Resp & Qualifications
The Senior Pharmacy Sales Consultant is responsible for growing current pharmacy membership by working with and driving CareFirst sales associates, brokers, and consultants. Under the direction of the Director, Pharmacy Financial Value & Solutions, this individual will also provide recommendations to the Vice President of Specialty Markets for product, network and service improvements. Ultimately, the growth and retention of pharmacy group business, including all segments (Consumer Direct, Small & Medium, Large Group and National Accounts) will dictate the success of this individual. This position will actively identify and pursue new pharmacy growth opportunities and assists New Business and Renewal Sales teams, Account Managers, producers and consultants in selling/retaining Pharmacy Insurance by actively partnering with these stakeholders to sell pharmacy products to existing medical customers, as well as stand-alone pharmacy. This position will work collaboratively with the sales organization across all segments, but will ultimately be responsible for achieving or exceeding enrollment and retention goals established.
ESSENTIAL DUTIES AND RESPONSIBILITIES include, but are not limited to the following:
25% Responsible for Pharmacy sales corporately across all market segments, and as the subject matter expert, will be responsible for identification of sales opportunities, partnering with the medical sales organization, recognizing potential leads/opportunities, and closing the sale in partnership with the medical sales lead. (this may require attending meetings with employers, producers and/or consultants)
Serves as primary point of contact for all pharmacy with accountability for coordination, implementation as well as account satisfaction for CareFirst.
Meets or exceeds annual pharmacy enrollment goals working collaboratively with Sales Reps, Account Managers or Account Executives.
Responsible for the compilation, review and analysis of data, as well as the creation of strategy documentation, action plans and their execution for pharmacy sales related activities, in coordination with the Director, Pharmacy Financial Value & Solutions
20% Identifies, aggressively seeks and obtains new pharmacy business, as well as supporting renewal activities for all pharmacy segments. Responsible for selling pharmacy business in partnership with the medical sales lead.
10% In conjunction with the Account Managers, Brokers and/or Consultants, develops and implements account-specific Pharmacy sales/retention strategies for (200+) accounts. Analyzes incumbent dental carrier offerings to identify opportunities to leverage CareFirst strengths.
10% Reviews account renewals on a monthly basis with (51-199) Account Managers to identify opportunities and strategies for selling pharmacy to existing Medical groups, analyzes broker activity in the 2-50 markets to gauge effectiveness, leverage best practices and directs sales focus appropriately.
10% Promotes the value of pharmacy as well as other products to our internal sales force. Supports and consults with internal sales reps and account managers and execs ensuring that each assigned account renews annually, and aggressively pursues growth within groups by developing and implementing account specific benefit and sales/retention strategies.
10% Works closely with sales and marketing staff in mining existing medical account inventory to generate leads and meeting penetration goals. Interacts directly with the Sales Proposal Unit keeping them up to date. Participates in major proposal RFP responses and finalist presentations. Works with underwriting/pricing to ensure that proposed pricing is competitive. Ensures that competitive advantages are highlighted in proposals and presentations
10% At the direction of Medical Sales, establishes and maintains relationships at multiple levels with clients, consultants, brokers, administrators and other Blues plans through the use of consultative skills and analysis of account needs or service requirements, and identifies pharmacy sales opportunities.
5% Performs other duties as assigned, which include but are not limited to; projecting and reporting enrollment figures; gather and report competitive information; serving on internal and external committees to represent the pharmacy business, Sales Teams and/or CareFirst.
This position has no direct reports.
Direct responsibility for identifying and driving pharmacy sales growth in assigned market (s), through penetration into existing medical book of business, increasing pharmacy market share and supporting the management of the entire pharmacy book of business.
A Bachelor’s degree or equivalent experience and a minimum of from seven to ten years of Pharmacy sales experience with an emphasis on strategic and consultative selling is required. This position requires a thorough knowledge of oral health care. Knowledge of the community standards of oral health care delivery and pharmacy care benefit administration is also required. Must have extensive knowledge of the PBM industry. The incumbent must have a thorough knowledge of national account health/life and pharmacy insurance requirements, as well as those for local business; the status of the local and national marketplaces; and the competition. A thorough understanding of the broker/administrator roles and systems, compensation arrangements, risk and non-risk pharmacy insurance, underwriting structures and principles, financial mechanisms; group insurance financial/funding mechanisms, healthcare delivery systems, including pricing methodologies.
Excellent organizational skills are required. Superior communication and interpersonal skills are necessary to build rapport and strong working relationships with both internal and external customers and to successfully interact with all levels of personnel, top brokers, administrators and accounts throughout the region is required. The incumbent must have the ability to negotiate and work independently to make decisions concerning contract sales and renewals.
Required Professional Competencies:
• Must possess proven pharmacy sales skills
• Effective interpersonal /relationship skills and management skills are a must.
• Ability to analyze competitive sales information and develop effective sales strategies to retain existing business and acquire new business.
• Demonstrate strong consultative skills and have the proven ability to demonstrate good instincts and make solid business judgments.
• Additional requirements include; negotiation skills, creative thinking and problem solving, effective organizational skills, excellent written and verbal communication skills, excellent group presentation skills and personal computer skills.
• Ability to influence without formal managerial role or authority
• Ability to manage across organizational boundaries and diverse clients
• Strong strategic focus but with the ability to balance tactical and strategic responsibilities
Experience in a similar pharmacy sales/consultant position with a competitor or another Blue Cross Blue Shield plan is preferred.
Department: Specialty & Pharmacy Administration
Equal Employment Opportunity
CareFirst BlueCross BlueShield is an Equal Opportunity (EEO) employer. It is the policy of the Company to provide equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.
Hire Range Disclaimer
Actual salary will be based on relevant job experience and work history.
Where To Apply
Please visit our website to apply: www.carefirst.com/careers
Please apply before: 4/17/21
Federal Disc/Physical Demand
Note: The incumbent is required to immediately disclose any debarment, exclusion, or other event that makes him/her ineligible to perform work directly or indirectly on Federal health care programs.
The associate is primarily seated while performing the duties of the position. Occasional walking or standing is required. The hands are regularly used to write, type, key and handle or feel small controls and objects. The associate must frequently talk and hear. Weights up to 25 pounds are occasionally lifted.
Sponsorship in US
Must be eligible to work in the U.S. without Sponsorship