Sales & Account Manager

Gainesville, Virginia, United States of America

Extraordinary Care. Extraordinary Careers.

With one of the nation’s largest, most innovative long-term care pharmacy services providers, there is no limit to the growth of your career.

Southern Pharmacy Services, a member of the Guardian family of pharmacies, has an exciting opportunity for you to join our rapidly growing team in Gainesville, Virginia.

Why Southern Pharmacy Services? We’re reimagining medication management and transforming care.

Who We Are and What We’re About:

Our core focus is delivering customized medication management solutions to support healthcare organizations serving seniors and individuals with complex care needs. With our comprehensive suite of tech-enabled pharmacy services and a dedicated team of professionals committed to enriching the lives of those we serve, we are redefining how pharmacy care is delivered.

We offer an opportunity to learn and grow your career in a fast-paced, diverse, and inclusive environment. If you are looking for a challenging, team-oriented environment in which you can put your expertise to work, then this is the place for you.

As a key member of the local management team, assist in the achievement of the budget through sales to new clients, increasing sales to existing clients.  Participate in development of marketing materials (collateral and electronic) in support of sales projects. Present the “Guardian Pharmacy” identity at targeted local and national trade/industry events while being sensitive to value of local brand identity. Working with Director, Pharmacy Operations and Director, Finance & Administration, evaluate potential profitability of any new business prior to proposal.  Responsible for building a positive working relationship with all clients by resolving issues/problems, advising clients on regulatory issues, and training client staff as needed.

Attributes required:

• Work Ethic/Integrity – must possess intrinsic drive to excel coupled with values in line with company philosophy
• Leadership – ability to lead project teams to deadlines, while maintaining strong team orientation
• Relational – ability to build relationships with business unit management and become “trusted advisor”
• Strategy and Planning – ability to think ahead, plan and manage time efficiently
• Problem Solving – ability to analyze causes and solve problems at both a strategic and functional level
• Team Oriented – ability to work effectively and collaboratively with all team members

Essential Job Functions (include the following):

• Drive growth and expand our footprint in the long-term care market.
• Proactively identify and close new business opportunities within assigned territories.
• Nurture and develop existing relationships and new business as the preferred provider of pharmacy services to nursing home communities assisted living facilities and other long-term care facilities.
• Market local business as a preferred provider to facility residents and families at monthly family nights
• Ensure sales agreements with new clients meet profitability targets for the business unit
• Maintain client contracts and relationships through “expert” advisor status, problem-solving
• Act as liaison with operations to maintain high service level to the client, following all service-related issues through to resolution
• Provide consulting services to client facilities to assist in compliance
• Provide in-service training to client staff as needed by client group
• Actively participate in local association meetings related to assisted living/long-term care facilities
• Participate in designing collateral for targeting client group (with goal of designing independently)
• Membership and participation visibility with national level industry associations
• Participate in managing contracts and ensuring that pharmacy solutions are effectively positioned to result in increased revenue (with goal of maligning independently).
• Other essential functions and duties may be assigned as needed

Education and/or Certifications:

• Bachelor’s degree preferred
• Valid driver’s license and clean driving record

Skills and Qualifications:

• 2+ years’ new sales or account management experience in Long Term Care (LTC), Assisted Living, Skilled Nursing, or Geriatric Facility, Pharmaceutical/Pharmacy preferred but not required. (advanced degree may substitute for experience)
• Advanced computer skills; pharmacy operations system experience preferred/required
• Proven track record of sales success.
• Positive existing relations with LTC DON’s or LTC Administrators a plus
• Excellent verbal and written communication skills; ability to build strategic customer relationships
• Must have the ability to differentiate yourself in the marketplace.
• Excellent organizational/communication skills, self-starter, and ambition to succeed essentially.
• Proficiency in Microsoft Word, Excel and PowerPoint
• Update Salesforce.com on a daily basis.
• Ensure accuracy of weekly activity reports
• Ability to work in a team environment
• Ability to work to objectives/targets with little supervision
• Strong selling skills required
• Ability to quickly customize sales approach based on potential client’s response    
• Professional selling skills focused on value-added selling
• Ability to work independently and deliver to deadlines
• Ability to solve problems with minimal direction
• Great attention to detail and accuracy
• Ability to excel in a fast-paced, team-oriented environment working on multiple tasks simultaneously, while adhering to strict deadlines
• Quality minded; motivated to seek out errors and inquire when something appears inaccurate

Work Environment:

• We require a current valid driver's license with up to 75%-80% travel.
• May be required to work occasional evenings, weekends and could include overnight
• Flexible schedule required

What We Offer:

Guardian provides employees with a comprehensive Total Rewards package, supporting our core value of, “Treat others as you would like to be treated.”

Compensation & Financial

• Competitive pay
• 401(k) with company match

Family, Health & Insurance Benefits (Full-Time employees working 30+ hours/week only)

• Medical, Dental and Vision
• Health Savings Accounts and Flexible Spending Accounts
• Company-paid Basic Life and Accidental Death & Dismemberment
• Company-paid Long-Term Disability and optional Short-Term Disability
• Voluntary Employee and Dependent Life, Accident and Critical Illness
• Dependent Care Flexible Spending Accounts

Wellbeing

• Employee Assistance Program (EAP)
• Guardian Angels (Employee assistance fund)

Time Off

• Paid holidays and sick days
• Generous vacation benefits based on years of service

The Guardian Difference

Our clients require pharmacy services that aren’t “cookie cutter.” That’s why every Guardian pharmacy is locally operated and empowered with the autonomy to tailor their business to meet their clients’ needs.

Our corporate support offices, based in Atlanta, Ga., provide services such as human resources, business intelligence, legal, and marketing to promote the success of each Guardian location.

Regardless of your role at Guardian, your voice and talents matter. Because healthcare is an ever-changing industry, we encourage innovative thinking, intellectual curiosity, and diverse viewpoints to ensure we stay competitive in today’s dynamic business environment.

At Guardian, we are dedicated to fostering and advancing a diverse and inclusive workforce.

Join us to discover what your best work truly looks like.