Sales Director

Job Summary

The Sales Director works as an integral part of the Sales team to lead all aspects of territory management in the assigned region. The role involves working with brokers, consultants, prospective clients, and internal teams (RFP management, pricing, analytics, account management, contracts) to achieve sales targets and ensure successful onboarding of new clients.

Responsibilities

• Ensure continuous territory growth and profitability by developing solid business relationships with prospects.
• Plan and execute territory strategies, including pre‑sales direct prospecting, relationship development, pricing, presentation and delivery, negotiations, closing, and contract execution.
• Identify leads that fit within ideal client profiles for marketing initiatives.
• Maintain a detailed prospect CRM database by qualifying leads, ensuring an understanding of MedImpact’s products and services that meet client needs.
• Initiate contact and follow up on sales meetings and teleconferences.
• Meet sales objectives and targets, ensuring prospects have a successful set‑up, orientation and implementation in collaboration with named Account and Client Service teams.
• Achieve established sales goals and quota schedule per plan‑year objectives and multi‑year growth targets.
• Work with proposal and marketing teams to create customized proposals and communications for prospective clients.
• Organize and conduct sales presentations, site visits, and product demonstrations to prospective clients.
• Foster ongoing mutually beneficial relationships with national and regional consultants within the healthcare industry.
• Maintain knowledge of all MedImpact offerings, competitor products, and solutions, and promote positive branding within the industry.
• Strengthen team performance by sharing information, supporting sales and marketing activities.
• Demonstrate results‑oriented sales planning, leadership, and a positive, motivating approach with internal counterparts and external clients.
• Regularly update SalesForce with key client information and utilize contact‑management software to manage pipeline activity and sales campaigns.
• Disseminate sales knowledge to internal colleagues in formal and informal meetings and documentation.
• Help educate colleagues on market dynamics and competitive landscape.

Qualifications

• Bachelor’s degree from a four‑year college or university and 11 years of related experience, including 8 years in a healthcare or PBM environment (or equivalent).
• Experience working with PBM or related health‑care management industries.
• Prior experience with self‑insured employer groups that carve‑out pharmacy benefits is highly preferred.
• Intermediate skills in MS Office (Word, Excel, PowerPoint, Outlook); Salesforce experience a plus.
• Insurance license required to sell PDP product line.
• Proven success selling healthcare products and services, with demonstrated sales results in a related healthcare industry.
• Experience selling directly to top executives and consulting firms.
• Strong reasoning ability to solve practical problems and interpret instructions in various formats.
• Mathematical proficiency (e.g., discounts, commissions, proportions, percentages).
• Excellent written and oral communication skills, including the ability to present information to managers, clients, and the general public.
• Competencies: composure, decision quality, organizational agility, problem solving, customer focus, drive for results, peer relations, time management, ability to deal with ambiguity, learning on the fly, and political savvy.
• Physical demands: primarily seated work with occasional lifting up to 15 pounds; agreement to perform duties with reasonable accommodation if needed.

Benefits and Perks

• Medical, dental, vision, and wellness programs
• Paid time off and company paid holidays
• Incentive compensation
• 401(k) with company match
• Life and disability insurance
• Tuition reimbursement
• Employee referral bonus

EEO Statement

MedImpact is an Equal Opportunity Employer, Male/Female/Disabilities/Veterans. OSHA/ADA accommodations may be made to enable individuals with disabilities to perform the essential functions of this job.