Remote AVP, Consultant Sales

Summary

Join Abarca, a healthcare revolutionizing company, as an Associate Vice President of Consultant Sales. You will be responsible for developing sales pipelines, managing consultant relationships, and driving revenue growth. This role involves collaborating with internal teams, creating marketing materials, and managing the full sales cycle. Success will be measured by pipeline creation and contracted business. You will need extensive experience in healthcare sales and consulting, strong communication skills, and the ability to travel. Abarca offers a flexible hybrid work model with opportunities for professional growth.

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
• Must be available to travel (25 nights per year) to industry events, client meetings, headquarters and other sites as needed
• We are proud to offer a flexible hybrid work model which will require certain on-site workdays in Puerto Rico
• This position requires availability to work in a specified time zone or working schedule, accommodation for the business needs of our clients and team members
• This position may require availability for on-call hours, including evenings, weekends, and holidays, to promptly address emergent issues or provide necessary support as dictated by operational demands (if applicable)
• Must be able to access and navigate each department at the organization’s facilities
• Sedentary work that primarily involves sitting/standing

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
• Be exceptionally open and proactive in addressing problems as they arise, bring solutions to the leadership team, and present clear recommendations
• Possess the self-confidence to operate in a direct environment, speaking up and providing opinions grounded in fact while remaining humble and taking direction well

Preferred Qualifications

MBA or PharmD is a plus