B2B Sales Specialist – Hunter

Role Overview

• Execute daily active prospecting (cold calls, sales cadences, outbound email, social selling).
• Identify ICPs and map decision-makers in HR, Benefits, Corporate Health, Product, Marketing and Purchasing.
• Manage the full consultative sales cycle: diagnosis → proposal → business case → negotiation → closing.
• Present in-depth Pharmacy Benefit solutions to companies (subsidy, eligibility, governance, rules).
• Structure pharmaceutical service offerings (corporate vaccination programs, testing, administration, campaigns).
• Prepare structured commercial proposals, subsidy simulations and financial-operational scenarios.
• Manage RFP/RFQ processes for benefits.
• Oversee onboarding, governance and conduct regular client rituals: performance presentations, benefit rules reviews, etc.
• Drive upsell and cross-sell initiatives focused on: increasing subsidies or limits, adding dependents, seasonal vaccination campaigns, pharmacy services, engagement programs, promotional campaigns, etc.
• Monitor performance indicators and propose corrective or acceleration action plans (benefit enrollment, activation, average ticket, frequency, churn, etc.).
• Build and maintain relationships with pharmacies and Regional Managers within the territory.
• Manage pipeline, forecasts and commercial rituals (weekly cadence, forecasts, analyses).
• Adhere to CRM processes, commercial policies and consultative selling methodologies.
• Contribute to portfolio evolution with field insights and product suggestions.
• Conduct field visits for sales meetings, market mapping and meetings with pharmacy operations.
• Operate with rigor regarding LGPD (Brazil's General Data Protection Law), sensitive data governance and health regulations.

Requirements

• Proven experience in B2B consultative sales, performing both Hunter and Farmer roles.
• Experience with complex sales cycles.
• Experience in corporate health, employee benefits, pharmacy retail, clinics, corporate PBM or services for HR.
• Experience using CRM systems.
• Ability to analyze commercial data and metrics critically, turning information into strategic insights to drive actions and achieve results.
• Availability for field visits for sales meetings is required.

Benefits

• Healthcare plan (monthly payroll contribution + co-payment)
• Dental plan
• ID Conecta
• Telemedicine at no cost to the employee
• Pharmacy benefit
• Therapy
• Physical health and wellness platforms
• Transportation voucher
• Life insurance
• Gympass
• RD University
• NiveRD
• day off
• PLR (profit-sharing bonus)
• Flexible working hours
• Remote work (field visits required)
• Christmas hamper