Job Summary
Cultivates and maintains favorable contact with potential new key accounts and major accounts of the organization for the sale of products and services in assigned area or geographic territory. The primary role of this position is to lead sales efforts for Geisinger Health Plan (GHP) pharmacy benefit management services and Geisinger Pharmacy services, such as mail order, home infusion, and specialty pharmacy. This will include creating sales strategies, responding to RFP’s (Request for Proposal), presenting to sales prospects and potential clients, and developing relationships with clinical provider offices, clients, broker partners, and industry consultants. This individual must have extensive knowledge of, and experience with sales, broker distribution channels, the healthcare industry, and pharmacy benefit management services and associated distribution channels. Position requires travel.
Job Duties
Develops and implements sales strategies in conjunction with sales, underwriting, pharmacy leadership and other departments.
Grows business through identification and pursuit of new business opportunities for both GHP growth and Geisinger Pharmacy revenue. Maintains sales pipeline and reports monthly progress.
Demonstrates knowledge of Geisinger Pharmacy and Geisinger Health Plan pharmacy benefits products, services, organization's policies and procedures.
Communicates directly with new and existing customers or clients to help grow base of business through up-selling, new lead generation, referrals, and by explaining features and merits of products or services offered.
Develops marketing materials and value proposition related to value based outcomes associated with Geisinger Pharmacy and integrated care.
Documents client visits and service inquiries.
Periodically reviews calls from clients to track issues and potential client concerns.
Develops and maintains relationships with pharmacy benefit managers PBM), clients, broker partners, industry consultants, providers and other health systems to keep abreast of new products and/or program offerings, customer needs, and industry trends.
Coordinates support and services for new customers to ensure ongoing needs are met.
Attends trade shows and conferences as assigned and maintains relationships with local chambers of commerce and other strategic state and local non-profit organizations.
Coordinates pharmacy RFP requests and responses and participate in contract negotiations.
Collaborates with system and health plan marketing teams to create and present customized prospect-specific sales materials.
Remains informed about the latest trends and developments in the PBM industry, pharmacy and the broader healthcare landscape including regulations and compliance requirements.
Work is typically performed in an office environment. Travel is required. Accountable for satisfying all job specific obligations and complying with all organization policies and procedures. The specific statements in this profile are not intended to be all-inclusive. They represent typical elements considered necessary to successfully perform the job.
Position Details Additional Qualifications
Proven history of success in PBM or health plan pharmacy sales.
Thorough understanding of the pharmacy benefit management industry, including pricing strategies, industry trends, regulatory guidelines, and market dynamics.
Significant analytical and problem-solving skills.
Exceptional communication and presentation skills.
Ability to manage multiple priorities and meet deadlines effectively.
Self-motivated and able to work independently.
Willingness to travel as needed to meet with prospects.
Education Bachelor's Degree-Related Field of Study (Required), Master's Degree-Related Field of Study (Preferred)
Experience Minimum of 5 years-Related work experience (Required)
Certification(s) and License(s) Certification(s) and License(s)
Our Purpose & Values OUR PURPOSE & VALUES: Everything we do is about caring for our patients, our members, our students, our Geisinger family and our communities. KINDNESS: We strive to treat everyone as we would hope to be treated ourselves. EXCELLENCE: We treasure colleagues who humbly strive for excellence. LEARNING: We share our knowledge with the best and brightest to better prepare the caregivers for tomorrow. INNOVATION: We constantly seek new and better ways to care for our patients, our members, our community, and the nation. SAFETY: We provide a safe environment for our patients and members and the Geisinger family. We offer healthcare benefits for full time and part time positions from day one, including vision, dental and domestic partners. Perhaps just as important, from senior management on down, we encourage an atmosphere of collaboration, cooperation and collegiality. We know that a diverse workforce with unique experiences and backgrounds makes our team stronger. Our patients, members and community come from a wide variety of backgrounds, and it takes a diverse workforce to make better health easier for all. We are proud to be an affirmative action, equal opportunity employer and all qualified applicants will receive consideration for employment regardless to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or status as a protected veteran.
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Job Duties
Develops and implements sales strategies in conjunction with sales, underwriting, pharmacy leadership and other departments.
Grows business through identification and pursuit of new business opportunities for both GHP growth and Geisinger Pharmacy revenue. Maintains sales pipeline and reports monthly progress.
Demonstrates knowledge of Geisinger Pharmacy and Geisinger Health Plan pharmacy benefits products, services, organization's policies and procedures.
Communicates directly with new and existing customers or clients to help grow base of business through up-selling, new lead generation, referrals, and by explaining features and merits of products or services offered.
Develops marketing materials and value proposition related to value based outcomes associated with Geisinger Pharmacy and integrated care.
Documents client visits and service inquiries.
Periodically reviews calls from clients to track issues and potential client concerns.
Develops and maintains relationships with pharmacy benefit managers PBM), clients, broker partners, industry consultants, providers and other health systems to keep abreast of new products and/or program offerings, customer needs, and industry trends.
Coordinates support and services for new customers to ensure ongoing needs are met.
Attends trade shows and conferences as assigned and maintains relationships with local chambers of commerce and other strategic state and local non-profit organizations.
Coordinates pharmacy RFP requests and responses and participate in contract negotiations.
Collaborates with system and health plan marketing teams to create and present customized prospect-specific sales materials.
Remains informed about the latest trends and developments in the PBM industry, pharmacy and the broader healthcare landscape including regulations and compliance requirements.
Work is typically performed in an office environment. Travel is required. Accountable for satisfying all job specific obligations and complying with all organization policies and procedures. The specific statements in this profile are not intended to be all-inclusive. They represent typical elements considered necessary to successfully perform the job.
Position Details Additional Qualifications
Proven history of success in PBM or health plan pharmacy sales.
Thorough understanding of the pharmacy benefit management industry, including pricing strategies, industry trends, regulatory guidelines, and market dynamics.
Significant analytical and problem-solving skills.
Exceptional communication and presentation skills.
Ability to manage multiple priorities and meet deadlines effectively.
Self-motivated and able to work independently.
Willingness to travel as needed to meet with prospects.
Education Bachelor's Degree-Related Field of Study (Required), Master's Degree-Related Field of Study (Preferred)
Experience Minimum of 5 years-Related work experience (Required)
Certification(s) and License(s) Certification(s) and License(s)
Our Purpose & Values OUR PURPOSE & VALUES: Everything we do is about caring for our patients, our members, our students, our Geisinger family and our communities. KINDNESS: We strive to treat everyone as we would hope to be treated ourselves. EXCELLENCE: We treasure colleagues who humbly strive for excellence. LEARNING: We share our knowledge with the best and brightest to better prepare the caregivers for tomorrow. INNOVATION: We constantly seek new and better ways to care for our patients, our members, our community, and the nation. SAFETY: We provide a safe environment for our patients and members and the Geisinger family. We offer healthcare benefits for full time and part time positions from day one, including vision, dental and domestic partners. Perhaps just as important, from senior management on down, we encourage an atmosphere of collaboration, cooperation and collegiality. We know that a diverse workforce with unique experiences and backgrounds makes our team stronger. Our patients, members and community come from a wide variety of backgrounds, and it takes a diverse workforce to make better health easier for all. We are proud to be an affirmative action, equal opportunity employer and all qualified applicants will receive consideration for employment regardless to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or status as a protected veteran.
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