Sales Leader, West Region - Remote Eligible

Sales Leader

Reporting to the SVP of Growth, the Sales Leader is responsible for identifying and securing new business within a defined geography. The Sales Director will run the entire sales cycle from pre-sale through close. The ideal candidate will bring a stellar background in consultative solution selling and proven experience with senior-level HR executives, brokers, and consultants.

Responsibilities:

• Develop and execute a distribution plan through brokers, consultants, partners, direct, and other channels in assigned region/territory.
• Establish and maintain relationships with key decision-makers at targeted potential clients and other key influencers.
• Be a trusted consultant and an advisor to external parties, enabling you to gain insights into your prospects' pain-points and buying needs.
• Execute strategic prospect marketing campaigns and other sales prospecting efforts.
• Attend necessary conferences, trade shows, and other relevant industry events to generate new business.
• Provide expertise on Scripta's product and conduct discovery calls, customized demos, and presentations to prospective customers.
• Lead in the creation of sales proposals and presentations and the delivery of these presentations to prospects.
• Anticipate prospective client needs, questions, and hurdles and proactively address them by partnering with internal teams to build strategic solutions that deliver value.
• Advise internal product and leadership teams on product development opportunities gathered from partner insights.
• Demonstrate proficiency with discovery, ROI analysis, and storytelling by crafting personalized presentations and analysis that clearly illustrates your understanding of a prospect's pain points, integration needs, and benefit ecosystem.
• Demonstrate consultative selling experience by understanding competitor's environment, assessing, and capturing needs of prospective clients, and defining the unique value of Scripta's solutions for each prospect.
• Understand and help define the decision-making process for each prospect including identification of champion, decision maker(s), influencers, and clear identification of next steps with appropriate urgency to close opportunities.
• Collaborate with clinical, product management, and account management during the sales process and through handoff.
• Maintain up to date account information in the CRM including contacts, opportunities, pipeline with appropriate placement of opportunities by sales stage, and close date to ensure accurate forecast.

Experience Required:

• Bachelor's Degree required; MBA preferred.
• A minimum of 10+ years of sales/business development experience with a demonstrated record of meeting and exceeding sales goals within the healthcare technology industry.
• Managed the complete sales cycle from qualification to product demo to closure.
• Proficiency in designing and carrying out a consultative sales strategy.
• Comprehensive understanding of the health/benefits market.
• Deep relations with the key brokers/consultants who call on self-insured employers with 2,500-50,000+ employees and Fortune 1000 HR leaders.
• Experience in selling to VP and C-level Executives as well as key influencers with a proven ability to persuade and influence others.
• Experience in developing relationships with health plan channels with a particular focus on regional health plans and Medicare Advantage plans is a plus.
• Experience in developing relationships and successfully closing deals with Fortune 1000 companies.
• Experience with pharmacy benefits is a plus.
• Experience selling a non-essential benefit a plus.

Competencies:

• A self-starter who can thrive in a high-growth, entrepreneurial startup environment with a reputation as an ethical professional, with strong consultative skills.
• Demonstrated organizational skills in managing multiple sales opportunities and tracking all changes in status and activities in the CRM.
• The ability to effectively build trust and establish meaningful relationships with clients and prospects.
• Ability to exercise sound judgment and strong problem-solving skills.
• Proven time management skills to manage priorities and deliver timely and accurate work.
• Excellent written, presentation, and communication skills.
• Works with minimal supervision, strong prioritization, and can adapt and be flexible.
• Ideally passionate about Scripta's mission and interested in disrupting the pharmacy industry.
• A willingness to travel as required to prospects and clients.