Tori Hubinger is an account manager on the business development team at MMIT. She is responsible for identifying and sourcing new revenue by prospecting and following up with individuals who have expressed interest in learning more about MMIT’s solutions. Tori primarily partners with stakeholders in the healthcare IT, specialty pharmacy and pharmaceutical manufacturer industries to connect them with the most relevant solutions and experts.
What do you do, in your own words?
As a member of the business development team at MMIT, my primary focus is developing relationships with prospects and clients. When done correctly, this helps drives revenue for the business while solving key challenges within the healthcare industry. I mainly do this through email and phone outreach. I work a lot with inbound inquiries related to our marketing team’s efforts, which can range from healthcare IT companies to specialty pharmacies and even emerging pharmaceutical manufacturers.
I like to think of myself as the frontline of the business, because I’m often the first voice that our prospective clients hear after engaging with our content. Each time, my objective is to route these individuals to an account executive who can provide a high-level overview of MMIT and help them solve their unique challenges with the appropriate solution. It’s really exciting to learn more about our prospects’ needs and map them to the perfect solution. I learn something new about our industry each day, with new challenges being highlighted during nearly every interaction.
How did you join the company? What in your background brought you to MMIT?
I graduated from the Stillman School of Business at Seton Hall University in 2019 with a Bachelor of Science in business administration. While pursuing my degree, I worked part-time at a health care consulting company for two years. At that time, I realized that marketing or sales was the right career path for me, especially in the health care and pharmaceutical industry. While this position provided me with valuable learnings, I wanted to find a place where I could grow and develop my skills. Through my network, I identified an opening at MMIT on the business development team. I was thrilled when I found out that I was hired. The rest is history!
What’s your day to day like?
When I log in each morning, my first step is to search through my inbox to see which new inquiries I can follow up on and check to see if I’ve received any responses from key prospects. For each individual, I try to work on specific messaging that will resonate with them. With so many different solutions, it sometimes can be more complex than you would expect. There are so many different health care verticals that we support, and each organization seems to have a unique business challenge. Currently, I spend any spare time supporting the onboarding of our newer business development representatives, providing them with best practices and approaches that will get more positive results. It’s really great to be a part of a quickly growing team within the business.
What are some of the common challenges of your role?
One big challenge is when a client asks a question that I might not be able to answer. While I try my best to learn as much as possible each week, the reality is that I still have a lot to learn. Fortunately, we have plenty of experts, and I really appreciate that I can reach out to any one of them as needed to respond to nuanced questions. Between sales, marketing and our other subject matter experts, it’s nice to have that kind of support. Everyone at MMIT is very willing to help out when needed and the communication is amazing.
What’s been your biggest victory with a prospect, or with the company so far?
This may sound basic, but I absolutely love it when a prospect comes back and responds positively to an email that I sent months before. As a business development team, we understand that our prospects’ inboxes are dense and we don’t expect to get an immediate response. In fact, dealing with rejection is one of the only constants in this type of role. But when a prospect does take a moment to clean out their inbox and they choose to read and engage with my email, it’s extremely satisfying. We work hard on crafting the right message to each person within each segment. It’s always nice to be surprised when I get online and see a response like this. While these responses don’t always pan out and lead to them immediately becoming a client, many do, and it’s great to be able to contribute to growing revenue within MMIT.
What are some of the challenges of the industry that MMIT is in a unique position to help with?
One shift that I see a lot on the health care side is the change in enrollment for health plans, especially with the impact of COVID-19. Lives are drastically shifting from one line of business to another. These trends are critical for consultants, manufacturers and healthcare IT organizations to understand by geography, line of business and specific plans. With the complexity in how health insurance is structured in the U.S. market, these major market events can drastically shift business objectives and impact the bottom line for thousands of organizations. For pharma, when you pair enrollment shifts with increasing patient access complexities, this creates a dynamic marketplace. As an example, we are already seeing covered lives shift from commercial channels into state Medicaid plans, due to rising unemployment levels. MMIT is uniquely positioned to help clients see these shifts in real-time and provide them with the tools to employ strategies to reduce risk and be successful.
What does MMIT do, in your own words?
MMIT helps smooth access to therapies for patients and makes it easier for patients to get on the therapies they need. We help organize that information in easy-to-use software for our clients. Between sophisticated technology and a team of dedicated employees, we do this faster and better than anyone else in the industry.
For friends and family who aren’t in our industry, I usually describe MMIT in the following way. When you go to the doctor and you’re trying to figure out what type of drug you need, your doctor typically looks at how these therapies are covered by your health insurance plan. While it would be nice if the decision was as simple as receiving the most effective treatment, it often is much more complicated than that. It’s important for health care companies to understand policies and restrictions that might make it harder to get on certain treatments. MMIT helps simplify that process by providing transparency into any obstacles a patient or prescriber might face ahead of time to reduce denials or unexpected bills for patients.
What’s your favorite part of your job?
I really love my team and the environment in which I work. Everyone supports each other and we communicate very freely. These people are my colleagues and also my friends. It’s my business development family!
What do you like to do outside of work?
My family has a beach house at the Jersey Shore, so I love spending time there whenever possible. Now that we are working remotely, I find myself much more productive, especially when I can work from the beach house. I also really enjoy travelling anywhere and everywhere. One of my favorite countries to visit is Austria, and I take advantage of every chance I get to travel to Europe. I really like to cook and I love food. One positive of being able to work from home is that I can experiment with new recipes and enjoy the final product!