Director, Pharmacy Sales-National Segment

Job ID: J118179
Company: Highmark Inc
Location: Wilmington, DE, United States
Full/Part Time: Full time
Job Type: Regular
Posted at:




This job is responsible for the implementation and administration of strategic activities related to existing pharmacy group business.  The incumbent motivates and develops sales account/client managers to achieve and/or exceed retention goals or opportunities and supporting as needed the activities of new sales to ensure corporate objectives are met as they relate to the pharmacy markets. Responsible for market management (i.e., awareness and management of external distribution channel relationships, competition, media and development of overall market/region strategies). Develops and monitors retention targets to ensure pharmacy sales staff meets goals and standards. The incumbent will be responsible for their own book of business within their market, and will also be responsible for leading account managers and their ownership of accounts within that market segment.  The incumbent will be responsible for all retention and client management activities for existing pharmacy business within their market.  The incumbent will work collaboratively with the Health Sales Market client management personnel to ensure seamless management of the whole account.

Employee Referral Payout: Level 2

**This Director role will be responsible for the National segment.


  • Perform management responsibilities including, but not limited to: involved in hiring and termination decisions, coaching and development, rewards and recognition, performance management and staff productivity.  Plan, organize, staff, direct and control the day-to-day operations of the department; develop and implement policies and programs as necessary; may have budgetary responsibility and authority.
  • Understand and utilize economic, financial, market and industry segment data to accurately diagnose business strengths and weaknesses, identify key issues and implications for potential strategies and plans. Analyze risk and initiate actions that balance risk and profitability to achieve team profitability and client satisfaction. Manage profitability; effective risk and underwriting actions; guide sales of products and services that result in solutions that create value for the client and sustainable profit for the Organization.
  • Utilize appropriate financial strategies and systems to achieve financial goals while managing risk to the organization. Forecast and achieve annual pharmacy sales goals and objectives to ensure growth and profitability is met or exceeded.
  • Continuously monitor and maintain knowledge of the market and competition.  Develop new potential markets and new pharmacy business for the Organization.
  • Develop and maintain effective relationships with clients, consultants and brokers in partnership with Distribution Administration to develop and/or strengthen the Organization’s relationships with key distribution channels and partners. Accountable for influencing and building effective relationships with business partners (i.e. customers, peers, and producers, consultants).
  • Implement and administer strategic activities related to new pharmacy sales within market, including setting goals for enrollment, and MLR/Profitability.
  • Serve as a coach for the staff. Provide the leadership necessary to motivate and develop the sales personnel to achieve and/or exceed new sales goals and profitability within pharmacy markets.
  • Continuously raising expectations to achieve goals while upholding organizational values and standards and tracking progress towards pharmacy goals.
  •  Other duties as assigned.


  • Bachelor's Degree in General Studies, Business Administration/Management, Finance, or Biology OR 6 years Pharmacy programs /sales experience in lieu of Bachelor degree
  • 5 - 7 years of experience in the Health Insurance Industry
  • 4 years of experience in Sales


  • Master's Degree in General Studies, Business Administration/Management, Finance, or Biology



  • State-specific Producer license Life, Accident & Health is required or must be obtained within 45 days of hire



  • Financial Acumen
  • Leadership
  • Coaching
  • Talent Management
  • Strategic Thinking
  • Communication Skills
  • Creative Thinking
  • Innovation
  • Influence and Persuasion
  • Problem Solving & Decision Making


50% - 75%

Highmark Health and its affiliates prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities, and prohibit discrimination against all individuals based on their race, color, religion, sex, national origin, sexual orientation/gender identity or any other category protected by applicable federal, state or local law. Highmark Health and its affiliates take affirmative action to employ and advance in employment individuals without regard to race, color, religion, sex, national origin, sexual orientation/gender identity, protected veteran status or disability.
EEO is The Law
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