Senior Manager, Pharmacy Strategy & Performance
Posted on Apr 6, 2021 by Blue Shield of California
The Senior Manager will support the growth and retention of commercial group pharmacy sales by leading a team dedicated to support sales strategy and to further enhance the portfolio of pharmacy offerings available to existing and prospective clients. The Senior Manager will support processes for custom client requirements, drive strategic pharmacy initiatives that align to market needs, and focus on strategies to improve competitive pricing and performance. Senior Manager will collaborate closely with the Pharmacy Market Experience team to bring new services, capabilities, and an improved experience to market through cohesive campaigns and training.
Lead a team to create and deliver on commercial pharmacy sales strategies that meet or exceed business targets, with an exceptional ability to critically assess and strategize solutions at depth in the areas of product, operations, and clinical programs.
Understand and be able to effectively communicate the primary services and functions of Company's pharmacy management to all stakeholders, and deliver a cohesive and persuasive client sales pitch and educate on the value of Company pharmacy benefit management and its broader integration with medical benefit management.
Support team to strategically assess and complete request for proposals (RFP) for pharmacy benefit management with coordination of pharmacy SMEs, business acquisition, underwriting, and sales teams.
Develop an operating model that efficiently evaluates custom client requests for pharmacy benefit administration, documents business requirements, drives implementation with internal stakeholders and vendors as required, and validates expected performance upon go-live.
Develop a self-funded service menu that utilizes financial pricing models and related sales tools to present business and clinical options to clients illustrating the advantages of Company's benefit strategies and pharmacy programs.
Collaborate with Underwriting and other Company teams to leverage sustainable pricing models and operationalize self-funded service offerings to meet the competitive industry landscape and grow market membership.
Works with Sales, Pharmacy Market Experience and Pharmacy Product teams to create overall go-to market plans for new product launches including development of marketing collaterals, distribution for sales training, and active promotion to stakeholders.
Monitor client performance of financial, service, and clinical guarantees as applicable including annual contract reconciliations, and provide client reporting and feedback to internal account management.
Actively assess commerical group pharmacy trends and Intel of other health plan and PBM competitors, brings new and creative sales strategies/tactics with unique to Company messaging, and maximizes growthopporutnity and leads.
Participates on and/or leads large cross-functional and project teams developing and implementing new commercial group pharmacy strategies, processes, and tools. Work with sales to effectively negotiate priorities and balance team workload.
Manages and leads team to support Great Place To Work and develop high performing team. Proactively seeks to optimize team structure, and balance workload as required.
Knowledge and Experience
Requires a BA/BS in business, marketing or related field and/or equivalent combination of education and experience.
Typically, requires a college degree or equivalent experience and minimum 10-years sales experience, including 4 years of management or equivalent experience.
Pharm.D. degree and 5 or more years of health plan or PBM operational experience with Commercial or Exchange outpatient prescription drug benefit is preferred.
Commercial group PBM sales experience, and experience in pharmacy sales/account management and operations in a health plan highly preferred.
In-depth knowledge of pharmacy benefit operations, product management, and financial contract terms preferred.
Demonstrated leadership ability to lead direct reports and/or facilitate major cross-functional sales, product, or marketing teams. Experience in managing through conflict and demonstrates ability to influence peers to work collaboratively.
Proven ability to work collaboratively and cultivate relationships with brokers, third party administrators, and consultants. Strong consultative selling and negotiation skills.
Excellent interpersonal, negotiation and communications (verbal, written & presentation) skills. Ability to adapt communication style to audience. Ability to influence senior management, key stakeholders, decision makers and peers.
Requires practical knowledge in leading and managing the execution of processes, projects, and tactics within an area.
Must function extremely well in a face-paced environment and adapt quickly to change. Ability to multitask with multiple deadlines and/or milestone requirements.
Strong analytical and quantitative skills with ability to use advance features of Excel, PowerPoint, and Word.
Adapts well to change, challenging situations and build trust with others.
Exhibits a can do attitude and solution-oriented approach to resolve challenges
Able to work independently with minimum direction or supervision.
Must be able to travel (10-20%).