Director, Strategic Accounts

Director, Strategic Accounts

EnlivenHealth specializes in cutting-edge tech solutions that boost pharmacy efficiency, improve patient outcomes, and save costs. Our mission is to revolutionize healthcare by empowering payers and pharma sponsors with data-driven tools tied to our 35,000 pharmacy partners. The role involves growing revenue by building relationships with health plan and pharma decision-makers, requiring deep knowledge of both industries. Using a consultative approach, we aim to enhance collaboration between health plans, pharma sponsors, and our pharmacy clients.

Responsibilities:

Strategic Account Planning

• Identify business opportunities through prospecting and evaluating their position in the industry; analyzing where we can most win.
• Develop strategic account plans across health plans and pharma, identifying specific action plans to achieve assigned targets/goals.
• Collaborate with Solution Sales, Marketing, Product Development, and Operations to develop the appropriate sales tools and commercial marketing requirements.
• Maintain industry and product knowledge and inform the company of changing market conditions and competitive issues.
• Understand the health plan's current workflow and articulate key value positions for current to future state Gap Analysis.
• Develop tailored call plans for key constituents such as Chief Pharmacy Officer, Director of Pharmacy Services, Digital Trade, Marketing, and other Innovation leaders.

Sales Execution

• Cultivate strategic customer relationships through face-to-face and/or virtual contact, partnering with EnlivenHealth field sales resources as appropriate.
• Research, prepare, and present selling/customer-focused presentations.
• Support Field Marketing efforts through leading product demonstrations at trade shows and regional events as assigned by the Business Leader.
• Close new and existing business within our strategic solution / Software as a Service (SaaS) portfolio; currently inclusive of sponsored MedSync, Outbound Communications, Patient Engagement Network, Match and Navigate My Care.
• Utilize SalesForce.com software and other necessary tools for accurate and detailed data capture and metrics.

Required Knowledge and Skills:

Strong Sales Disposition

• Disciplined: Take a structured approach to managing sales; strive to make well-informed decisions related to sales strategies and tactics; maintain high work and ethical standards.
• Results Oriented: Possess an energetic and tenacious achievement orientation; proactively seek business opportunities; strive to gain a competitive advantage; take action for a recognized benefit despite the uncertainty of the outcome.
• Take Control: Create constructive tension and assert control throughout the sales interaction to overcome customer risk aversion.

Creative and Innovative

• Creative - Think unconventionally when faced with sales challenges; is open to new ideas. Inspires curiosity and challenges the current thinking.
• Tenacious Problem Solver - Consider the art of the possible when solving our customer’s business challenges
• Tailor - Create unique messaging to each decision-maker throughout the buying process.
• Teach - Challenge customer assumptions while offering new insights on how the customer can optimize medication and supply management to improve patient and business outcomes.

Motivated for Sales

• Adaptable and Resilient – Maintain composure in the face of obstacles. Handle disappointment and/or rejection without losing effectiveness.
• Confident: Approach sales challenges with confidence of success; remain realistically optimistic when pursuing sales objectives (e.g., celebrating successful milestone achievements).
• Strong Emotional Intelligence: Excellent interpersonal skills with high impact communication. Effective at delivering compelling presentations. Can build effective relationships while creating constructive tension to push the customer out of their comfort zone. Effectively channel emotions to manage job challenges and stress. Read non-verbal cues and identify unanticipated customer needs.
• Collaborative – Build and maintain effective cross-functional and collaborative relationships internally and externally. Willing to be a resource to colleagues. Positively contribute to the team effort of driving overall customer success.

Basic Qualifications:

• Bachelor’s degree from an accredited college
• Minimum of 5 years of sales or consulting experience preferable

OR

• High school diploma
• Minimum of 7 years of sales or consulting experience preferable

Preferred Qualifications:

• Master's Degree, or Doctor of Pharmacy
• Software as a Service (SaaS) and/or value-based selling
• Experience with first to market or solutions still in the early adopter phase

Work Conditions:

• Environment – Field-based/home office environment.
• Travel required – 50% Plus
• Physical Requirements – Sitting, standing, walking, and using a keyboard