Southern Region Business Development Manager The Kroger Company -
Lexington, KY
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This position is responsible for selling, and assisting in the management of Prescription Benefits Management (PBM) and Mail Order Pharmacy Service contracts with outside health plans. Establish a network of sales contacts to provide Kroger Prescription Plans (KPP) with a steady stream of Requests-for-Proposals (RFP) and other sales opportunities. Maintain close contact with both the assigned account manager and group to help smoothly facilitate the implementation process. Role model and demonstrate the company’s core values of respect, honesty, integrity, diversity, inclusion and safety of others.
Essential Job Functions:
Responsible for growing Prescription Benefits Management (PBM)/Mail Order sales year over year within assigned territory.
Represent KPP in a professional manner and fosters a positive reputation and image in the marketplace for KPP.
Provide the initial point of contact with KPP for group health plans; thoroughly follow-up with any group health plan sales leads provided by General Office (KPP website, central telephone system, etc.).
Qualify identified sales leads to determine the specific KPP services that will meet the needs of each potential group.
Initiate, contact, and follow-up on sales meetings and teleconferences with qualified group health plans.
Establish a network of sales contacts to provide KPP with a steady stream of Requests-for-Proposals (RFP) and other sales opportunities; follow-up completely and timely with all custom RFP responses to potential groups.
Maintain strong familiarity with PBM competition, particularly any new competitive issues and products/services.
Maintain close contact with both the assigned account manager and group to help smoothly facilitate the implementation process.
Complete sales at profitable rates and move prospects smoothly into implementation. Meet established sales goals as identified by the Manager, PBM Sales & Service and other KPP management.
Strengthen team performance by sharing information, supporting sales and marketing activities, and assisting management.
Utilize and maintain approved database tools for contact management and coordination of sales activities; regularly report on sales activity to supervisor.
Assist with group contract to maintain the profitability of each group while maintaining competitive in the market place.
Must be able to perform the essential functions of this position with or without reasonable accommodation.
Behaviors/Skills:
Some of the Behaviors needed to successfully perform this position are:
Leadership Behaviors:
Puts the Customer First - Anticipates customer needs, champions for the customer, acts with customers in mind, exceeds customers’ expectations, gains customers’ trust and respect.
Communicates effectively and candidly - Communicates clearly and directly, approachable, relates well to others, engages people and helps them understand change, provides and seeks feedback, articulates clearly, actively listens.
Achieves results through teamwork – Is open to diverse ideas, works inclusively and collaboratively, holds self and others accountable, involves others to accomplish individual and team goals.
Leads through positive influence – Demonstrates strong character; builds partnerships; models a conscious balance between work and personal life; takes personal responsibility for own development; role models leadership qualities such as motivation, inspiration, passion and trust.
Coaches and develops others - Develops and cares about associates, builds effective teams, helps people be their best, values and manages diversity, provides candid and constructive feedback.
Leads change and innovation - Challenges the status quo, embraces technology, puts forward creative ideas, champions and implements process improvements, gathers the ideas of others, demonstrates good judgment about which ideas will work.
Executes with excellence - Is action oriented, drives for results, sets clear expectations and milestones, reviews progress, acts decisively, solves problems, can be counted on to consistently meet or exceed goals.
Provides clear and strategic direction - Plans and organizes well, sets a clear and simple course of action, stays focused on the most important priorities, has the ability to visualize and plan for the future, understands the industry and marketplace.
Safety Awareness - Identifying and correcting conditions that affect employee safety; upholding safety standards.
Job Specific Skills :
Adaptability – Maintaining effectiveness when experiencing major changes in work tasks or the work environment; adjusting effectively to work within new work structures, processes, requirements, or cultures.
Continuous Improvement – Originating action to improve existing conditions and processes; using appropriate methods to identify opportunities, implement solutions, and measure impact.
Decision Making – Identifying and understanding issues, problems, and opportunities; comparing data from different sources to draw conclusions; using effective approaches for choosing a course of action or developing appropriate solutions; taking action that is consistent with available facts, constraints, and probable consequences.
Initiating Action – Taking prompt action to accomplish objectives; taking action to achieve goals beyond what is required; being proactive; generating innovative solutions in work situations.
Managing Work (includes Time Management) – Effectively managing one’s time and resources to ensure that work is completed efficiently.
Quality Orientation – Accomplishing tasks by considering all areas involved, no matter how small; showing concern for all aspects of the job; accurately checking processes and tasks; being watchful over a period of time.
Results Oriented – Setting high goals for personal and group accomplishment: using measurement methods to monitor progress toward goal attainment: tenaciously working to meet or exceed those goals while deriving satisfaction from the process of goal achievement and continuous improvement.
Technical/Professional Knowledge, Compliance and Skills – Achieving a satisfactory level of technical and professional skill or knowledge in position and/or related areas; keeping up with current developments and trends in areas of expertise. Ensures associates and location comply with laws and regulation applicable to the company.
Requirements
Minimum Position Qualifications:
Proficient in Microsoft Word, Excel, and PowerPoint
Strong communication skills
Proven leadership skills
Project management experience
Ability to travel independently
Desired Previous Job Experience
Bachelor’s degree or equivalent combination of experience and education
Healthcare sales experience
Kroger division experience
It is the policy of The Kroger Co. to provide equal opportunity for all applicants for employment.
