AVP, Consultant Sales

What you’ll do

In a few words… 

Abarca is igniting a revolution in healthcare.  We built our company on the belief that with smarter technology we are redefining pharmacy benefits, but this is just the beginning… 

Our Sales and Business Development gurus are the revenue generating team within Abarca. They're entrusted with foraging and developing relationships with prospects and consultants and handle everything related to marketing our value proposition, demoing our capabilities, proposal management, and contracting. 

As Associate Vice President of Consultant Sales, you’ll be responsible for developing pipeline directly through payors and by managing existing and creating new consulting firm relationships. The primary areas of focus will be to coordinate relationships with key contacts in the health plan and consulting community, drive strong relationships, understand demo and share our solutions and capabilities, and collaborate with key groups within Abarca as needed. As AVP of Consultant Sales, you will be measured on pipeline creation and business contracted. You’ll also exemplify the aspirational performance-oriented culture of Abarca, exuding humble confidence and always seeking to improve the already great relationships we’ve created over the years, ultimately generating revenue for the company. 

The fundamentals for the job…  

• Develop full sales cycle from prospecting, RPF management, negotiating company specific contracts and pricing (including detailing language for contract execution).
• Collaborate with analytics, product, and marketing teams to create and update educational material for the consulting community.
• Create and deliver prospect and consultant value proposition messaging highlighting Abarca’s differentiators in the PBM industry.
• Support the RFP strategy from the beginning to the end.
• Develop target market strategies and create a sales toolkit required to sell services in conjunction with Abarca’s SVP of Sales, through addressable market analysis and market knowledge by creating go-to market strategies.
• Ensure all targeted prospect contacts and engagement opportunities are recorded in Salesforce.
• Execute strategy for specific pipeline development that supports the assigned sales goals.
• Maintain and improve existing national and regional consultant relationships by strategically allocating resources to maximize growth and retention.
• Create and manage consultant scorecards that provide insight into win/loss and retention results on a quarterly basis.
• Collaborate with Marketing and Technology to create the Book of Business reviews on an annual basis.
• Attend and speak at events including conferences, consultant summits, and other health plan events.
• Be exceptionally open and proactive in addressing problems as they arise, bring solutions to the leadership team, and present clear recommendations.
• Possess the self-confidence to operate in a direct environment, speaking up and providing opinions grounded in fact while remaining humble and taking direction well. 

What you’re made of  

The bold requirements…  

• Bachelor’s Degree or Master’s Degree in Business Administration, Healthcare, or a related area (In lieu of a degree, equivalent, relevant work experience may be considered.)
• 10+ years of experience in a consulting, sales, or account management role working with benefit consultants in the healthcare or government market segment.
• Experience successfully forging productive relationships within the healthcare community.
• Experience developing and maintaining trusted relationships with key partnerships that take a long-term view of business opportunities.
• Experience proactively creating relationships and opportunities across both internal and external boundaries to develop innovative solutions to meet our prospect and consultant needs.
• Experience utilizing Salesforce and contribute to approach for developing, updating, and maintaining relationships with the key contacts at consulting firms.
• Experience successfully interacting, presenting to, and influencing senior leadership.
• Excellent oral and written communication skills.
• Must be available to travel (25 nights per year) to industry events, client meetings, headquarters and other sites as needed.
• We are proud to offer a flexible hybrid work model which will require certain on-site workdays in Puerto Rico. 
• This position requires availability to work in a specified time zone or working schedule, accommodation for the business needs of our clients and team members. 
• This position may require availability for on-call hours, including evenings, weekends, and holidays, to promptly address emergent issues or provide necessary support as dictated by operational demands (if applicable). 

Nice to haves…  

• MBA or PharmD is a plus. 

Physical requirements… 

• Must be able to access and navigate each department at the organization’s facilities.
• Sedentary work that primarily involves sitting/standing. 

At Abarca we value and celebrate diversity. Diversity, equity, inclusion, and belonging are guiding principles of Abarca and ensure Abarca’s workforce reflects the communities it serves. We are proud to provide equal employment opportunities to all employees and applicants for employment and prohibit discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, medical condition, genetic information, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. 

Abarca Health LLC is an equal employment opportunity employer and participates in E-Verify. “Abarca Health LLC does not sponsor employment visas at this time” 

The above description is not intended to limit the scope of the job or to exclude other duties not mentioned. It is not a final set of specifications for the position. It’s simply meant to give readers an idea of what the role entails. 

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