Client Sales Executive

General Description 

We are seeking a dynamic and results-driven Sales Representative to focus on acquiring new covered entities and assisting in the expansion of service lines with current clients. The ideal candidate will have a proven track record of success in sales, and an understanding of the 340B program, and pharmacy services. The ability to forge relationships with key stakeholders and decision-makers in the healthcare industry is critical to success. The primary objective of this role is to drive revenue growth by identifying and securing new business opportunities. 

Key Responsibilities 

• Market Research and Prospecting: 

• Conduct thorough research to identify potential clients and opportunities within our target markets.

• Develop a comprehensive understanding of the 340B program and its impact on healthcare organizations. 

• Lead Generation: 

• Generate and qualify leads through various channels, including cold calling, email campaigns, industry conferences, and networking events.

• Collaborate with our marketing teams to leverage inbound leads and create targeted outreach strategies. 

• Prospect Engagement: 

• Build and maintain strong relationships with key decision-makers and influencers in healthcare organizations including FQHC’s, Hospitals, and Ryan White organizations.

• Conduct effective presentations and product demonstrations to showcase the value proposition of our solutions. 

• Sales Strategy and Planning: 

• Develop and implement a strategic sales plan to achieve and exceed revenue targets.

• Collaborate with cross-functional teams to align sales strategies with product delivery and marketing efforts. 

• Sales Negotiation and Closing: 

• Lead negotiations to secure profitable and mutually beneficial agreements.

• Close sales deals in a timely manner, meeting or exceeding revenue targets.

• Work closely with legal, finance, and operation teams to ensure smooth contract negotiations and finalization. 

• Relationship Building: 

• Establish and nurture strong relationships with key decision-makers and influencers in the healthcare industry.

• Collaborate with internal teams to provide solutions that meet the unique needs of Equiscript clients.

• Act as a trusted advisor to clients, understanding their challenges and proposing effective solutions. 

• Pipeline Management: 

• Maintain a well-organized and up-to-date sales pipeline using CRM tools.

• Provide accurate and timely sales forecasts and reports to management. 

• Stay Informed on Industry Trends: 

• Stay current on industry trends and regulations that affect Equiscript clients.

• Continuously update knowledge of our product offerings and how they align with client needs. 

Professional Qualities 

• Ability to build, foster, and maintain positive professional relationships.

• High sales drive.

• Devotion to high-quality service levels and our cause.

• Excellent interpersonal communication skills including verbal and written communication.

• Professional demeanor with the ability to quickly develop trust, anticipate problems, and diffuse concerns.

• Highly motivated, solution-oriented, and with a positive “can-do” attitude.

• Competency in presenting client financial documents, contracts, and complex concepts.

• Ability to work independently.

• Thorough understanding of Equiscript’s suite of services, including the client and patient journey.

• Positive presentation skills, with the ability to influence people in both one-on-one and group settings. 

• Flexibility to adjust to changing priorities and processes.

• Strong PC skills (MS Office or Google Apps, web-based programs.)

• Willingness to travel up to 50%, including nights and possible weekends.

• Willingness to be flexible with work hours. 

Preferred Experience 

• Bachelor's degree in business, Marketing, or a related field.

• Proven experience in B2B sales, with a focus on the healthcare or pharmacy industry preferred.

• In-depth knowledge of the 340B program and contract pharmacy arrangements.

• Excellent communication, presentation, and negotiation skills.

• Ability to work independently and collaboratively in a team environment.

• Results-oriented mindset with a track record of meeting and exceeding sales targets.

• Familiarity with CRM software and sales tools preferably Salesforce

Physical Requirements 

• Requires the ability to sit or stand for long periods, occasional stooping, and reaching. require lifting up to 25 pounds; and requires a normal range of vision and hearing with or without accommodation.

• Must be able to drive.

• This position is home office based with 50% travel. The travel for this position includes overnight travel and covers multi-state territory. 

Additional Information 

• A cleared background check is required.

• Valid driver's license, clean motor vehicle record, and ability to be insured by company insurance guidelines. 

Employment Information 

• The position is remote and will require overnight travel to clients and industry events.

• Candidates must live within 75 miles of a commercial airport with access to other cities in their territory.

• Benefits include health plan, dental, vision, and paid time off.

• Flex time.

• 401k with up to a 4% company match