You’re a natural born leader with an innate, authentic sales pitch that can sell a lighter to the Human Torch. With your natural, somewhat superhuman abilities, you will lead and oversee day-to-day Sales and Business Development activities for Abarca. In other words, you will be responsible for building the go-to-market strategy and responsible for selling Abarca’s SaaS and PBM products and services to large national health plans, regional managed care organizations, other PBMs, and employer groups in areas where Abarca does not have a relationship with the local health plan. (They say the sun never sets in the Abarcan Kingdom.) You’ll get to use your instinctive management skills to provide oversight and leadership to ensure accountability and efficiency with key internal stakeholders in the sales process, which includes Request for Proposal (RFP) process management, pricing, and product strategy teams to secure market competitiveness. In accordance with Abarca’s overarching business strategy, you will employ your talents at establishing relationships with various levels of existing and prospective clients, create engagement opportunities for Abarca’s senior executives to influence success, and lead the organization through the end-to-end selling process, aligning it with prospect requirements and Abarca’s capabilities.
The fundamentals for the job…
Collaborate with executive leaders to develop, implement, and oversee a multi-year growth strategy that improves Abarca’s visibility, perception, competitiveness and market-share in the SaaS and Full Service PBM market verticals
Establish and socialize sales priorities and build a sales-oriented culture with internal and external business partners. (Let your Networking capabilities shine!)
Identify, develop, and maintain key internal and external relationships needed to effectively sell and deliver Abarca’s capabilities, drive growth, and increase market competitiveness. (The ties that bind...)
Lead and effectively support the organization through all facets of the selling process, including prospecting/pipeline building, establishing relationships, positioning key Abarca leaders to influence outcomes, facilitating compelling RFP responses, consulting and coordinating throughout negotiations, and bringing sales opportunities to closure.
Leverage a deep knowledge (deeper than the Mariana Trench) of the competitive Pharmacy Benefit Management (PBM) landscape to analyze and interpret market and industry trends; provide insight to Abarca’s executive team and senior leaders regarding opportunities for service and product innovation, and provide awareness and potential solutions to client requests and industry threats or opportunities.
Ensure alignment and accountability with stakeholders across the enterprise to ensure effective delivery of core and expanded capabilities being committed to in the selling process; ensure the appropriate stakeholders are included early and often when evaluating Abarca’s capabilities against client or prospect requirements; ensure effective use of time and internal resources when evaluating solutions, determining pricing, and preparing for presentations.
Develop processes and management reporting capabilities to support and measure the effectiveness of sales activities; identify key performance indicators and establish a sales reporting dashboard to monitor and influence performance towards sales goals; consistently review Customer Relationship Management (CRM) capabilities and other enabling technology to ensure high quality, accurate, and efficient distribution of sales reports and other customer, competitor, prospect and market intelligence.
Establish clear, measurable, and equitable sales objectives for the sales team and ensure individual sales activity is performing against established growth targets; develop strategic sales tactics, techniques, training plans, and resources to support the development and success of sales and sales operations professionals. (You’re a VP with the Eye of a Tiger, eager make and break sales records at Abarca)
Provide input to senior leadership and HR on the development and administration of the sales incentive compensation program.
Participate in talent acquisition, employer branding, and talent development programs in partnership with Talent Strategy.
Provide direct leadership to sales and sales operational teams that coordinates cross-functional participation in client targeting and prospecting, sales and discovery meetings, prepare meeting materials and agendas, and ensure the appropriate follow-up upon conclusion.
Manage department budget, staffing, performance and development, and consistently demonstrate Abarca’s core values and leadership expectations during interactions with direct reports, cross-functional, and external stakeholders.
Proactively anticipate and prepare for managing competing demands and expectations. (Always 3+ steps ahead.)
Support the development of a healthy internal culture that retains vital employees and encourages their professional development. (Bonding is important to us.).
Deliver pharmacy benefit consulting services to senior leaders within Abarca’s health plan and PBM clients.
Engage with our clients to identify and assess their needs and priorities to provide service alternatives.
Build sustainable relationships of trust through open and interactive communication with our clients.
Provide leadership by setting priorities, assigning work, and coaching/mentoring team members.
Engage and motivate team members. (As any good leader would do.)
Perform other duties as assigned. (In the end, we’re all multi-taskers, right?)
What you’re made of
The bold requirements…
Bachelor’s degree in finance, Business, Health Care Administration, or related area of study (In lieu of a degree, equivalent relevant work experience may be considered.)
An MBA or other advanced degree would make you shine brighter for us.
10 years of relevant sales or account management experience. (The more, the merrier.)
5 years of successful business development experience in pharmacy benefits management, benefits consulting, or healthcare. (We consider this table stakes for this role.)
5 years of leadership/people management experience. (The better way kind … that inspire believers and followers.)
Travel availability of +50% of the time. (No, you won’t slow down time; we promise.)
Expert understanding of the evolving healthcare and PBM market, including understanding of key challenges in employee benefit plans, health care issues, and industry/competitor activities and offerings. (Your expert levels of understanding are so clear that birds are flying right into them.)
Ability to establish rapport and effectively influence at all levels within and outside of Abarca and exceptional client relationship management and cross-functional team building skills. (Your magnetic personality is required.)
Exceptional communication skills with the ability to distill complex concepts into clear and concise messages, instructions or requests for a variety of audiences. (You should be able to simply things so a 3-year-old can understand.)
Extensive knowledge of PBM financials (As extensive and long as the Mississippi River.)
Exceptional organizational, project management, and time management skills (We want to see your detailed, charted schedules and revel in them.)
Experience managing relationships with, and selling to large, fortune 500, PBM, or health plan clients.
You know the nuances of Microsoft Office products like you were Bill Gates himself and when it comes to surfing (the Internet), Kelly Slater has nothing on you.
Ability to engage and motivate team members. (We’re talking Morpheus levels of motivation. You’ll convince anyone to take the red pill and enjoy it too.)
You can communicate effectively (read, speak, write, protest, code, doodle, ponder on the vastness of the universe, over-analyze your exes texts, etc.) in English. Spanish would be a really big plus.
That something extra we´d love to see…
Assertive: You know you’re good at stuff and charge with confidence, trusting that the path you have chosen is the correct one. Your ability to listen to other’s ideas and learn from them is a rare strength.
Influencer: No, you don’t need thousands of followers on Instagram, but your persuasive skills are so sharp people wonder if you’ve hypnotized them. Managing prospects is second nature to you and you know how and when to push others.
Passionate: You fall in love with ideas and projects, which is why you put your heart into everything you do and add a little extra. Your positive energy boosts the team and infuses your efforts with an iron will.
Persuasive: Did you take hypnotism courses or something? Because you seem to sway things in your favor with ease. Your charm convinces anyone of anything. No need to insist, you’re hired!
Strategic Thinking: You’ve played every strategy game out there. Your mother claims you were born with a chessboard instead of a placenta attached to your umbilical cord and this could well be true. You’re always three steps ahead of the game quickly spotting relevant patterns and issues.
The above description is not intended to limit the scope of the job or to exclude other duties not mentioned. It is absolutely not a final set of specifications for the position. It’s simply meant to give readers an idea of what the role entails.
Abarca Health LLC is an equal employment opportunity employer and participates in E-Verify. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of gender, race/ethnicity, gender identity, sexual orientation, protected veteran status, disability, or other protected group status.