Managed Care Sales Specialist

  Roles for this position: 1. Coordination of all direct sales and marketing activities for the assigned accounts.

2. Sales of products and services to meet or exceed sales objectives.

3. Promotion in the assigned territory to increase awareness and to generate/maintain a positive image for the company in the marketplace.

 

Duties and Responsibilities:

1. Generate contracts for aerosol delivery products with Managed Care Organizations (HMOs/PPOs/PBMs).

a. Target MCOs in the assigned territory based on market share analysis.

b. Position products and services that support the MCO?s management of patients requiring aerosol delivery therapies.

c.  Develop additional territories and accounts beyond target list as directed.

2. Service accounts to insure utilization of aerosol delivery products.

a. Maintain regular contact with assigned accounts.

b. Educate and instruct users on features and benefits of products.

c.  Monitor sales activity.

d. Maintain liaison with Operations to monitor Customer Satisfaction.

3. Sales and Marketing activities.

a. Direct MCO Senior Management sales contacts.

b. Conduct Sales Presentations at key accounts.

c.  Attendance and participation at selected trade shows and conferences.

d. Attendance and participation at regional and national sales meetings as directed by President.

e. Managing the ordering of all supplies for the territory that support the selling process including literature, samples and local trade show materials.

f. Develop and implement creative ideas to increase the awareness and sales of products and services within the territory.

g. Become involved with respiratory support groups including the American Lung Association, as well as others.

4. Stay within pre-determined expense budget.

 

Knowledge required:

1. Sales process for referral of respiratory durable medical equipment and pharmaceutical products.

2. Managed Care Organization dynamics and structure.

3. How to handle objections professionally.

4. Computer Literate (very helpful software: Windows, Word, Excel, PowerPoint).

5. Helpful but not mandatory:

a. Respiratory disease management

b. Aerosol delivery products and services

c.  Medication profiles of products used in the treatment of respiratory diseases

d. Medicare and Medicaid issues, trends and dynamics

 

Skills required:

1. Exceptional interpersonal skills.

2. Excellent oral and written communication skills.

3. Experience in selling to Senior Management levels.

 

Abilities required:

1. Ability to handle difficult people.

2. Ability to handle multiple tasks simultaneously.

 

Behaviors required:

1. Smart, Hungry, Humble

a. Deadline oriented ? able to prioritize.

b. Quality mind-set and work habits.

c.  People person ? must have the ability to always be up and keep morale of sales force high.

d. Customer focused ? driven to please customers and project positive image of the company.

e. Calm and professional when dealing with dissatisfied customers or employees.

 

Education/Training/Experience:

?  4 yr college degree, preferably in healthcare related field.

?  Pharmaceutical, Medical device or extensive home health care experience.

?  Strong sales background, with proven track record in the Managed Care market segment.

?  Proficient computer literacy on Microsoft Windows applications, Outlook and other pertinent software.