Now Hiring - Director Sales, TPA in Lakeland, FL

Summary

The Director of Sales-TPA Groups is responsible for managing the sales activities of WellDyne in a defined geographic territory as defined by the Chief Commercial Officer. The Director of Sales-TPA will be managed and developed by the Regional VP of Sales-Employer & TPA Groups for their territory and will perform the following duties.

Essential Duties and Responsibilities

• Identifies and establishes a professional relationship with client’s key decision-makers. Establishes and maintains client relationships at the appropriate levels, including medical and pharmacy directors, CEO’s, benefit managers and consultants.

• Manages performance trends that optimize the quality and cost-effectiveness of drug benefit program for clients and their members.
• Responsible for selling/introducing clients to new product and/or service offerings that provide value and reduce the drug spend impact on the client.
• Monitor and adjust recommendations, as appropriate to achieve lower net cost, better health outcomes, and higher levels of satisfaction for clients and their members.
• Responsible for organizing and leading client business planning meetings, executive briefings, client meetings and internal team strategy planning. Maintains consistent and regular client communication.
• Manages assigned accounts with a focus on client trend management, strategic plan development and execution, cultivating multi-level client relationships and identifies expansion opportunities, and incorporates into strategic plan for client management. Manages client contract compliance and renewal activities.
• Develops and implements strategic sales plans to accommodate corporate goals
• Directs sales forecasting activities and sets performance goals accordingly
• Leverages Salesforce for all activities and milestones throughout the sales cycle
• Reviews market analyses to determine customer needs, price schedules and discount rates
• Advises dealers, distributors, and clients concerning sales and advertising techniques
• Is assigned specific duties and goals by Regional VP-Employer & TPA Groups of same territory that effectively pulls-through existing or newly sold TPA employer groups
• Analyzes sales statistics to formulate policy and assists dealers in promoting sales
• Directs product simplification and standardization to eliminate unprofitable items from sales line
• Represents company at trade association meetings to promote products
• Delivers sales presentations to key clients in coordination with Regional VP of Sales-Employer & TPA Groups and/or Account Management team
• Coordinates liaison between sales department and other sales related units
• Analyzes and controls expenditures to conform to department budgetary requirements
• Prepares periodic sales reports showing sales volume, potential sales and areas of proposed client base expansion
• Monitors and evaluates the activities and products of the competition
• Recommends budget, expenditures and appropriations for research and development
• Provides case specific competitive intelligence, including pricing position
• Performs other duties as assigned

Education and Experience

Knowledge, Skills, and Abilities

• Proficient with MS Office and Salesforce
• Strong work ethic and ability to multi-task
• Strong interpersonal networking skills to relationship building.
• Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-level
• Willing to travel per business needs

Work Environment / Physical Demands

This position is in a typical office environment which requires prolonged sitting in front of a computer. Requires hand-eye coordination and manual dexterity sufficient to operate standard office equipment including operation of standard computer and phone equipment. May have occasional high stress when dealing with customers/clients. Some travel may be required.

EOE M/F/D/V