Generates new business and expands existing pharmacy accounts by selling healthcare technology solutions. Responsibilities include prospecting, lead qualification, complex sales-cycle management, product presentations, competitive analysis, Salesforce CRM management, quota attainment, and cross-functional collaboration. Conducts quarterly business reviews at client locations, presents performance metrics, identifies improvement opportunities, and addresses client needs. Requires approximately 25% domestic and international travel.
JOB SUMMARY
The Sales Representative - New Business position will focus on generating new business opportunities through selling Outcomes solutions into single to multiple store retail pharmacies. The Sales Rep shall travel to client locations to conduct Quarterly Business Reviews for key clients to understand the client’s business and determine which solutions would be of value to such client. The Sales Rep will be responsible for developing new business opportunities in the existing base to grow the Outcomes client base and market share while achieving monthly/quarterly/annual quota targets. Accounts will include new prospects and existing accounts. This role will also work collaboratively with product and implementation to ensure coordinated execution.
ESSENTIAL DUTIES & RESPONSIBILITIES
- Prospecting: Identify and generate new leads through various channels of new prospects and existing clients, including cold calling, lead generation, campaigns, and social media outreach
- Qualifying: Assess potential leads to determine their fit with the company's target market and products/services
- Complex Sales Cycle Management: Manage the sales process from initial contact to closing, ensuring timely follow-up and addressing customer inquiries. Manage multiple stages involving multiple products and multiple decision-makers
- Product Knowledge: Develop an understanding of Outcomes products and services to effectively communicate their value to customers
- Competitive Analysis: Stay informed about industry trends and competitor activities
- CRM Management: Utilize Salesforce to track leads, opportunities, sales forecast and customer interactions
- Team Collaboration: Work closely with other team members, including Sales Management, Sales Operations, and Marketing to achieve sales goals
- Travel: Conduct and present Quarterly Business Reviews (QBRs) to top 15% of assigned clients. QBRs are to be presented at client locations and should address and summarize performance metrics, identifying opportunities for improvement, and addressing client needs and concerns.
KNOWLEDGE & REQUIREMENTS
- Strong understanding of Pharmacy Segment and healthcare IT solutions.
- Excellent communication, presentation, and negotiation skills, with the ability to articulate complex technical concepts to non-technical stakeholders.
- Ability to travel as needed to client sites and industry conferences.
- Keen understanding of the Pharmacy space
- Strong healthcare information technology industry, regulatory, and product knowledge
- Commitment to continuous education
- Proven negotiation and presentation skills
- Working knowledge of Salesforce and CRM usage
- Exceptional written and verbal communication skills are required
- Change agent across verticals, being agile in an ever-changing industry.
- Help facilitate and adopt change internally and externally.
- Ability to prioritize and manage multiple high priority projects simultaneously.
- Strong delegation skills (internal and external)
- Accountability driver (internal and external)
- Adapt to modernization of tools to communicate with clients.
- Ability to identify upsell/cross-sell opportunities.
- Travel Requirements: Domestic and/or International, approximately 25%
EDUCATION & EXPERIENCE REQUIREMENTS
- Minimum years of work experience: 3 years in healthcare technology sales, with a proven track record of exceeding sales targets.
- Minimum level of education or education/experience: Associates or equivalent work experience in business, or a related field
PHYSICAL REQUIREMENTS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
- Frequent sitting in stationary position at a desk
- Occasional standing, walking, stooping, kneeling, squatting, and climbing stairs
- Occasional twisting of body
- Occasional reaching by extending hands and arms in any direction
- Occasional lifting, pulling, or pushing
- Work in a fast-paced environment
What’s In It For You?
- Medical, Dental and Vision Plans
- Voluntary Benefits
- HSA & FSA
- Fertility & Family Planning Benefits
- Paid Parental Leave
- Adoption Assistance Program
- Employee Resource Groups
- Flex PTO for Exempt Associates & up to 15 PTO days in first year of employment for non-exempt associates
- 11 Paid Holidays
- Corporate Wellness Program
- 401k Employer Match & Roth Option Available – immediate eligibility
The base pay for this role is set at $75,000 plus commission for a total annual compensation target of $150,000. There may be a bonus or commission, and/or a long-term incentive that will be provided as part of the compensation package, along with medical, financial and/or other benefits, depending on the level and position offered.
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