Remote AVP, Consultant Sales

Summary

Join Abarca as Associate Vice President of Consultant Sales and lead revenue generation through pipeline development, relationship management, and business contracting.

Requirements

• Bachelor’s Degree or Master’s Degree in Business Administration , Healthcare, or a related area (In lieu of a degree, equivalent, relevant work experience may be considered.)
• 10+ years of experience in a consulting, sales, or account management role working with benefit consultants in the healthcare or government market segment
• Experience successfully forging productive relationships within the healthcare community
• Experience developing and maintaining trusted relationships with key partnerships that take a long-term view of business opportunities
• Experience proactively creating relationships and opportunities across both internal and external boundaries to develop innovative solutions to meet our prospect and consultant needs
• Experience utilizing Salesforce and contribute to approach for developing, updating, and maintaining relationships with the key contacts at consulting firms
• Experience successfully interacting, presenting to, and influencing senior leadership
• Excellent oral and written communication skills

Responsibilities

• Develop full sales cycle from prospecting, RPF management, negotiating company specific contracts and pricing (including detailing language for contract execution)
• Collaborate with analytics, product, and marketing teams to create and update educational material for the consulting community
• Create and deliver prospect and consultant value proposition messaging highlighting Abarca’s differentiators in the PBM industry
• Support the RFP strategy from the beginning to the end
• Develop target market strategies and create a sales toolkit required to sell services in conjunction with Abarca’s SVP of Sales, through addressable market analysis and market knowledge by creating go-to market strategies
• Ensure all targeted prospect contacts and engagement opportunities are recorded in Salesforce
• Execute strategy for specific pipeline development that supports the assigned sales goals
• Maintain and improve existing national and regional consultant relationships by strategically allocating resources to maximize growth and retention
• Create and manage consultant scorecards that provide insight into win/loss and retention results on a quarterly basis
• Collaborate with Marketing and Technology to create the Book of Business reviews on an annual basis
• Attend and speak at events including conferences, consultant summits, and other health plan events

Benefits

Flexible hybrid work model