Account Management - Business Development Manager

About Us
Tabula Rasa HealthCare (TRHC) is a leader in providing patient-specific, data-driven technology and solutions that enable healthcare organizations to optimize performance to improve patient outcomes, reduce hospitalizations, lower healthcare costs, and manage risk. Medication risk management is TRHC’s lead offering, and its cloud-based software applications provide solutions for a range of payers, providers, and other healthcare organizations. We’re on a mission to enable simplified and individualized care that improves the health of those we serve.

We’re looking for people who are excited to drive this transformation. To break barriers and think of new ways to adapt, help, and create better experiences for patients—and for each other. This is where diverse backgrounds, beliefs, and perspectives matter and where “care” is centric to who we are. Come do more than join something, change something. For patients, for their families, for the future of healthcare.

JOB OBJECTIVE:  The Business Development Manager is responsible for developing, executing, and overseeing a business strategy that prioritizes growth and positive client ratings. This individual will establish and build relationships with representatives and leadership of health plans, health systems, healthcare organizations and potential clients and partners for Tabula Rasa Healthcare programs and technology solutions.

ESSENTIAL JOB FUNCTIONS:

• Develop and implement strategies and tactics to expand business into new accounts throughout a given region or market.
• Manage daily and weekly activities, pipelines, forecasts and closed sales to ensure quota results based on successful pipeline management.
• Manage incoming leads as presented in the assigned territory or market.
• Effectively articulate the value of technology products and services to support the sales process.
• Negotiate contracts allowing access to our products.
• Manage SalesForce information related to prospective clients with updates to account data including contact information, demographics etc.
• In collaboration with the account management team, proactively identify “at risk” clients and triage and escalate issues and concerns appropriately in a timely manner to gain and maintain client's satisfaction.
• Provide feedback from prospective client interactions to help refine processes.
• Attend/participate in relevant conferences and staff exhibits to build awareness, relationships and expand business.
• Provide oversight and guidance for the program management/implementation team to support the on-boarding of new clients and solutions.
• Stay current on PACE and benefit structures/Medicare Part D guidelines, as applicable.
• Ensures that HIPAA guidelines are followed in every communication with clients. 

The above essential functions are representative of major duties of positions in this job classification. Specific duties and responsibilities may vary based upon departmental needs. Other duties may be assigned similar to the above consistent with knowledge, skills and abilities required for the job.  Not all of the duties may be assigned to a position. 

QUALIFICATION REQUIREMENTS:  These represent the desired qualifications of the ideal candidate. They are not meant to limit consideration for candidates who do not meet all of the standards listed. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

EDUCATION:

• Required:  Bachelor's degree in Business, Business Administration, Sales, or related field
• Preferred:  Master’s degree

EXPERIENCE:

• Required:
  • 5 years’ experience in B2B sales and/or account management 
• Preferred:
  • 2 years’ work experience in PACE, Pharmacy and/or Healthcare experience 

OTHER SKILLS and ABILITIES:

Extensive knowledge of the US health care market; US healthcare delivery, financial, and reimbursement mechanisms; ACA; formulary/PDL development, and compliance laws and regulations.

• Proficient knowledge of CMS guidelines, PACE program requirements and general program workflow. 
• Demonstrated abilities to develop a network of relationships with key individuals.

• Experience in territory management and planning, at the regional and account levels. 

• Ability for innovative and strategic thinking.
• Ability to multi-task and prioritize projects.

• Strong written, verbal, presentation and organizational skills.

• Strong organizational and planning skills.
• Strong and effective interpersonal skills
• Ability to work under pressure and to tight deadlines.
• Strong client service and support focus with a desire to deliver a high-quality service.
• Self-motivated and highly professional with ability to lead and take ownership and responsibility.
• Experience with supporting multi-tier infrastructures.

PHYSICAL/MENTAL DEMANDS:  This position is administrative in nature and will present physical demands requisite to a position requiring: hearing, seeing, sitting, standing, talking, and walking. In addition, the role requires the ability to commute to multiple site locations using various modes of transportation (i.e. automobile, airplane, etc.). May be necessary to work extended hours as needed. 

Expected Hours of Work:  Schedules are set to accommodate the requirements of the position and the needs of the organization and may be adjusted as needed.  

Travel:  Travel is required for up to 50% of time for events, trade shows, client visits, or conferences. 

Supervisory:  None    

The Company is proud to be an equal opportunity employer. All qualified applicants will receive consideration without regard to ancestry or national origin, race or color, religion or creed, age, disability, AIDS/HIV, gender, marital or family status, pregnancy, childbirth or related medical conditions, genetic information, military service, protected caregiver obligations, sexual orientation, protected financial status or other classification protected by applicable law.