The Director, Commercialization -Long Term Care Pharmacy (LTCP) is responsible for being the liaison between MHA Trade and Commercial teams and the LTCP organization in order to drive strategic, operational, and tactical execution of our annual organizational objectives. The Director will be a resource for our sales and account management teams in terms of targeted training and opportunity awareness & analysis related to MHA trade and programmatic GPO solutions, will lead performance management of the same and will work tirelessly to culturally bring our solution and LTCP organization groups together as ONE MHA.
The Director will continue to develop and maintain trusted relationships with key business partners and as requested, member pharmacies in conjunction with internal MHA solution teams and LTCP Sales organization and will manage an Inside Sales organization which will drive execution of all opportunities.
Develops annual solution sales and marketing strategic business plans to drive revenue and increase market share, after assessing market potential and identifying new business opportunities and synergies for current MHA members and/or members we are pursuing
Tracks and monitors execution plans and results of said strategic sales and marketing business plans and communicates successes and opportunities accordingly
In working with the LTCP sales and account management organizations, business partners and MHA staff to segment MHA member base and related MHA staff for gaps in solution understanding, training, education, opportunity analysis/ targeting and consistent and impactful MHA value messaging by working with MHA marketing
Becomes a key lead/ business partner for the MHA marketing team in terms of routine internal/ external messaging campaigns, trade show and/or member engagement event strategies
Maintain key customer relationships and participates in MHA member QBRs on adhoc/ as needed basis
Proven ability to influence C-level executives and help direct reports drive new member business
An excellent reputation of partnering with internal constituents, partners and other service providers
Constantly monitor the competitive landscape and market conditions to identify opportunities, issues, and risks in order to recommend tactical strategies
Responsible for achieving and exceeding the sales objectives.
Responsible for budgeting and forecasting
Manage and motivate direct reports in terms of business and interpersonal development, including performance management, training & education, and interpersonal development of the inside sales team
Maintain strong communications, ensuring a deep connection to the marketplace, consumers and influencer community
Collaboration and frequent interaction with Long-Term Care Pharmacy Senior Leadership
Lead LTC representative working with Trade relations and MHA business partners to develop product strategies for the LTC marketplace
Represent LTC Members and Sales with TR leadership in meetings with key trade business partners, providing direct feedback from the field and market intelligence that will support value-added contracting models
Minimum Qualifications & Competencies:
Bachelor’s degree or business, MBA or other directly applicable advanced degree preferred
7+ years of directly related commercialization, account management, sales or combinations of such experience
Successful track record managing the achievement of results
5+ years of directly related leadership experience in Pharmaceutical, Healthcare, Insurance Provider or GPO
Knowledge of Prescription Benefit Manager (PBM) services in relationship to Medicare Part D within Long-Term Care Pharmacies/Facilities preferred
Excellent planning, analysis, organization, communication and presentation skills
Proven track record of hands on leadership experience
Strategic big-picture thinker with a proven ability to drive step-changes in an emerging businesses
Requires an excellent understanding of standard business practices related to Sales & Marketing Operations processes and systems (lead generation, campaign results tracking, sales process, CRM applications, reporting, forecasting, territory management and sales quotas)
Skilled communicator, able to distill complex issues to straightforward concepts
Strong collaboration, teamwork, and partnership skills
Demonstrated ability to work in a team environment that requires quick turnaround and quality output
