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Job Details

Business Development VP

Location
Portland, ME, United States

Posted on
Mar 25, 2022

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Job Information
Humana
Business Development, VP
in
Portland
Maine
Description
Enclara, is a wholly owned hospice and palliative care pharmacy business acquired by Humana in 2021. Enclara is the nation's largest full-service pharmacy benefits manager (PBM) specifically for the hospice and palliative care sectors. Serving over 450 customers and nearly 100,000 patients nationally, Enclara works closely with hospices to reduce pharmacy costs, improve patient care and support caregivers through: digital innovations, flexible medication access, one-on-one clinical support, and excellent customer service.
The Business Development, VP leverages targeted geographic analysis, engages with Physician offices to influence physicians to route patients' prescriptions to Humana Pharmacy for fulfillment. The Business Development VP requires an in-depth understanding of how organization capabilities interrelate across the function or segment.
Responsibilities
Hire, train and manage Sales Representatives
Participate and support marketing plans and message development
Support construction and execution of all regional sales plan to accomplish quarterly goals
Segment the assigned state(s) into desired target markets based-on location (map point), hospice need (e.g. health system vs. free-standing), and size
Increase revenue through effective day-to-day management of account development activities from lead management to contract including but not limited to:
Prospecting, warm/cold calling, business letter writing, e-mail communications, provision of follow-up materials (references, pharmacy lists, sample information, utilization analysis... ), due diligence data collection, coordinating efforts of other departments as needed
Develop and implement account penetration strategies and tactics in order to realize both corporate and customer objectives
Provide daily, weekly, monthly, and quarterly reports regarding goal attainment, client meeting/contacts, sales cycle data/information and other reports required by direct manager and executive team.
Maintain prospect account demographics within CRM
Oversee and enforce documentation of all stages of sales cycle in CRM application (Salesforce)
Obtain and surpass assigned census targets as outlined
Support New Business Prospects in open regions as directed by the SVP Sales
Collaborate with marketing and contribute to marketing plan construction and execution
Attend state meetings in defined territory and other states as needed
Attend national hospice meetings as needed or upon request
Produce due diligence assessment of identified markets or regions including current SWOT analysis
​ Qualifications
Ability to educate hospice staff to Enclara Pharmacia model offerings
High-energy with a sense of urgency and attention to detail
Organized and ability to multi-task
Comfortable working in a fast paced, rapidly changing environment
Excellent verbal, written communication, creative and interpersonal skills
Education and/or Experience:
Bachelor's degree in related field is required.
Experienced sales professional with 5 years of recent working experience in the healthcare industry and managing teams with a proven track record of meeting/exceeding goals on a consistent basis.
Strong working knowledge of the following:
Microsoft Business Suite of tools
Use of a lap top, plus remote connectivity tools for use in a variety of settings (home, office, hotel, hospice site... )
Ability to learn and use SalesForce application
Ability to assimilate other required technology tools (E.g. Blackberry, others)
Ability for overnight travel up to 3 days/week (weekdays)
Excellent oral presentation skills
Well organized, highly motivated and disciplined to a home office work environment
If progressed to offer, you will be required to:
Provide proof of full vaccination OR
Commit to weekly testing, following all CDC protocols, OR
Provide documentation for a medical or religious exemption consideration.
This policy will not supersede state or local laws. Requests for these exemptions should be submitted at least 2 weeks prior to your scheduled first day of work.
Scheduled Weekly Hours
40

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