Regional Account Executive - Fort Lauderdale/Southwest Florida
Walgreens, Tallahassee, Florida, United States
Job Summary
Responsible for the promotion of Walgreens Specialty Pharmacy services to drive Rx volume growth from targeted healthcare providers, nurses, referral coordinators, and case managers within complex disease states such as Oncology, Neurology, Pulmonary, HIV, CIC, and Gastro. Assigned disease states vary between RAE and RAE-H and may change over time to meet market trends and company goals. Identifies growth opportunities within small and large group practices and health systems while including internal and external stakeholders as needed. This position plays a leadership role within the organization\'s local market and region. The RAE serves as a resource for other Account Managers and Field Operations, and plays a lead role in key regional initiatives and priorities. The RAE will lead interactions with various stakeholders within the targeted accounts and be able to address and discuss complex reimbursement systems and the flow of the healthcare dollar (Medicare Part B/D, ACOs, ASOs, GPOs, Hospitals, etc.).
Territory Coverage : This role covers the Florida region from Fort Lauderdale north through Vero Beach, as well as the Naples through Bradenton area.
Residency Requirement : Candidates must reside within the assigned territory, specifically Fort Lauderdale, with consideration up to Palm Beach County.
Job Responsibilities
Business Planning
- Demonstrates the ability to build, adapt, and follow-through on an effective business plan that achieves and exceeds quarterly sales goals. Strong understanding of the complex disease state markets and anticipates future trends and opportunities. Prioritizes and stays focused on end goals to maximize productivity.
Business Acumen
– Demonstrates expertise and a commitment to maintaining in-depth knowledge of highly complex market dynamics (including payer issues, state and government regulations, provider payment issues, drug launches, etc.) within complex disease states. Monitors competitors and sales trends to develop sales plans accordingly. Analyzes input from various sources to create new initiatives. Develops appropriate business plans for new initiatives addressing market entry strategy, financial analysis, timelines and necessary resources. Is viewed as a regional expert in terms of communicating and coaching around marketplace, analytical, and clinical knowledge used to fuel overall specialty enterprise growth.
Account Management
– Demonstrates the ability to work within hospital systems, IDNs and provider groups/networks to promote and coordinate Walgreens\' services throughout the system, in collaboration with local and national assets. Develops short- and long-range business plans needed to achieve growth expectations within territory and region. Identifies opportunities and develops relationships with alliance partners outside the company to increase business. Provides clinical program support ensuring accounts are effectively managed. Initiates and participates in marketing clinical program services to accounts. Attends and presents at external customer meetings and internal meetings with other company functions as necessary to aid business development. Identifies key influencers and is recognized as a vital resource.
Influence and Impact
– Delivers persuasive messages and presentations that have maximum impact and drive desired action. Anticipates objectives and issues and works proactively to address them. Strategically identifies and uses a wide variety of tools and internal resources as an integral part of the sales interaction.
Leads cross-functional teams without authority. Mentors and trains new Account Managers under the guidance of the Regional Sales Director.
Business Partnering
– Leverages Walgreens resources including Retail Management, Community Pharmacy, Central Fill, Sales Operations, Marketing, senior management, clinical staff and other functions to assist in addressing customer issues and expanding local business. Assists Regional Sales Director in development and implementation of team communication and promotional activities.
Participates in and leads special projects. Assists Regional Sales Director in recruiting and interviewing new team members.
About Walgreens Founded in 1901, Walgreens proudly serves nearly 9 million customers and patients each day across its approximately 8,500 stores throughout the U.S. and Puerto Rico. Walgreens has approximately 220,000 team members, including nearly 90,000 healthcare service providers, and is committed to being the first choice for pharmacy, retail and health services, building trusted relationships that create healthier futures for customers, patients, team members and communities.
Basic Qualifications
Bachelor’s degree and at least 7 years of pharmaceutical sales or healthcare sales experience, including time spent in a specialty role, or selling medical equipment/devices; or High School Diploma/GED and at least 10 years of pharmaceutical or healthcare sales experience, including time spent in a specialty role or selling medical equipment/devices.
Experience with advanced selling skills promoting a complex product or service in a larger group practice or institutional environment.
Experience developing a strategic business plan to hit financial targets within a multi-million dollar territory.
Experience diagnosing, isolating, and resolving complex issues and implementing strategies to resolve them.
Experience collaborating with both internal and external resources to develop strategies that meet department and organizational goals.
Expert knowledge of complex disease states (e.g., Cystic Fibrosis) and the delivery system within the specialty pharmacy and payer segments, including billing procedures for hospital, medical offices and Medicare (B/D benefits).
Experience analyzing and reporting sales data to identify issues, trends, or exceptions to drive improvement and solutions.
Experience working with little or no supervision to accomplish goals and knowing when to escalate issues.
Time management skills to prioritize, organize, track details, and meet deadlines for multiple projects.
Experience developing and delivering presentations to various audience levels within an organization.
Intermediate Microsoft Excel skills (e.g., SUM, borders, column width, charts, text wrap, sorting, headers/footers).
Experience with disease states.
At least 2 years of experience contributing to financial decisions in the workplace.
At least 2 years of direct leadership, indirect leadership, and/or cross-functional team leadership.
Willing to travel at least 75% of the time for business purposes (within state and out of state).
Preferred Qualifications
At least 5 years of experience selling specialty products or services in one or more of the following disease state groups: Transplant, Oncology/Fertility/MS, IG, Bleeding Disorder, Specialty Pulmonary; experience selling to hospitals and specialty provider offices and/or clinics.
Business-to-business experience in a medical setting and/or managed care experience with medical offices, provider groups or IDNs and hospital systems.
Transplant-specific PQIs: experience with transplant centers and referral sources in a high-touch sales/service model.
Oncology/Fertility/MS-specific PQIs: experience with buy-and-bill practices, reimbursement and billing issues within oncology medical practices, particularly with Medicare, and familiarity with fertility and/or MS (neurology) practices and treatments.
Specialty Pulmonary PQIs: experience with specialty pulmonary disease states such as Cystic Fibosis, Idiopathic Pulmonary Fibrosis, or Pulmonary Hypertension; experience with specialty pulmonary treating centers and referral sources in a high-touch sales/service model.
We will consider employment of qualified applicants with arrest and conviction records.
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Territory Coverage : This role covers the Florida region from Fort Lauderdale north through Vero Beach, as well as the Naples through Bradenton area.
Residency Requirement : Candidates must reside within the assigned territory, specifically Fort Lauderdale, with consideration up to Palm Beach County.
Job Responsibilities
Business Planning
- Demonstrates the ability to build, adapt, and follow-through on an effective business plan that achieves and exceeds quarterly sales goals. Strong understanding of the complex disease state markets and anticipates future trends and opportunities. Prioritizes and stays focused on end goals to maximize productivity.
Business Acumen
– Demonstrates expertise and a commitment to maintaining in-depth knowledge of highly complex market dynamics (including payer issues, state and government regulations, provider payment issues, drug launches, etc.) within complex disease states. Monitors competitors and sales trends to develop sales plans accordingly. Analyzes input from various sources to create new initiatives. Develops appropriate business plans for new initiatives addressing market entry strategy, financial analysis, timelines and necessary resources. Is viewed as a regional expert in terms of communicating and coaching around marketplace, analytical, and clinical knowledge used to fuel overall specialty enterprise growth.
Account Management
– Demonstrates the ability to work within hospital systems, IDNs and provider groups/networks to promote and coordinate Walgreens\' services throughout the system, in collaboration with local and national assets. Develops short- and long-range business plans needed to achieve growth expectations within territory and region. Identifies opportunities and develops relationships with alliance partners outside the company to increase business. Provides clinical program support ensuring accounts are effectively managed. Initiates and participates in marketing clinical program services to accounts. Attends and presents at external customer meetings and internal meetings with other company functions as necessary to aid business development. Identifies key influencers and is recognized as a vital resource.
Influence and Impact
– Delivers persuasive messages and presentations that have maximum impact and drive desired action. Anticipates objectives and issues and works proactively to address them. Strategically identifies and uses a wide variety of tools and internal resources as an integral part of the sales interaction.
Leads cross-functional teams without authority. Mentors and trains new Account Managers under the guidance of the Regional Sales Director.
Business Partnering
– Leverages Walgreens resources including Retail Management, Community Pharmacy, Central Fill, Sales Operations, Marketing, senior management, clinical staff and other functions to assist in addressing customer issues and expanding local business. Assists Regional Sales Director in development and implementation of team communication and promotional activities.
Participates in and leads special projects. Assists Regional Sales Director in recruiting and interviewing new team members.
About Walgreens Founded in 1901, Walgreens proudly serves nearly 9 million customers and patients each day across its approximately 8,500 stores throughout the U.S. and Puerto Rico. Walgreens has approximately 220,000 team members, including nearly 90,000 healthcare service providers, and is committed to being the first choice for pharmacy, retail and health services, building trusted relationships that create healthier futures for customers, patients, team members and communities.
Basic Qualifications
Bachelor’s degree and at least 7 years of pharmaceutical sales or healthcare sales experience, including time spent in a specialty role, or selling medical equipment/devices; or High School Diploma/GED and at least 10 years of pharmaceutical or healthcare sales experience, including time spent in a specialty role or selling medical equipment/devices.
Experience with advanced selling skills promoting a complex product or service in a larger group practice or institutional environment.
Experience developing a strategic business plan to hit financial targets within a multi-million dollar territory.
Experience diagnosing, isolating, and resolving complex issues and implementing strategies to resolve them.
Experience collaborating with both internal and external resources to develop strategies that meet department and organizational goals.
Expert knowledge of complex disease states (e.g., Cystic Fibrosis) and the delivery system within the specialty pharmacy and payer segments, including billing procedures for hospital, medical offices and Medicare (B/D benefits).
Experience analyzing and reporting sales data to identify issues, trends, or exceptions to drive improvement and solutions.
Experience working with little or no supervision to accomplish goals and knowing when to escalate issues.
Time management skills to prioritize, organize, track details, and meet deadlines for multiple projects.
Experience developing and delivering presentations to various audience levels within an organization.
Intermediate Microsoft Excel skills (e.g., SUM, borders, column width, charts, text wrap, sorting, headers/footers).
Experience with disease states.
At least 2 years of experience contributing to financial decisions in the workplace.
At least 2 years of direct leadership, indirect leadership, and/or cross-functional team leadership.
Willing to travel at least 75% of the time for business purposes (within state and out of state).
Preferred Qualifications
At least 5 years of experience selling specialty products or services in one or more of the following disease state groups: Transplant, Oncology/Fertility/MS, IG, Bleeding Disorder, Specialty Pulmonary; experience selling to hospitals and specialty provider offices and/or clinics.
Business-to-business experience in a medical setting and/or managed care experience with medical offices, provider groups or IDNs and hospital systems.
Transplant-specific PQIs: experience with transplant centers and referral sources in a high-touch sales/service model.
Oncology/Fertility/MS-specific PQIs: experience with buy-and-bill practices, reimbursement and billing issues within oncology medical practices, particularly with Medicare, and familiarity with fertility and/or MS (neurology) practices and treatments.
Specialty Pulmonary PQIs: experience with specialty pulmonary disease states such as Cystic Fibosis, Idiopathic Pulmonary Fibrosis, or Pulmonary Hypertension; experience with specialty pulmonary treating centers and referral sources in a high-touch sales/service model.
We will consider employment of qualified applicants with arrest and conviction records.
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