Vice President Sales, Health Services

The primary function of this role is to provide strategic oversight of ESIs Key Account new sales division.

Key Accounts are mid-sized prospective employers (up to 360k ARxs) acquired either directly or through our coalition partners.

Leadership of this team includes the development and execution of strategies and/or tactics in the following areas: Territory Planning, Pre-RFP Prospecting and Relationship Development, Proposal Development, Pricing Development, Presentation Development and Delivery (finalist or other), Negotiations, Closing and Contracting and Incentive Compensation.

Success will be measured by achievement of sales targets in the following areas: New adjusted scripts (ARxs) and/or Revenue, as well as profitability.

Scope (e.g., Specific metrics this role will be responsible for):


* Driving growth and profitability for the key account segment.


* Manages profit, revenue and gross margin for new prospects.

Developing strategic work plan goals to include, but not limited to, identify and prospect strategy in the middle market segment, win new middle market clients, and grow gross margin, Arx's, and other organic growth opportunities.


* Identify short- and long-term sales goals and develop a corresponding strategic plan to achieve them.

Assess capabilities and/or partnerships required to win in the market.


* Manage a team of middle market Sales Directors, as well as Directors focused exclusively on our clinical differentiation.

Provide career development opportunities, work direction, evaluate performance and provide feedback to promote employee growth and retention.


* Coaching to and holding the team accountable for using the Challenger Selling approach, as well as important sales processes such as use of company CRM...SFDC.


* Work collaboratively with relevant business departments to price products/services, inform the development of new products/services and effectively market the business.


* Identify gaps and lead special projects & task forces focused on improving operational effectiveness and implementing best practices within the division.


* Ensure teams have the necessary tools and resources to deliver exceptional service

MINIMUM QUALIFICATIONS TO ENTER THE JOB:


* Education/Certification (required/desired):



* Bachelor's degree required (BS Pharmacy preferred); MBA preferred


* A result-focused executor, who brings discipline, drive, and accountability to ensure delivery on plans for capturing market share.


* An inspirational, compelling leader who is capable of communicating the vision to external and internal constituents; and commanding the respect and enthusiasm.


* Experience in prospecting new opportunities.


* Experience with client negotiations required.


* Experience in attracting top talent, building and developing effective teams.

The following competencies/behaviors will be expected for incumbents in this position:


* Strong in strategy ...