Director, Business Development, Pharmacy
About The Position
The Director, Business Development is responsible for market expansion, pipeline development, and revenue growth across pharmacy, PBM, and pharmacy-adjacent market segments. The role independently identifies and leads outbound business development efforts, develops strategic customer relationships, and negotiates contracts with strategic prospects. The director maintains deep market expertise to shape and execute business development strategy, identify new use cases, prove their value, and create revenue and commercial opportunities. This is a hunter and market-builder role for an experienced pharmacy, PBM, and medication management expert. The director originates opportunities, builds business cases, structures complex deals, and drives them to close. Success is measured by contracting high-value prospects on terms and execution plans that accelerate time to market, adoption, and market share. The role owns a portfolio of strategic partnerships and collaborates across product, legal, finance, marketing, account management, and other teams to grow the business. It reports directly to the Executive Vice President. DrFirst is a remote-first healthcare technology company. The position involves approximately 60% interaction remotely by phone and web conference and 40% travel to customers, events, and DrFirst offices.
Requirements
- Bachelor’s degree.
- 10+ years of business development management and individual-contributor sales experience with direct pharmacy, PBM, pharmacy system vendor, and HIT companies in the e-prescribing and healthcare industry.
- Demonstrated success identifying, analyzing, and developing new markets for company solutions to create revenue streams and sustained performance.
- Consistent record of meeting or exceeding quarterly and annual revenue goals.
- Proven success selling complex software products or services in pharmacy, PBM, and HIT markets.
- Understanding of sales operations and use of CRM tools for pipeline management, sales activity, and insights.
- Experience negotiating contracts and business terms for complex business opportunities.
- Sales and marketing expertise, including developing reseller-channel marketing programs that improve sales results.
- Prior success in an entrepreneurial, high-growth, collaborative company culture.
- Experience working and communicating with multiple stakeholders and cross-functional teams, including marketing, product, account management, and finance.
- Experience leading the development of financial models, pricing strategies, and business plans with executive, finance, product, and operations teams.
- Strong verbal and written communication skills and the ability to present solutions effectively.
Responsibilities
- Drive contract success with strategic pharmacy, PBM, and HIT vendors for DrFirst solutions.
- Identify, pursue, and develop new markets, customer segments, use cases, and revenue opportunities.
- Build and manage a business development pipeline, prioritize activity, and use company resources effectively.
- Develop market strategy and execution plans to achieve revenue and growth goals.
- Identify partner value propositions, use cases, pricing models, partner configurations, deal structures, bundle logic, and commercial terms.
- Coordinate with product, legal, and finance teams to structure and close scalable partner agreements.
- Originate, develop, and grow a personally owned portfolio of strategic partnerships.
- Negotiate complex contracts and business terms and drive deals to close.
- Develop financial models, pricing strategies, and business plans with executive, finance, product, and operations teams.
- Develop marketing programs for reseller channels that improve sales results.
- Collaborate with marketing, product, account management, finance, and other cross-functional and executive teams.
- Manage competing priorities, adjust plans as needed, analyze problems, and deliver against desired results.
- Present solutions effectively to partners and business development targets.
Benefits
- Competitive compensation, with a base salary up to $175,000; exact compensation may vary based on skills and experience.
- Eligibility for commission based on individual performance and quarterly sales results.
- Medical, dental, and vision insurance.
- 401(k) eligibility after 3 months, with a 50% company match on the first 5% of salary contributed and a 3-year vesting schedule.
- HSA for eligible employees enrolled in the HDHP, with a company contribution of up to $500 for individual coverage and $1,000 for family coverage per year.
- Company-paid short- and long-term disability, AD&D, and group life insurance.
- Accrued annual paid time off: 18 days for the first 3 years of service, increasing thereafter.
- 7 paid holidays.
- Employee Assistance Program.
- Continuing education funds of up to $1,500 annually for eligible programs after 1 year of service.
- Voluntary benefits including FSA, hospital indemnity, accident, and critical illness insurance.
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What This Job Offers
Job Type
Full-time
Career Level
Director
