Director, Business Development, Pharmacy

DrFirst Inc.•,

3d•$175,000 - $175,000•Remote

About The Position

DrFirst has empowered providers and patients to achieve better health through intelligent medication management for 25 years. We improve healthcare workflows and help patients start and stay on therapy with end-to-end solutions that enhance prescription access, affordability, and adherence. Our solutions help 100 million patients a year and are used by more than 420,000 prescribers, 71,000 pharmacies, 270 EHRs and health information systems, and over 2,000 hospitals in the U.S. This is a great opportunity to be a part of a successful Healthcare IT company experiencing significant growth. Here you'll get to work with some of the smartest and most interesting people around, solving unique and complex challenges in healthcare on a scale matched by few companies. If you get excited about stretching yourself in new ways, developing yourself to your fullest potential, and care about working with smart colleagues, we want to talk to you! The Director, Business Development (DBD) is responsible for market expansion, pipeline development, and revenue growth across pharmacy, PBM, and pharmacy-adjacent market segments. The DBD will independently identify, pursue, and lead outbound business development efforts to form lasting and productive contract relationships with strategic target customers. The DBD is expected to maintain deep market expertise to develop and execute BD strategy to identify and contract new use-case innovations, prove their value, and generate new revenue and commercial opportunities. The DBD will help shape market strategy, originate new commercial opportunities through discovery, and contribute to DrFirst’s growth engine. The ideal DBD is a market-maker and category-builder with a deep expertise in medication management, pharmacy, and PBM ecosystems who can enter a nascent market segment and drive it to scale. This person is a hunter, self-starter, with a disciplined approach to business development strategy and execution. They prospect relentlessly, build conviction-driven business cases, negotiate complex agreements, and drive deals to close with urgency. Succes is measured by contracting high-value prospects for key products/services with terms and execution plans that accelerate time-to-market, user adoption, and market share. This role demands the discipline to manage a rigorous BD process, the influence to command executive-level conversations, and the ownership mindset to treat Gadget’s commercial success as a personal mandate. This position reports directly to the Executive Vice President.

Requirements

Bachelor’s degree
10+ years BD management and individual contributor sales experience with direct Pharmacy, PBM, pharmacy system vendor, and HIT Companies within the e-prescribing and healthcare industry
Demonstrated success identifying, analyzing and developing new markets to enter with company solutions to create new revenue streams and sustained performance
Consistent proven BD performer that meets or exceeds quarterly and annual revenue goals
Proven success with solution sales of complex software products/services in the pharmacy, PBM, and HIT market
Understanding of sales operations and leveraging CRM tools for pipeline management, sales activity and insights that help manage a high-performing and highly effective BD team
Experience negotiating contract and business terms for complex business opportunities
Demonstrated sales/marketing expertise and experience developing marketing programs for reseller channels that lead to improved sales results
Have prior success at a company with an entrepreneurial, high-growth and collaborative culture
Demonstrated experience working and communicating with multiple stakeholders and cross functional teams including marketing, product, account management and finance teams
Led the development of financial models, pricing strategies and business plans in collaboration with executive, finance, product, and operations teams
Strong verbal and written communications skills are a must, as well as the ability to present solutions effectively to partners or business development targets

Nice To Haves

A driver who works with purpose and passion; someone who will elevate our team through new perspectives, ideas, and solutions.
A pharmacy and PBM market expert who brings deep, current knowledge of pharmacy, PBM, and medication management ecosystems and can immediately identify high impact market entry points.
A healthcare sales veteran who understands challenges, trends, and opportunities in the healthcare market and how HIT vendors serve this market.
A proven consultative sales performer who can influence and deliver value to customer executives and exceed growth-minded company revenue goals.
A market expander who can independently identify and break into new pharmacy and PBM market segments, building DrFirst’s commercial presence in white space before the competition recognizes the opportunity.
A channel expert who understands how to build mutually beneficial and lasting relationships with channel customers, including ongoing collaboration on solution enhancements that drive joint success.
A strategic opportunist who thrives in ambiguity, moves quickly from market insight to commercial action, and consistently finds the angle that turns a complex healthcare challenge into a growth opportunity.
A builder that enjoys developing new business opportunities, strategies, and solutions with Pharmacy, PBM, and HIT vendors.
A trusted advisor and leader who sets a high personal bar for learning and growing in knowledge and skill to help customers and DrFirst improve and grow.
A collaborator who recognizes the value of working with key stakeholders across the organization developing the go-to market solution, messaging and business models that position DrFirst competitively to accelerate winning market share and profitability.

Responsibilities

Drive contract success with strategic Pharmacy, PBM, and HIT vendors for DrFirst solutions.
Be a high-activity BD leader that understands the right items to spend their time on, building and managing pipeline and effective use of DrFirst resources to achieve success.
Achieve market-leading results with new partners and in brand-new to mature market segments through deep and creative thinking.
Clearly see the right goals, develop strategies, deliver the right execution plan and manage to desired results.
Manage competing priorities, pivot, and adjust quickly, and think about the big picture.
Solve unique and complex problems for the industry and with customers through critical thinking, root cause analysis, and issue dissection.
Identify value propositions, use cases, pricing models, and partner configurations that do not fit a standard playbook.
Define the deal structures, bundle logic, and commercial terms that make each partner relationship viable and scalable by bringing together product, legal, and finance to close with speed and precision.
Work well across functional and executive teams to develop the best strategies, plan and accelerate results.
Own a defined book of business — a portfolio of strategic partnerships that you are personally responsible for originating, developing, and growing.
Identify the opportunity, make the case, and go get it.

Benefits

Competitive compensation, with a base salary up to $175,000 (Exact compensation may vary based on skills and experience)
Eligible for Commission, depending on individual performance and quarterly sales results
Medical, dental, and vision insurance
401K eligible after 3 months of employment, with 50% company match up to first 5% of salary contributed to the plan with a 3-year vesting schedule
HSA for eligible employees enrolled in the HDHP, with a generous company contribution up to $500 for individual coverage and $1000 for family coverage per year
100% company paid short and long-term disability, AD&D, and group life insurance
Accrued annual paid time off (PTO) of 18 days for the first 3 years of service, increasing thereafter and 7 paid holiday days
Employee Assistance Program
Continuing Education funds up to $1,500 annually for eligible programs after 1 year of service
Voluntary benefits including FSA, Hospital indemnity, Accident and Critical Illness insurances