Director - Sales - Accredo more...
Location:Saint Louis, MO
Company:Express Scripts
First posted:May 16, 2017 (last updated 30+ days ago)
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Schedule: Full-time
Job ID: REQ20007809

POSITION SUMMARY

 

The primary function of the Regional Sales Director is to drive the day-to-day business results through oversight and management within existing business, strategic initiatives and other key customers. The Director will lead the critical charge to ensure the understanding and execution of the company sales and marketing plans through front line management, implementing regional strategies, account business plans, respond to market changes, and establish goals and tactics at the team and individual contributor levels. Success factors will include, but not be limited to the measurement and achievement of sales targets in the following areas: new business through contract compliance and active account management, attainment of sales revenue goals in aggregate and by segment, gross margin attainment in aggregate and by segment, and other profitability goals and key work plan objectives as may be assigned. Responsible for leading all aspects of sales execution and development process for account and product penetration, and other sales achievements of a cross-segment sales team which include development of appropriate measures of service excellence. Ensuring those goals, objectives and program deployment are incorporated into work process and business plans monitoring towards achievement of those goals and objectives for the group within the established company profit objectives in support of growth goals.

 

This Regional Sales Director position covers the geographic area encompassing all states West of the Mississippi river. . The ideal candidate can either live within the geographic region. This job requires 50% travel.

 

ESSENTIAL FUNCTIONS

  • Develops and implements customer and strategic programs to ensure achievement of sales targets. This includes, increased market penetration within existing accounts, revenue and profitability goals, strategic renewals and product and other up sell targets are met. Executes tactics outlined in work and account profile and pipeline plans for new business, organic growth, retention strategies, proposal response and pricing content development.
  • Demonstrate an effective understanding of competitive action in the assigned territory and works to develop a plan to address problem areas. Works with sales management, sales operations, and individual sales team contributors in the implementation and tactical execution of sales initiatives with defined metrics to achieve key deliverables.
  • Define an overall strategy on a quarterly/annual basis to drive sales growth. Works closely with Director of Sales New Business, Director of Corporate Accounts, Corporate Account Managers, and other Department Leads to ensure alignment consistent with the Organization, Account Management Team and Regional strategic plans.
  • Staff Development: Coach, develop, mentor and lead assigned sales team, regional sales managers, and individual contributors with professional and ethical leadership to achieve and exceed company objectives.
  • Drive the generation of new sales and account penetration within existing business across a broad array of physician market segment and product categories to health care providers embracing an activity based and solution selling proposition. This includes selling multiple products including all current and future product offerings.

QUALIFICATIONS

  • Bachelor's degree in business, marketing, or related area.
  • 5-7 years of experience in a related field. Sales management of 6 plus years; people leadership within a call center environment or an inside sales organization of an Account Management Team responsible for existing business preferred.
  • PC skills in using Microsoft Office, Email, and Internet.
  • Demonstrated sales results preferably in an activity based, quality focused, targeted selling environment with contracting administration experience to include cross-selling, switch selling, suggestive selling, on selling and up-selling to maximize contract compliance, company revenue and gross margin profitability.
  • Able to use proper judgment to plan and accomplish goals. Knowledge within the healthcare industry with an emphasis in the non-acute and alternate site points of care with emphasis working with physician offices.
  • Knowledge of various vertical physician market segments, key products, and market dynamics.
  • Ability to assess market, competitive, and regulatory changes and determine appropriate steps to respond and continue growth.
  • Exceptional verbal and written communication and presentation skills required.
  • Must have proven leadership skills, team-orientation, ability to build strong teams, and a proactive management style with a strong commitment to sales and client service.
  • Organizational/prioritization skills.
  • Willingness to travel 50%.

 

*LI-AL1

 

 

ABOUT THE DEPARTMENT

 
Sales & Account Management is the company's key interface with prospects and clients. Sales & Account Management is organized by market segment, and it provides consultative support to plan sponsors through benefit design recommendations and clinical expertise. Sales & Account Management is primarily accountable for growing the company's gross margin and membership base.

ABOUT EXPRESS SCRIPTS

Advance your career with the company that makes it easier for people to choose better health.
Express Scripts is a leading healthcare company serving tens of millions of consumers. We are looking for individuals who are passionate, creative and committed to creating systems and service solutions that promote better health outcomes.
Join the company that Fortune magazine ranked as one of the 'Most Admired Companies' in the pharmacy category. Then, use your intelligence, creativity, integrity and hard work to help us enhance our products and services.
We offer a highly competitive base salary and a comprehensive benefits program, including medical, prescription drug, dental, vision, 401(k) with company match, life insurance, paid time off, tuition assistance and an employee stock purchase plan.
Express Scripts is committed to hiring and retaining a diverse workforce. We are an Equal Opportunity Employer, making decisions without regard to race, color, religion, sex, national origin, age, veteran status, disability, or any other protected class. Applicants must be able to pass a drug test and background investigation.
Express Scripts is a VEVRAA Federal Contractor.

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