Senior Growth Consultant, Commercial
The Sr. Growth Consultant, Commercial role is a dynamic opportunity focused on helping our health plan partners grow their employer group pharmacy benefit business.
This important role is part of the Express Scripts Health Plan Growth team, a cutting edge consulting group specializing in PBM go-to-market strategy.
The Sr. Growth Consultant will support our health plans commercial employer business through all aspects of the sales process.
The core function of the role is to partner with your assigned client to assist in their overall pharmacy sales strategy, engaging their local brokers, consultants, and prospective clients.
The right person for this role has extensive local market knowledge of the broker community in the healthcare space. You will be encouraged to think strategically and leverage your existing market relationships.
Importantly, this role will work to develop an overall sales strategy in conjunction with the sales and pharmacy executives at your assigned health plan client.
Come join our team as a Sr. Growth Consultant and be the strategic advisor and feet on the ground to assist our health plan clients in growing their pharmacy lives.
ESSENTIAL FUNCTIONS
Go-to-market Strategy
- Client facing to assist in building & telling the Health Plan pharmacy story
- Gathering, analyzing, and disseminating of market competitive intelligence
- Day-to-day contact in supporting the overall strategy and initiatives
- Daily engagement with the health plan pharmacy & sales executives
- Build & maintain strong broker / consultant relationships
- Build & maintain relationships throughout the Enterprise
Growth / Retention Strategy
- Create and execute action plan for each opportunity
- Manage the pharmacy sales bid process; including the coordination of kick off meeting, bid responses, overall RFP evaluation, recommendations and improvements
- Conduct analysis for key opportunities
- Build, manage, and rank top prospect list
- Assist with finalist preparation and participation
- Ability to discuss financials for various client specific opportunities / challenges
- Create, collaborate and maintain broker engagement process (interview pre and post sales cycle, updates, invites, win / loss tracking)
- Review and deliver Rx reporting package as needed discussing trend drivers and recommended solutions
- Kick off plan / solution modeling as needed
- Maintain complete knowledge of the Health Plan contract
Tracking / Analysis
- Sales Force documentation of meetings and opportunities
- Maintain data base that includes win / loss, bids, group and broker insights
- Document all renewal dates for groups and target prospect hit list
- Track timeliness / work flow for all in-house RFP’s
QUALIFICATIONS
- BA / BS or equivalent experience
- Knowledge of healthcare consulting industry dynamics which includes brokers, consultants and coalitions
- Superior analytical and problem solving skills
- Must have 10+ years of sales / business development experience
- Strong presentation skills with articulate, clear messaging
- Experience and comfort level in communicating with VP level and C-level contacts
- Excellent verbal and written communication skills
- Strong experience with Salesforce or similar CRM tool preferred
- Ability to compile, analyze, and report on common sales metrics
- Detail oriented and organized
- Demonstrate strategic business decision making experience
- Excellent PC skills including Microsoft Office and Excel
- Knowledge of the healthcare and PBM industry required
- Strong focus on book of business client satisfaction and client retention results.
- Demonstrated strong project management ability
- Ability to travel overnight up to 15%.
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