Business Development Executive, LTCP

Who We Are:

Managed Health Care Associates, Inc. (MHA) is a leading health care services and technology company that offers a growing portfolio of services and solutions to support the diverse and complex needs of Long Term Care Pharmacy and alternate site health care providers. MHA provides expertise in Group Purchasing, Managed Care and Payer Contracting, Reimbursement Management, Specialty Pharmacy Solutions, Pharmaceutical Data Analytics, Consultant Pharmacy Software and Legislative Advocacy. Through the delivery of innovative health care services and solutions, MHA helps members increase operational efficiency, maximize business growth and provide optimum care for their patients.

Founded in 1989, MHA was purchased by Roper Technologies, Inc. in mid-2013. Roper Technologies is a constituent of the S&P 500, Fortune 1000, and the Russell 1000 indices. Roper designs and develops software (both software-as-a-service and licensed), and engineered products and solutions for healthcare, transportation, food, energy, water, education and academic research markets worldwide. To learn more please visit www.mhainc.com

MHA Long Term – Care Pharmacy

Achieving success as a long-term care pharmacy requires a comprehensive range of solutions and insights to create efficiencies, improve revenue and drive out costs. Enabling the success of our members is our mission and has been our mission from the start. Therefore, MHA was first to market with our long-term care pharmacy network. Our network remains the largest exclusive network of independent long-term care pharmacies in the country and is a core factor in securing access and optimum terms for our members. With over 30 years serving our long-term care pharmacy members and anticipating their needs. Our member retention rate is market leading.

Who we’re looking for:

You’re engaged and self-motivated with a superior analytical approach to solving problems, constantly driving for improvement and innovation. Your strong communication and organizational skills make you an excellent team player that adds meaningful contributions to our collaborative and fast-paced work environment. As curious learners, we question the status quo and so should you.

The Business Development Executive is a results-driven, motivated sales professional with experience identifying, qualifying, cultivating, and closing new profitable opportunities within the Long-Term Care Pharmacy Group Purchasing and PSAO realm. The Business Development Executive will offer a customized range of pharmaceutical, business products, medical supply, pharmacy technology solutions, data insights and network offerings. In this role the Business Development Executive will be part of the LTC sales leadership team, prospecting and building a book of business with key influencers and decision makers within the closed-door pharmacy community. This role will require excellent relationship-building, analytical and presentation skills and will include frequent in-person meetings, calls, and networking. Upon successful completion of new sales, the Business Development Executive will assist in the relationship transfer to the appropriate operational onboarding resources and to the LTC Account Executive.

What You’ll Be Doing:

Essential Duties & Responsibilities:

• Qualify leads from targeted list of members and convert to active discussions, present and close profitable new business opportunities. Incorporate the MHA LTC Pharmacy Value Story in each presentation and throughout the sales process.
• Utilize the LTC Advisory Board for lead development within their key markets.
• Utilize the overall MHA membership for in-market referrals to competitors within their geographical domains.
• Work in conjunction with the appropriate Director of Member Engagement and Account Executive to manage a smooth transition of account coverage and relationship management to the appropriate teammate in the onboarding and implementation processes for newly won business.
• Develop and leverage relationships with key business partners within the pharmaceutical industry (e.g., wholesalers, associations, manufacturers, etc.).
• Conduct in-person meetings with members and prospects requiring up to 50-75% travel.

Minimum Qualifications & Competencies:

• BS/BA degree with a minimum of 10-15+ years of outside sales and business development experience as a “hunter” and closer within the closed-door pharmacy sector.
• Experience in and knowledge of the Closed Door - Long Term Care Pharmacy industry down to the reimbursement and pharmacy operations level of detail
• Medicare Part D program understanding
• Experience with the top Drug Wholesalers as well as the inner workings of the Pharmacy Benefit Manager (PBM)
• Proven track record as a metrics-driven sales professional when building, converting and managing the overall sales funnel
• Excellent communication and interpersonal skills
• Strong analytical and organizational skills in order to model member value, illustrate MHA differentiation and present clinical and financial opportunity to the closed-door pharmacy within the target market
• Ability to manage a territory and coordinate a high level of activity under a variety of conditions and constraints
• Knowledge of Microsoft Word, Excel, Outlook and PowerPoint, and Salesforce
• Ability to work with integrated computer database systems
• Ability to work and manage a team on regional projects

What You’ll Bring to the Table:

Internal Responsibilities:

• Adheres to all company policies and procedures including, but not limited to those identified within the Standards of Business Conduct and the Employee Handbook, as may be amended from time to time.
• Adheres to all applicable laws and regulations and the company's governance/compliance program.
• Responsible for reporting violations of the company's policies and procedures, Standards of Business Conduct, governance program, laws and regulations through the company or other mechanism that may be available at the time of the violation.
• Assists with internal control failure remediation efforts.
• Becomes knowledgeable of internal control responsibilities through training and instruction. Responsible and accountable for internal control performance within their area of responsibility. Participates in the internal controls self-assessment process.
• Ensures concerns with internal control design or performance and process changes that impact internal control execution are communicated to management.

Job/Functional Knowledge

Understands duties and responsibilities, has necessary functional and technical knowledge for task completion, keeps job knowledge current, applies knowledge and skills that lead to success in the job.

• Effectively applies background & experience to current role
• Demonstrates a comprehensive knowledge of field
• Keeps informed of latest trends, developments, and best and current practices in particular field

Results Driven:

Adopting a strong orientation toward achievement, setting high expectations of yourself and other to achieve and exceed sales targets

Sets and tracks goals, objectives, and related metrics.

Takes aggressive action when goals are not on a trajectory to achieve and exceed targets

Acts with a sense of urgency, with a bias for action, speed and results

Customer Focus:

Understanding that the customer is the foundation of MHA’s success.

Understands customer requirements and priorities and makes the right business decisions

Builds relationships with and gains trust of customers by always meeting commitments while avoiding over commitment

Adopts a long-term perspective in developing mutually beneficial business relationships to create a win/win solution

Culture Fit

Demonstrates integrity and ethics in day-to-day tasks and decision making, adheres to MHA’s core values of doing what’s right, exceeding customer expectations, driving results and value, innovate to improve, treat people with respect, embrace teamwork and collaboration and have fun while achieving business goals.

• Sincerely passionate for and committed to the mission of Managed Health Care Associates
• Exhibits integrity in all actions and communication
• Works well autonomously, while acting as a team-player
• Demonstrates a vested interest in self-development

What’s Good to Know:

50-75% Travel

Why Join MHA:

MHA continues to lead by providing purpose-driven and value-based solutions, which preserve the dignity and grace people deserve, regardless of age. Let us be the best place you’ll ever work!

Our associates enjoy the following benefits, and you can, too!

• Staying Healthy
  Comprehensive medical, dental, and vision plans with FSA/HSA options

  Fitness reimbursement

  Access to an Employee Assistance Program

• Enjoying Time-Off
  Paid time off, holidays, personal days, paid parental leave, plus your Birthday as a day off!
• Planning for the Future
  Life Insurance, short-term & long-term disability insurance
  401K match
  Employee Stock Purchase Plan
  Voluntary financial and legal benefits, through our benefits providers
• Learning Continuously
  E-learning programs
  Tuition Reimbursement
  Ongoing Team Trainings
• Making an Impact
  Paid volunteer time-off
  Donation matching

Managed Health Care Associates, Inc. is an Equal Opportunity Employer and ensures its employment decisions comply with principles embodied in Title VII, the Age Discrimination in Employment Act, the Rehabilitation Act of 1973, the Vietnam Veterans Readjustment Assistance Act of 1974, Executive Order 11246, Revised Order Number 4, and applicable state regulations