Director, Business Development - Specialty Pharmacy

Cardinal Health

2d•Remote

About The Position

Cardinal Health Innovative Care Pharmacy, a division of Cardinal Health, delivers comprehensive specialty pharmacy services and solutions, including provider engagement, payer contracting, data and reporting capabilities, billing and reimbursement solutions, clinical programs, and patient outcomes tracking. These solutions are offered to a robust portfolio of specialty pharmaceutical manufacturers and biotechnology companies, with a focus on cell, gene, rare disease, and limited or exclusive distribution specialty drugs. Reporting to the Director, Innovative Care Pharmacy, the Director, Business Development is an individual contributor, executive sales position. This individual will be responsible for selling specialty pharmacy services and solutions to pharmaceutical manufacturers, with the goal of managing those specialty drugs within our pharmacy. The manufacturer partners include those offering cell, gene, rare disease and other specialty drugs. Directors are responsible for exceeding revenue goals by acquiring new business and growing existing business within their designated products and named accounts. The Director will be expected to provide a consultative approach and clearly articulate Cardinal’s unique value proposition for specialty pharmacy solutions.

Requirements

Bachelor's degree in a related field preferred or commiserate experience preferred
5-8 years of healthcare sales experience preferred
3+ years selling specialty pharmacy services for a known specialty pharmacy preferred
General and clinical understanding of the Specialty market, including cell and gene therapies
Demonstrated ability to convert relationships to sales
Excellent planning, forecasting, financial and negotiation skills
Proven ability to design win-win strategies for Cardinal Health and the client base
Demonstrated matrix management skills; ability to work with cross-functional teams
Executive presence and solid presentation and communication capabilities
Ability to thrive in a startup-like business unit with positivity
Strong specialty pharmacy knowledge
Strong brand promotion knowledge
Strategic thinker with ability to identify client needs
Resourceful networking skills
Ability to work independently and be self-motivated
Ability to travel up to 30% percent

Responsibilities

Grow the number of contracts between Innovative Care Pharmacy (a new specialty pharmacy within Cardinal Health) and specialty manufacturers.
Call on and secure relationships with senior leadership in targeted pharmaceutical manufacturers.
Cultivate strong, long-term relationships with key decision-makers within accounts and develop deep knowledge of the customer organization and product portfolio
Acts as a primary point-of-contact for potential customers within cell, gene, and other advanced therapy manufacturers seeking specialty pharmacy services.
Establish and execute a comprehensive sales plan for each target account
Serve as client managers for existing clients
Further penetrate, grow and manage current client bases
Develop and maintain new target account files
Develop and generate new business development leads
Have a working knowledge of SalesForce.com
Work with targeted business development accounts to secure future business – identify new opportunities to grow, build a qualified pipeline to complete sales transaction process
Close business to exceed revenue targets
Collaborate with 3PL team, including meetings to develop concepts, strategies and define services
Attend client meetings and conferences as necessary to grow business
Initiate proposals and participate in proposal writing process, as necessary and applicable
Prepare and/or assist in the preparation of price quotations, terms of sale and timelines according to company policy and within corporate guidelines
Participate in bid defense and/or capabilities meetings
Research service issues and ensure satisfactory resolution of client concerns
Provide status reports to supervisor
Function effectively as a team member through remote relationships
Collaborate with other business units with Cardinal Health to drive integrated selling opportunities/solutions to closure