients, providing expert guidance on pharmacy benefit strategies and solutions.

• Sales Goal Achievement: Meet or exceed established sales quotas and performance metrics. Track sales activities, pipeline, and performance metrics in Salesforce. Provide regular sales forecasts and updates to management.

• Strategic Thinking: Analyze market data and trends to identify growth opportunities and competitive threats. Develop innovative sales strategies and solutions to meet evolving customer needs. Contribute to the development of the health plan's overall pharmacy strategy from a pricing and product perspective.

• Product Knowledge: Maintain in-depth knowledge of the health plan's pharmacy benefit offerings, including formulary management, clinical programs, specialty pharmacy, and network management. Stay up-to-date on industry trends, regulatory changes, and competitive developments.

• Collaboration: Collaborate with internal teams, including account management and sales executives, pharmacy, clinical strategy, product and operations, to ensure client satisfaction and retention. Work closely with internal stakeholders, including marketing, product development, and operations, to ensure alignment and effective execution of sales strategies. Participate in cross-functional teams to develop new products and services that meet market demand.

• Other duties as assigned or requested.

EXPERIENCE

Required

• 5 years of experience in Pharmacy Managed Care or PBM sales

Preferred

• None

SKILLS

• Influence and Persuasion

• Innovation

• Time Management

• Presentation Delivery

• Public Speaking

• Sales 

• Strong presentation, communication, and interpersonal skills.

• Excellent negotiation, problem-solving, and analytical skills.

• Proficiency in Microsoft Office Suite and Salesforce.

EDUCATION

Required

• Bachelor's degree in Pharmacy or Pharm D

Preferred

• Master's Degree in Pharmacy 

• Doctorate's Degree in Pharmacy 

LICENSES or CERTIFICATIONS

Required

• State-specific Producer license Life, Accident & Health is required or must be obtained within 45 days of hire 

• Pharmacist License within 45 days of hire 

Preferred

• None

Language (Other than English):

None

Travel Required:

More than 75%

PHYSICAL, MENTAL DEMANDS and WORKING CONDITIONS

Position Type

On-The-Road Position

Physical work site required

Never

Disclaimer: The job description has been designed to indicate the general nature and essential duties and responsibilities of work performed by employees within this job title. It may not contain a comprehensive inventory of all duties, responsibilities, and qualifications required of employees to do this job.

Compliance Requirement: This job adheres to the ethical and legal standards and behavioral expectations as set forth in the code of business conduct and company policies.

As a component of job responsibilities, employees may have access to covered information, cardholder data, or other confidential customer information that must be protected at all times.  In connection with this, all employees must comply with both the Health Insurance Portability Accountability Act of 1996 (HIPAA) as described in the Notice of Privacy Practices and Privacy Policies and Procedures as well as all data security guidelines established within the Company’s Handbook of Privacy Policies and Practices and Information Security Policy. 

Furthermore, it is every employee’s responsibility to comply with the company’s Code of Business Conduct. This includes but is not limited to adherence to applicable federal and state laws, rules, and regulations as well as company policies and training requirements.

Highmark Health and its affiliates prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities and prohibit discrimination against all individuals based on any category protected by applicable federal, state, or local law.

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