We are seeking an Area Vice President of Payor Sales to join our growing team! Onco360 Pharmacy is a unique oncology pharmacy model created to serve the needs of community, oncology and hematology physicians, patients, payers, and manufacturers. This position can be based in any state and is remote working from home.
Summary
The Area Vice President of Payor Sales is responsible for executing on company strategies and initiatives of all assigned territory Payor Sales and Account Management initiatives for Onco360/CareMed. The role’s primary focus is business development and contracting for Onco360/CareMed services across assigned Managed Care Payor segments including: Smaller PBM clients, Government (Medicare & Medicaid), Commercial Health Plans, Regional Accountable Care Organizations (ACOs), Integrated Delivery Networks (IDNs), Self-insured organizations and other Payor-related market opportunities.
These objectives will be accomplished through the combination of strategic plan aimed at increasing the organization’s contractual relationships to achieve the department’s sales targets and budget contribution.
Major Responsibilities
- Execute company targeting strategy of Onco360 and CareMed with all assigned payor accounts helping to increase sales to hit and beat revenue and GP goals.
- Maintain and expand existing assigned payor accounts creating new opportunities to grow the relationships, increase product offerings, and enhance and improve pricing opportunities.
- Work collaboratively across all functional areas with all internal stakeholders including pharmacy operations, sales, marketing, and billing to ensure seamless execution of all managed contracts.
- Provide effective customer sales presentations by obtaining necessary client information regarding current services and contract status.
- Schedule, lead, and facilitate QBRs, sales presentations, as well as all other client-facing meetings.
- Work collaboratively with account manager on the development of the QBR decks.
- Negotiation and management of new client opportunities including the end-to-end sales process.
- Lead cross-functional team to collaborate and build out RFP/RFI sales presentations.
- Maintain opportunity pipeline for new clients through company CRM.
- Responsible for the day-to-day leadership of the account manager and business specialist within the region.
- Develop and cultivate meaningful business relationships among key decision makers across all existing and target customers.
- Provide market segment performance feedback to the leadership team.
- Maintain improvement initiatives and a positive, professional attitude when dealing with Onco360/CareMed employees and clients.
- Performs other tasks as assigned.
- Conducts job responsibilities in accordance with the standards set out in the Company’s Code of Business Conduct and Ethics, its policies and procedures, the Corporate Compliance Agreement, applicable federal and state laws, and applicable professional standards.
Position Qualifications
Education/Learning Experience
Required: Bachelor’s degree in Business, Life Sciences, or other related field.
Desired: Advanced degree preferred.
Work Experience
Required: 5+ years of healthcare/market access industry sales & contracting experience.
Desired: 10+ years of healthcare/market access industry sales & contracting experience.
Skills/Knowledge
Required: Excellent negotiation skills, experience with managing complex contracting processes and training on requirements. Significant understanding of the Payor landscape and reimbursement process. Strong computer skills are required (Microsoft Office Suite). Mathematical and computation skills required.
Behavioral Competencies
Required: Strong work ethic and self-motivated to generate and follow up on leads. Strong individual and group presentation skills. Excellent communication and interpersonal skills with demonstrated proficiency to advance business objectives cross-functionally and with customers.
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