Pharmacy Benefit Management Sr Sales Director at Fairview Health Services

United States

Job Overview Leading and executing with a growth mindset, achieve or exceed assigned sales goals. With your strong PBM and managed care benefits network, prospect new clients across the Northeast U.S. directly and through third-party relationships. Cultivate and maintain successful relationships with benefits administrators, consultants, brokers, TPAs, and key opinion leaders. Explore new and innovative opportunities and market approaches to drive growth. Create and deliver presentations in client settings, conferences, and virtual forums highlighting the ClearScript value proposition. High performers will have opportunities to take on expanded responsibilities (e.g., mentoring peers, leading sales initiatives, supporting go-to-market planning) and be considered for future sales leadership roles as the organization grows. Territory & Market Coverage This role is responsible for new PBM sales growth across the Northeast U.S. (Northeast and Mid-Atlantic), calling on self-funded employers directly and through key channel partners including benefits consultants, brokers, and TPAs. The Sr Sales Director owns territory strategy, channel engagement plans, pipeline development, and forecast accuracy, and leads complex opportunities from discovery through RFP/finalist presentations, contracting, and implementation handoff. Success Profile (Growth Mindset) Demonstrates curiosity and coachability: actively seeks feedback, applies it quickly, and continuously improves messaging, discovery, and deal strategy. Uses data to manage the business: monitors funnel conversion, stage progression, and forecast accuracy; adjusts activity and channel plans to achieve targets. Builds market expertise: stays current on PBM/managed care trends (e.g., pricing models, clinical programs, specialty, rebate/discount dynamics) and uses that knowledge to differentiate ClearScript. Shows resilience and learning orientation: runs win/loss retrospectives, shares learnings with peers, and adapts approach based on what works in the Northeast market. Leads collaboratively: influences cross-functional partners (pricing, clinical, operations, implementation, legal) to deliver a consistent client experience. Key Responsibilities Leading with a Growth Mindset, consistently meet or exceed leadership-defined quotas and performance expectations, including new business revenue, margin targets, pipeline growth, and activity targets Develop, implement, and execute an assigned Northeast territory sales plan, including target-account strategy, channel partner coverage, and quarterly pipeline goals. Review, analyze, and update the sales plan to respond to changes in referral source activity and employer group mix; prioritize sales efforts with input from ClearScript leadership. Recommend and participate in the development of sales materials as needed; continuously monitor and evaluate effectiveness. Prepare and present regular sales strategy, key account/channel updates, and progress reports using CRM pipeline tools; maintain stage discipline and provide accurate forecasting aligned to the sales operating cadence. Use Salesforce consistently to provide accurate visibility to growth opportunities, activity, pipeline, and forecasts. Manage opportunities from target identification and consultative discovery through RFP/proposal, pricing development (with underwriting/pricing), finalist presentations, contracting/negotiation, and implementation handoff. Successfully transition new clients from sales to account management; support contract documentation and internal coordination as needed. Additional Responsibilities Initiate sales calls to targeted third-party channels and self-insured employer groups; engage brokers, consultants, TPA sales/account executives, and employer executives (VP/Director of HR, CFO, CEO). Promptly follow up and monitor leads and opportunities through diligent CRM use. Cultivate and maintain successful relationships; grow and document contacts with third-party channels and clients in CRM. Coordinate key aspects of channel partners and clients cross-functionally to support successful implementation, service, and ongoing management. Assist in the client renewal process as needed. Monitor competitive innovations inside and outside the PBM industry; attend webinars/events and use trend reports and competitive intelligence. Regularly obtain and synthesize feedback from existing, former, and prospective clients to identify opportunities; communicate insights back to ClearScript leadership. Handle negative feedback as an opportunity to improve. Lead periodic strategic workshops with leadership, product development, and marketing to align on market insights and opportunities. Support development of sales and marketing materials in conjunction with sales/product/marketing; monitor effectiveness and update as needed. Build and maintain a rich pipeline of qualified leads for new business; coordinate educational sessions for referral sources (e.g., virtual presentations). Prepare and present to employer groups, TPAs, brokers, and relevant trade groups; coordinate exhibits at conferences and events. Introduce new ClearScript programs and products to channel partners and self-insured employer groups. Knowledge, Skills & Abilities Proficiency in Microsoft Office suite and CRM tools, preferably Salesforce, including pipeline management, activity tracking, and forecasting. Maintain accurate Salesforce pipeline and forecasts in alignment with the established sales operating cadence. Demonstrates a growth mindset by building pipeline and bringing prospective client opportunities across the finish line. Excellent oral and written communication skills, professional appearance, and presentation skills, along with considerable tact and diplomacy. Excellent interpersonal skills with demonstrated excellence in customer service. Proficient in the English language and able to explain technical information to a variety of audiences. Strong work ethic; achievement-oriented and motivated self-starter who can work independently. Excellent organizational skills, attention to detail, and ability to manage multiple priorities in a fast-paced, growing environment while following policies and procedures. Strong negotiation skills and the ability to gain acceptance from others, resulting in a mutually beneficial outcome. Ability to problem-solve creatively and innovatively. Team player with proven ability to listen, synthesize information, and leverage resources to provide solutions that meet customer and prospect needs. Personal and professional integrity. Strong analytical and decision-making skills. Qualifications Education Required: Bachelor’s degree in healthcare, marketing, business, or a related field. Preferred: MBA or other advanced degree. Experience Required: 5+ years business-to-business sales experience in the PBM and/or managed care industry, including demonstrated success selling PBM solutions to self-funded employers through benefits consultants, brokers, and TPAs. Required: Proven track record of winning or finalist placement in competitive PBM evaluations (consultant-led and direct employer RFPs), including experience presenting to executive stakeholders (HR, Finance, CFO/CEO) and navigating procurement/contracting. Required: Demonstrated success achieving new-business sales goals and managing a multi-quarter pipeline. Preferred: 7+ years PBM sales experience with the ability to build and execute a Northeast consultant/broker strategy, carry a new-business quota, and consistently develop pipeline. Preferred: Working knowledge of PBM services, pricing, and clinical programs, with understanding of how sales activities impact operations and profitability. Work Environment & Travel Remote work may be available based on business needs. Must have reliable high-speed internet suitable for video conferencing and secure access to company systems. Must maintain a dedicated home office space (locked door) to protect member PHI/HIPAA information. Up to 50% travel within the Northeast territory with occasional overnight travel. Must own/operate a licensed motor vehicle and be able to transport sales materials as needed. Respect the confidentiality of all information, including information regarding patients, clients, staff members and Fairview and ClearScript business issues, and share information only with those who need to know. Benefit Overview Fairview offers a generous benefit package including but not limited to medical, dental, vision plans, life insurance, short-term and long-term disability insurance, PTO and Sick and Safe Time, tuition reimbursement, retirement, early access to earned wages, and more! Please follow this link foradditional information: https://www.fairview.org/careers/benefits/noncontract Compensation Disclaimer The posted pay range is for a 40-hour workweek (1.0 FTE). The actual rate of pay offered within this range may depend on several factors, such as FTE, skills, knowledge, relevant education, experience, and market conditions. Additionally, our organization values pay equity and considers the internal equity of our team when making any offer. Hiring at the maximum of the range is not typical. If your role is eligible for a sign-on bonus, the bonus program that is approved and in place at the time of offer, is what will be honored. EEO Statement EEO/Vet/Disabled: All qualified applicants will receive consideration without regard to any lawfully protected status