SamaCare Overview

SamaCare gives medical practices tools to eliminate the administrative barriers that limit patient access to life-changing therapies. Insurance-related administrative hassles for prescription drugs result in worse outcomes for patients, delayed therapy, and over $100B of administrative waste for the US healthcare system. Medical providers are forced to manage these workflows on stone age technology (fax, calls, and snail mail).

SamaCare has built a software platform to help practices streamline those administrative workflows and a two-sided business model that has scaled to hit medical offices serving nearly 2 million patients (and growing rapidly). As a VC-funded company, we’re building a team to help us scale so that every patient gets access to the right treatment at the right time.

Role Overview

As the Head of Pharma Growth, you will act as a “player-coach” to 1) bring on new SamaCare’s pharmaceutical customers; 2) build the infrastructure for SamaCare’s Pharma Sales organization; 3.) help ensure the existing pharma sales team can succeed. You will create a healthy prospect pipeline, fostering those prospects through the sales funnel, continue to enlarge the pipeline, and close new pharmaceutical company customers.

You will:

• Identify new leads for pharma prospects based on SamaCare criteria and focus areas.
• Map out relevant decision-makers at prospects.
• Identify key prospect pain points/priorities through sales discovery work.
• Guide prospect conversations through each stage of the funnel, from initial conversation, cultivation, all the way to a sales close.
• Build coalitions within a prospect org to get buy-in from multiple key decision-makers.
• Tailor SamaCare’s pitch to specific prospects and specific audiences within the prospect.
• Represent SamaCare at in-person industry conferences.
• Own new pharma revenue growth goals.
• Manage

We are looking for someone who:

• Has relationships with many of the important decision makers in pharma patient services within retina, oncology, neurology, rheumatology, and drugs administered within ambulatory infusion centers.
• Has successfully sold software or solutions to pharmas, especially for early stage startups.
• Can create a prospect pipeline based on high-level criteria, as well as to create maps of relevant decision-makers at those prospects.
• Has successfully closed large (6- and 7-figure) enterprise deals.
• Can create a sales playbook and manage other pharma sales team members, and eventually grow the pharma sales team.
  
  

What this role would look like after starting, within:

• The first 30 days
• • Come up to speed on the SamaCare value proposition and pitch, through existing market research from SamaCare and SamaCare allies.
  • Create initial prospect maps, identifying gaps that will need to be filled in.
  • Begin prospect identification.
  • Begin prospect outreach.
  • Pair closely with the CEO in all in-process sales conversations.
  • Work closely with the current Pharma Sales Director.
• The first 90 days
• • Initiate new sales prospect conversations.
  • Become fluent in delivering and adapting the SamaCare sales pitch.
  • Build a comprehensive prospect list, with highest priority prospects mapped out with relevant decision-makers.
  • Have a clear process for managing the pharma sales pipeline.
• The first 360 days
• • Close new pharma deals and have a healthy pipeline of new pharma deals across above specialties.
  • Have created a sales pipeline process that enables a more consistent sales motion that is significantly more predictable.