The Prescription Drug Monitoring Account Executive is responsible for closing new business in pain management clinics, physician group practices, primary care, rehab centers, and with other healthcare providers. Grow revenue by developing consultative business partnerships and plans with decision makers. The Account Executive will draw on local/internal resources in developing a strategic plan for each target account from concept to close. The Account Executive will maintain an on-going relationship with key decision makers to ensure successful execution of the service agreement and to seek opportunities that strengthen the company’s relationship with these customers.
Job Accountabilities
• Drive prescription drug monitoring and pain management growth by acquiring new accounts in pain centers, targeted physician practices and rehab centers.
• Deliver sales proposals for new business and manage all interfaces between the client and the Company during the negotiation and contracting phase using all standard processes, procedures and templates.
• Identify and acquire national and regional accounts in conjunction with the PDM Sales Director and other PAE’s.
• Grow revenue in existing PDM accounts by identifying new needs or increasing the profile to confirmation ratio.
• Create in-depth prospect profiles while building relationships which can lead to additional new business.
• Work with Health Plan team and Employer Solutions to create new channels of customers (e.g.: Worker’s Compensation).
• Develop strategy for engaging with key decision-makers and opinion-leaders in the accounts.
• Develop a value proposition for each specific target considering their unique needs and our capabilities.
• Drive sales through pre-call planning, post-call analysis, consistent follow-up and regular call cycles.
• Develop a full pipeline including thorough, accurate forecasting of new business volume and revenue.
• Ensure Operations is prepared to provide service delivery and support for unique client requirements.
• Close new business which meets required thresholds for operating margin.
• Develop an annual business plan with quarterly updates to ensure we identify and address clients’ needs.
• Understand and leverage all tools and resources (including sales portal, target lists, Care 360, e-orders, e-prescribe)
• Provide overall support and expertise to new accounts to ensure clients receive highest level of quality service utilizing operational personnel to resolve problems. .
• Train Account Sales Representatives and Account Managers in selling prescription drug monitoring and pain management to primary care physicians; assist them and Key Account Director’s with sales situations requiring more subject matter expertise.
• Cultivate relationships with regional “thought leaders” who will promote the company’s business.
• Coordinate client events and utilize key marketing programs to drive new business.
• Participate with local leadership in developing overall business unit plans for increasing volume and profitability through implementation and execution of national strategies and initiatives.
• Work with Marketing to develop proactive approaches to competitors’ new products and services.
• Ensure total compliance with all company polices and government regulations.