OptumRx, VP Sales, National Accounts Job for Insurance Sales Web ...

Position Overview:

This is a highly visible, senior sales leadership position responsible for managing the new business sales team focused on the National Account segment. This leader will be directly accountable for profitable growth, market strategy and market development along with the execution of specific initiatives to achieve revenue growth.

Success is dependent upon effective partnership and collaboration with the UHC E&I National Accounts and United Retiree Services, OptumHealth, OptumInsight and OptumRx functional areas (proposals, pricing/finance, marketing, operations, legal, client management, etc.)

This business leader's primary responsibility will be to deliver profitable top line revenue growth by developing and executing effective market strategies. In doing so, this leader must excel in managing a professional sales organization, as well as collaboratively developing an OptumRx-wide market strategy. This leader represents the voice of the national account employer marketplace across OptumRx.

Job Dimensions:
Market Strategy: Understand and clearly articulate the needs of this segment and distribution channels into the businesses and functions of OptumRx. This includes understanding market size, sales cycle dynamics, competitive landscape, channel strategy and customer buying behavior.

Pipeline Management: Ensure that this business is managed proactively from target identification, through prospect development and the proposal development process, concluding with effective positioning and presentation to win the business.

Executive Management: Lead, direct and develop the sales team. Continually assess skills and act to improve the talent and effectiveness of the sales team members.

Sales Effectiveness: Leverage existing structure and act to develop new expectations, tools, practices, and processes that will improve effectiveness in prospecting, selling, site visits and finalist presentations. This will include developing strong partnerships between sales, client management, marketing, product, operations, underwriting, and the UHC channels.

Training: Develop / improve the skills of the sales team.

Voice of the Customer: Keep the organization informed of market needs, product requirements, competitive information, account specific initiatives and other knowledge essential for our business efforts. Push the organization to act to deliver capabilities that enable profitable growth.

Department Responsibilities: develop annual market growth plans, manage budgets, review structure (territories, channel management etc.), establish clear management process and expectations to deliver results.

Primary Responsibilities:
- Oversee nation accounts employer market sales market development for OptumRx.
- Achieve revenue and margin growth targets.

- Develop and support strategies for both carve-in and carve-out sales.
- Develop and direct channel level business and opportunity plans for both internal and external distribution channels working with key partners across ORx and UHG.
- Recruit, hire and monitor performance of elite sales, ensuring appropriate training and development is provided to newly hired employees; provide for ongoing training of staff.
- Effectively manage escalated distribution situations to a positive result, anticipating issues, developing contingency plans.
- Identify and constructively communicate the need for improvements or enhancements in products and services offered to clients in the national account employer market.
- Develop and communicate market specific goals, operating principles, strategies and competitive position for the national account market, by channel.
- Participate directly in key large sales opportunities and/or consultant meetings.
- Collaborate with peers across UHG on a regular basis to establish best practices, consistency where appropriate, and accomplishment of overall business goals and objectives.
- Present business/market updates on an as needed basis, including annual market planning, quarterly market and business reviews, monthly pipeline reviews, and biweekly market updates.
- Provide ongoing coaching and feedback to team to ensure peak performance.
- Identify and invest in high-potential talent.
- Set clear performance goals; actively and aggressively manage underperformance.
- Focus energies on serving and delighting prospects and distribution channel.
- Drive change and innovation though continually seeking and implementing innovative solutions for sales and distribution partners.
- Create a culture that thrives on continuous change as well as inspires people to stretch beyond their comfort zone.
- Ensure that all activities and operations are performed in compliance with local, state and federal regulations.

- Establish and cultivate strategic business relationships with key sales and market influencers, potential new customers, and related community institutions. Work closely with sales and marketing groups to translate business development strategies into specific initiatives, additional market research projects, and selling activities.

• Bachelor's degree or equivalent in related field required, MBA or equivalent preferred.
• 10 years of sales, sales management, client management and/or strategy development experience within the Pharmacy Benefit Management industry, with at least five years in a senior management capacity. A true sales leader that has demonstrated the ability to motivate and lead a diverse sales team that has consistently met aggressive sales goals.
• Deep understanding of and experience in:
  • The unique dynamics and opportunities in the large employer PBM market
  • Working with PBM and/or healthcare consultants and brokers
  • Working with key decision makers and C-Level executives in this market
  • PBM services, pricing, clinical and sales along with a solid understanding of the impact of sales activities on operational functions and profitability.
• Demonstrated strategic and consultative approach to thinking and interactions, solutions oriented. Proven ability to analyze complex market opportunities and develop creative solutions to a wide variety of unique market problems.
• Advanced consultative selling skills with the ability to successfully construct solutions.
• Sound administrative capabilities and a demonstrated ability to recruit, develop and motivate key personnel.
• Strong people skills with direct experience in successfully managing client facing/growth initiatives within highly matrixed organizations.
• Excellent communication and presentation skills with the expertise and sophistication needed to credibly represent OptumRx in the context of the company's values and quality commitments.
• Proven ability to collaborate with product and business leaders to develop specific market needs for the large commercial market place. This includes understanding market pricing, singular and bundled product needs and appropriate service model required to service our customers.
• Ability to collaborate and balance the needs and personalities of UHC with that of our OptumRx agenda

Demonstrated strategic and consultative approach to thinking and interactions, solutions oriented. Proven ability to analyze complex market opportunities and develop creative solutions to a wide variety of unique market problems.

Advanced consultative selling skills with the ability to successfully construct solutions.

Sound administrative capabilities and a demonstrated ability to recruit, develop and motivate key personnel.

Strong people skills with direct experience in successfully managing client facing/growth initiatives within highly matrixed organizations.

Excellent communication and presentation skills with the expertise and sophistication needed to credibly represent OptumRx in the context of the company's values and quality commitments.

Proven ability to collaborate with product and business leaders to develop specific market needs for the large commercial market place. This includes understanding market pricing, singular and bundled product needs and appropriate service model required to service our customers.

Ability to collaborate and balance the needs and personalities of UHC with that of our ORx agenda

OptumRx is part of the family of companies that make UnitedHealth Group one of the leaders across most major segments of the US health care system.

If you're ready to talk about groundbreaking interactions, let's talk about what happens when a firm that touches millions of lives decides to gather results from millions of prescriptions every month and analyze their impact. Let's talk about smart, motivated teams. Let's talk about more effective and affordable health care solutions. This is caring. This is great chemistry. This is the way to make a difference. We're doing all this, and more, through a greater dedication to our shared values of integrity, compassion, relationships, innovation and performance.

OptumRx is an empowering place for people with the flexibility to help create change. Innovation is part of the job description. And passion for improving the lives of our customers is a motivating factor in everything we do. In the largest and most personal sense, your impact can be greater than even you thought at OptumRx.

Diversity creates a healthier atmosphere: equal opportunity employer M/F/D/V

UnitedHealth Group is a drug-free workplace. Candidates are required to pass a drug test before beginning employment. In addition, employees in certain positions are subject to random drug testing.

Requisition #: 382224

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