Job Description:

 Company Overview:

Managed Health Care Associates, Inc. (MHA) is a leading health care services and technology company that offers a growing portfolio of services and solutions to support the diverse and complex needs of the alternate site health care provider. MHA provides expertise in Group Purchasing, Managed Care and Payer Contracting, Reimbursement Management, Specialty Pharmacy Solutions, Pharmaceutical Data Analytics, Consultant Pharmacy Software and Legislative Advocacy. Through the delivery of innovative health care services and solutions, MHA helps members increase operational efficiency, maximize business growth and provide optimum care for their patients.

Founded in 1989, MHA was purchased by Roper Technologies, Inc. in mid-2013. Roper Technologies is a constituent of the S&P 500, Fortune 1000, and the Russell 1000 indices. Roper designs and develops software (both software-as-a-service and licensed), and engineered products and solutions for healthcare, transportation, food, energy, water, education and academic research markets worldwide. To learn more please visit www.mhainc.com

 

MHA Long-Term Care Pharmacy

Achieving success as a long-term care pharmacy requires a comprehensive range of solutions and insights to create efficiencies, improve revenue and drive out costs. Enabling the success of our members is our mission, and has been our mission from the start. This is why MHA was first to market with our long-term care pharmacy network. Our network remains the largest network of independent long-term care pharmacies in the country and is a core factor in securing access and optimum terms for our members. With over 25 years serving our long-term care pharmacy members and anticipating their need. Our member retention rate is market leading.

 

Job Purpose:

The Director of Member Engagement is responsible for overseeing and enhancing the sales team, paying close attention to structure, processes, and metrics all to drive member retention and continued sales growth.  The Director of Member Engagement is also responsible for developing strategic initiatives for targeted markers and helping to achieve long term success as Long Term Care Pharmacy continues to grow.  The Director of Member Engagement will develop and maintain trusted relationship with key member pharmacies and internal shared services such as trade relations, data reconciliation, and software solution service to ensure a consultative partnership that extends beyond the scope of a traditional GPO. Our LTCP team provide unparallel member support, competitive contracts and customized dispensing software and disease state management platforms as well interactive Quarterly Business Reviews all designed to help our members leverage efficiency and cost savings, and customized dispensing software and disease state management platforms as well interactive Quarterly Business Reviews all designed to help our members leverage efficiency and cost savings.

 

Essential Duties & Responsibilities:

• Direct sales effort on a day-to-day basis, ensuring sales team is strategically progressing; develop and sustain accountability measures


• Build a positive, cross-functional team dynamic


• Maintain high level communications through regularly scheduled meetings and data/metrics delivery


• Collaborate with Marketing to direct future sales programs


• Work cross-departmentally to implement coordinated sales messaging, materials, and efforts


• Participate in industry organizations and activities to maintain positive relationships with members and business partners


• Lead with compelling strategic vision that is in alignment with the organization’s short and long-term goals, and provide expertise to the Company by building, developing training and managing a member engagement team capable of carrying out the Company strategies and tactics


• Maintain key customer relationships and develop and implement strategies for expanding the Company’s reach within its current customer base


• 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


• Responsible for Account Executive team development, recruitment, and leadership


• Contribute towards team compensation and incentive programs that motivate the sales team to achieve their sales targets


• Analyze trends to drive team focus and create compelling sales and benefits programs for high net-worth customers


• 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

Minimum Qualifications & Competencies:

• Bachelor’s degree or business, MBA or other directly applicable advanced degree preferred


• 5+ years of directly related sales leadership experience


• Successful track record managing the achievement of sales 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 building a Sales team, 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

 

Required Competencies

 

Leadership

Builds informal and formal relationship networks, inside and outside of the organization.

Attracts people to our brand, and selects the best talent to meet current and future business needs.

 

Execution

 Anticipates and balances the needs of multiple stakeholders.

Understands internal and external stakeholder requirements, expectations, and needs.

Considers cultural and ethical factors in the decision-making process.

Acts fairly within conflicting demands of stakeholders.

 

Awareness

Adapts approach and demeanor in real-time to match the shifting demands of different situations

Picks up on situational cues and adjusts

Understands when circumstances and situations may call for different approaches.

Readily adapts personal, interpersonal, and leadership behavior.

 

Decision Making – Perspective & Business Insight

Takes a broad view approaching issues. Tunes in to the marketplace & applies knowledge to advance company goals

Looks at the broadest view of an issue; thinks in global terms

Understands the impact of global trends on business results

Keeps up with current and possible future policies, practices, and trends (internally, with the competition, and in the marketplace)

Uses the knowledge of business drivers and how strategies and tactics play out in the market to guide actions

 

Culture Fit

Demonstrates integrity and ethics in day-to-day tasks and decision making, adheres to MHA’s core values of doing what’s right, exceeding customer expectations, driving results and value, innovate to improve, treat people with respect, embrace teamwork and collaboration and have fun while achieving business goals.

• Sincerely passionate for and committed to the mission of Managed Health Care Associates


• Exhibits integrity in all actions and communication


• Works well autonomously, while acting as a team-player


• Demonstrates a vested interest in self-development

Travel: 70%

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

Operations

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