Sales Vice President (Large Employer Market)

The Burchfield Group is a privately-held consulting firm, founded in 1998 and located in St. Paul, Minnesota, which specializes exclusively in the pharmacy benefit management (PBM) arena.  The company’s goal is to provide industry-leading insight that guides plan sponsors through the complexities of the pharmacy benefit market.  From prescription benefit management proposal analysis and audits to on-going utilization review, Burchfield’s comprehensive approach combines advice, advocacy and action, along with meticulous attention to detail and follow through. 
 
The Burchfield Group’s experienced staff of 26 employees represent over 250 years of pharmacy-specific expertise including PBM operations, clinical, finance/underwriting, and implementation, plus experience in community pharmacy, pharmaceutical manufacturing, and sales and Internet retailing.  Knowledge of the industry from the inside combined with keen financial acumen gives The Burchfield Group a strong competitive advantage.
 
The Burchfield Group recognizes that Talent is key to its success.  The Company is embarking on a tremendous growth initiative and is seeking the very best and brightest Talent to join their team.  The Company is currently identifying and evaluating candidates for the position of  Sales Vice President for the large employer market.  Following is the detailed scope of the position:
 

Sales Vice President (Large Employer Market)

Position Overview:

The Sales Vice President reports to the Sr. Vice President of Business Development and resides in the Corporate office located in St. Paul, Minnesota.  Consistent with The Burchfield Group’s mission of providing new opportunities to improve pharmacy benefit programs while reducing client costs, the Sales Vice President will drive new business and relationships to tailor solutions for the prospective market.  QUALIFIED CANDIDATES MUST HAVE HEALTHCARE EXPERIENCE SELLING DIRECT TO LARGE EMPLOYER GROUPS.


Responsibilities:

• Sales prospecting and pipeline management – Execute sales process inclusive of new prospect establishment through close 
• Accountable for meeting individual sales performance targets and metrics 
• Provide direct input and oversight in preparing proposals and contracts to prospective clients
• Manage timely follow-up to marketing material distributed, proposals, meetings and responding to questions regarding Burchfield services
• Assist with execution of draft contracts for prospective clients and work with Sales Assistant and prospect to finalize the engagement
• Participate in timely reviews of Proposal, NDA, Contracts and Marketing Material templates to enhance consistency and quality of materials
• Serve as liaison to Client Development group to assure smooth and timely hand off of services for new clients
• Support RFP responses and coordinate with Sales Assistant
• Assist in development of sales presentations and new marketing messages
• Package and promote the Burchfield value proposition to its primary market (direct to large employers) via phone email and direct face to face visits

 

Qualifications Needed:

• Bachelor’s degree
• Minimum of ten years professional experience with a minimum of five years in a direct service-oriented sales role
• Healthcare experience
• Proven ability to meet sales goals and numbers
• Proven success cultivating and soliciting prospects and closing business
• Proven ability to work in a progressive, fast-paced environment meeting deadlines with a positive attitude and cool demeanor
• Proven ability to develop and maintain effective, collaborative working relationships
• Excellent writing, verbal, and interpersonal skills 
• Experience with CRM and Microsoft based tools
• Willingness and ability to travel up to 30%-40%