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Summary:
- Abarca is igniting a revolution in healthcare by redefining pharmacy benefits with smarter technology.
- The Sales and Business Development team is responsible for generating revenue by building relationships with prospects, consultants, and handling all marketing, proposal management, and contracting.
- As AVP of Consultant Sales, the focus is on developing and managing relationships with payors and consulting firms.
- The role includes pipeline creation, managing RFPs, presenting solutions, and fostering relationships to generate revenue.
- Abarca values humble confidence and an aspirational performance-oriented culture.
Responsibilities:
- Develop a full sales cycle including prospecting, RFP management, and contract negotiation.
- Collaborate with analytics, product, and marketing teams to create educational material for consultants.
- Create and deliver value proposition messaging to prospects and consultants, highlighting Abarca’s differentiators.
- Support RFP strategies from initiation to completion.
- Develop target market strategies and create sales toolkits with the SVP of Sales.
- Record all engagement opportunities in Salesforce.
- Execute pipeline development strategies that support sales goals.
- Maintain and improve consultant relationships to maximize growth and retention.
- Create and manage consultant scorecards to track win/loss and retention metrics.
- Collaborate with Marketing and Technology on annual Book of Business reviews.
- Attend and speak at events such as conferences and consultant summits.
- Proactively address problems and offer solutions to the leadership team.
- Operate confidently in a direct environment, offering opinions and taking direction well.
Requirements:
- Bachelor’s or Master’s Degree in Business Administration, Healthcare, or related field (equivalent work experience may be considered).
- 10+ years of experience in consulting, sales, or account management, especially with healthcare benefit consultants.
- Proven ability to forge relationships within the healthcare community.
- Experience developing and maintaining long-term trusted partnerships.
- Proactive in creating relationships and opportunities, both internally and externally.
- Experience using Salesforce for managing relationships with consultants.
- Strong presentation skills and ability to influence senior leadership.
- Excellent oral and written communication skills.
- Availability to travel (25 nights per year) to industry events, client meetings, and company sites.
- Ability to work in a specified time zone and schedule as per business needs.
- Availability for on-call hours as required.
- MBA or PharmD is a plus.
Benefits:
- Flexible hybrid work model with on-site workdays required in Puerto Rico.
- Equal employment opportunities for all employees and applicants.
