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Sales Director, AEBA

Amalgamated Life Insurance

This is a Contract position in Arlington, VA posted November 21, 2021.

Amalgamated Employee Benefits Administrators, one of the nation’s leading third party administrators (TPA) for unions, businesses, associations and self-insured plans, is seeking a Sales Director for their Pharmacy Benefit Administration (PBA) service.

The Pharmacy Benefit Administration (PBA) service, AEBRx (, is a union affiliated, innovative, end-to-end PBA service focused on helping plan sponsors effectively manage high-cost specialty drugs while providing excellent service and access to a national network of retail pharmacies with mail order capabilities.

Amalgamated Employee Benefits Administrators has partnered with Magellan Rx Management, a full-service pharmacy benefits management division of Magellan Health, Inc.

(NASDAQ: MGLN) as the engine for AEBRx.

The successful candidate will drive Pharmacy Benefit Management (PBM) program growth for commercial pharmacy programs.

Reporting to the Executive Vice President, Sales & Marketing, this individual will lay the foundation for the achievement of sales goals.

An entrepreneurial drive and attitude coupled with having the following responsibilities are required: Maintaining a robust sales pipeline for both commercial and Medicaid lines of business Meeting annual sales targets, consistent with revenue bookings and projections Researching and analyzing the PBM market and developing sales strategies to differentiate us from the competition Establishing contacts and developing relationships with prospects; goal being positive references to influence other prospect decision makers Tracking leads progress independently and with the Account Management team Working with the pharmacy operations team to collaborate on new sales activities and customer retention, by maintaining relationships and keeping the teams informed about the competitive landscape we face Suggest product improvements or new product additions to keep up with market demands and our competition Evaluating monthly progress to review potential deal closures and maintain an updated sales pipeline for the onboarding team and other internal operational units Performing your own market research to determine potential sales opportunities Providing clear information by collecting, analyzing and summarizing data and trends specific to each opportunity Gathering intelligence on competitors and leveraging this information to promote our strengths Personal growth and development initiative, including participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations Collaboration with peers across Pharmacy Benefits Solutions teams Job Requirements: Bachelor’s Degree or professional health-care degree or requisite experience required Critical Skills
· Executive Level relationships
· Prior health-care background
· Experience in effectively collaborating with internal and external stakeholders
· Proven success in a dynamic, fast paced environment
· Experience in complex service
· Experience with leveraging Microsoft Suite of services in preparing for and giving presentations
· Willingness to travel 50% of time
· 5 years of demonstrable sales achievement and technical selling to State Medicaid agencies, Managed Care, and or Commercial (Self-funded employer group and Third-Party Administrator) markets
· Experience with selling pharmacy benefit management programs preferred Knowledge and Skills
· Leadership
· Presentation Skills
· Verbal and Written Communication
· Negotiation
· Achieving Sales Goals
· Creativity
· Sales Planning
· Independence
· Self-Motivated
· Customer Retention
· Market Knowledge
· Professionalism
· Proficiency in Microsoft Suite of services: Word, Excel, PowerPoint