B2B Sales Specialist – Hunter

Role Overview

• Execute daily proactive prospecting (cold calls, cadences, outbound email, social selling).
• Identify ICPs and map decision-makers in HR, Benefits, Corporate Health, Product, Marketing and Procurement.
• Manage the full consultative sales cycle: diagnosis → proposal → business case → negotiation → closing.
• Deliver in-depth presentations of Pharmacy Benefit solutions to companies (subsidy, eligibility, governance, rules).
• Structure pharmaceutical service offerings (corporate vaccinations, testing, administrations, campaigns).
• Prepare structured commercial proposals, subsidy simulations and financial-operational scenarios.
• Lead RFP/RFQ processes for benefits.
• Support onboarding, governance and run regular client rituals: performance presentations, benefit rule reviews, etc.
• Drive upsell and cross-sell initiatives focused on: increased subsidies or limits, inclusion of dependents, seasonal vaccination campaigns, pharmaceutical services, engagement programs, awareness campaigns, etc.
• Monitor performance indicators and propose corrective or acceleration action plans (benefit uptake, activation, average ticket, frequency, churn, etc.).
• Build and maintain relationships with pharmacies and Regional Managers within the territory.
• Manage pipeline, forecast and commercial rituals (weekly cadence, projections, analyses).
• Adhere to CRM processes, commercial policies and consultative selling methodologies.
• Contribute to portfolio development with field insights and product suggestions.
• Conduct field visits for sales meetings, market mapping and meetings with pharmacy operations.
• Act with strict compliance regarding LGPD (Brazilian 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 HR services.
• Experience using CRM systems.
• Ability to analyze commercial data and metrics critically, converting information into strategic insights to guide actions and achieve results.
• Must be available to travel (field visits for sales meetings).

Benefits

• Medical plan (monthly payroll contribution + copayment)
• Dental plan
• ID Conecta
• Telemedicine at no cost to the employee
• Pharmacy benefit
• Therapy (psychological support)
• Physical health and wellness platforms
• Transportation allowance
• Life insurance
• Gympass
• RD University (corporate learning platform)
• NiveRD
• Day off
• Profit-sharing (PLR)
• Flexible schedule
• Remote work (field visits required)
• Christmas gift basket