Area Vice President, Sales

The Area Vice President - Sales will be responsible for driving profitable growth and for achieving assigned sales growth targets. Develops/implements approved regional business plans and related budgets to increase growth and profitability in assigned geography. AVP, Sales is responsible for recruiting, coaching and developing all sales personnel to ensure achievement of sales targets. Assists in the design of marketing materials and approves/conducts sales presentations. Develops programs to increase customer satisfaction/retention as well as unit growth and retention. Oversees diverse regional sales team as well as all aspects of sales management including, but not limited to, sales training, motivation and evaluating performance and program effectiveness. AVP, Sales participate in proposal preparation and negotiations for major health plan/employer contracts.

RESPONSIBILITIES:
•   Directs diverse geographical region
•   Leads regional sales team comprised of account managers, customer account managers and customer relations specialists while ensuring regional unit growth and retention goals are met
•   Provides strategic insights and direction to ensure effective business planning and achievement of sales objectives
•   Develops and implements strategic regional business plans, directs regional sales activities and sells/co-sells company products and services, ensures account sales growth/profitability and organizes sales staff to ensure effective market coverage
• Works with enterprise training and development to ensure training needs are identified and customized sales training programs and related materials for sales staff are executed and implemented as needed
•   Provides input and feedback as to program effectiveness and makes changes as appropriate
•   Work effectively with account teams to ensure robust pipeline from payors/employers as well as messaging and message effectiveness
•   Reviews/approves major sales presentations for key accounts prior to delivery
•   Works with and continuously reviews value proposition and message effectiveness to develop new/improve the effectiveness of existing presentations, collateral material, promotional campaigns, etc. for these key audiences
•   Participates in proposal preparation and negotiations for major account contracts
•   Oversees/approves contracts/agreements
•   Works effectively across matrix organizations to ensure profitable growth
•   Drive continuous learning and improvement within assigned sales teams

Required Educational Qualifications:  Bachelor’s Degree in marketing, business or related field

Preferred Educational Qualifications:  PharmD, MBA or post-graduate degree in marketing, business or related field

Required Experience & Skills:
•   10 + years sales and account experience, including at least 5 years in complex sales leadership role
•   Managed care and contract expereince
•   Experience and knowledge successfully interfacing with managed care organizations and driving results preferred
•   Sales experience in a healthcare industry preferably with specific disease experience