Director, RNI Business Development

FFF Enterprises•Temecula, CA

19h•Onsite

About The Position

As the Director, RNI Business Development, you will provide senior-level commercial leadership for the growth, expansion, and market success of RightNow Inventory. This role is responsible for closing new business, developing and advancing the RNI commercial strategy in partnership with the FFF senior commercial team, and serving as a subject matter expert for customers, manufacturer partners, and internal stakeholders. The position owns strategic pipeline development, forecast creation, complex opportunity advancement, and cross-functional coordination of high-priority RNI installations. In addition, this role will influence go-to-market priorities, customer adoption strategies, product feedback, and commercial execution plans that support long-term growth of the RNI business.

Requirements

Bachelors degree in Business, Marketing, Healthcare Administration, Supply Chain, or a related field is preferred (four additional years of experience in lieu of degree). Advanced business or healthcare-related education is a plus.
Advanced knowledge of pharmaceutical or medical device distribution, healthcare provider inventory management practices, commercial strategy development, healthcare technology adoption, and complex business development processes.
Minimum of five (5) years of progressive commercial, business development, strategic sales, marketing, or healthcare technology experience (nine [9] for non-degreed candidates), with demonstrated responsibility for closing new business, managing complex opportunities, developing commercial strategy, and influencing senior-level stakeholders.
Experience developing and closing healthcare technology-based business opportunities with measurable commercial impact.
Experience influencing executive decision makers, cross-functional teams, and external partners to support adoption of new technology, commercial programs, or strategic initiatives.
Experience managing pipeline reviews, revenue forecasts, opportunity strategy, and executive-level reporting.
Ability to operate with senior-level independence, sound judgment, urgency, organization, and accountability for commercial outcomes.
Advanced negotiation, persuasion, and executive influence skills, including the ability to support complex contracting discussions and align decision-makers at all levels.
Strong strategic planning skills with the ability to translate market insights, customer needs, and business objectives into actionable commercial plans.
Expertise in managing complex customer relationships, resolving conflicts, managing expectations, and building long-term partnerships.
Excellent communication, presentation, executive briefing, and interpersonal skills.
Ability to formulate concepts and communicate technical information to non-technical and executive audiences.
Strong analytical skills with the ability to evaluate market data, pipeline health, forecast assumptions, customer performance metrics, and business trends.
Ability to capture detailed customer requirements and coordinate effectively with commercial, operational, product, technology, and support teams.
Vision, hearing, speech, movements requiring the use of wrists, hands and/or fingers.
Must have the ability to view a computer screen for prolonged periods and the ability to sit for extended periods.
Must have the ability to work the hours and days required to complete the essential functions of the position, as scheduled.
The employee occasionally lifts to 20 lbs. and occasionally kneels and bends.
Must have the ability to travel occasionally.
Learning, thinking, concentration and the ability to work under pressure, particularly during busy times.
Must be able to pay close attention to detail and be able to work as a member of a team to ensure excellent customer service.
Must have the ability to interact effectively with co-workers and customers, and exercise self-control and diplomacy in customer and employee relations’ situations.
Must have the ability to exercise discretion as well as appropriate judgments when necessary.
Must be proactive in finding solutions.

Nice To Haves

Hospital central pharmacy operations and best practices.
Sales or user experience with automated medication dispensing systems used in healthcare settings, such as hospitals and pharmacies.
8+ years of related experience
Experience working with hospital pharmacy inventory management systems and a strong understanding of operational best practices.
Experience coordinating complex, large-scale implementation or installation projects involving customers, operations, commercial teams, technology resources, and multiple stakeholders.
Experience with the integration, commercialization, or adoption of new technologies within healthcare settings.
Proficiency with MS Excel and/or MS Access and the ability to work with large data sets to extract reports and insights.
Proficiency with MS PowerPoint and presentation development.

Responsibilities

Lead senior-level commercial engagement for RNI opportunities, including executive customer conversations, manufacturer partner discussions, and internal strategic alignment with FFF commercial leadership.
Own and advance high-value new business opportunities from qualification through close, including business case development, value proposition positioning, stakeholder alignment, contract term support, and transition to implementation.
Develop and refine the commercial strategy for RNI in coordination with the FFF senior commercial team, including market prioritization, customer segmentation, growth initiatives, channel alignment, and go-to-market execution.
Serve as a senior subject matter expert on RNI solutions, inventory management technology, healthcare supply chain needs, customer use cases, and competitive positioning for internal and external stakeholders.
Coordinate cross-functional installation project planning for strategic and multi-site RNI implementations, ensuring clear ownership, timelines, customer expectations, operational readiness, and escalation management.
Own pipeline management discipline for RNI by maintaining accurate opportunity data, stage progression, customer activity, close plans, risk indicators, and executive reporting within company CRM systems.
Develop, maintain, and communicate revenue, cabinet installation, and opportunity forecasts based on pipeline quality, customer commitments, implementation timing, and market dynamics.
Lead customer presentations, executive briefings, virtual or onsite demonstrations of RNI inventory device technology, and participation in industry trade events to support opportunity advancement and adoption.
Partner with corporate Marketing and commercial leadership to shape high-impact sales artifacts, executive presentations, product demonstrations, trade show messaging, overview sheets, product videos, and other tools that support market development and opportunity closure.
Work closely with RNI Operations and FFF commercial teams to assess account performance, identify growth opportunities, address adoption barriers, and develop strategies to improve underperforming or expansion-ready accounts.
Translate customer feedback, commercial insights, and field experience into product improvement recommendations that address customer pain points, operational requirements, and emerging market opportunities.
Monitor industry trends, customer needs, competitor initiatives, and healthcare supply chain developments to inform commercial strategy and RNI positioning.
Support New Product Development in partnership with RNI Product Management by contributing market insights, customer requirements, advisory board strategy, competitive intelligence, feature prioritization, and go-to-market recommendations.
Adheres specifically to all company policies and procedures, Federal and State regulations, and laws.
Display dedication to position responsibilities and achieve assigned goals and objectives.
Always represent the Company in a professional manner and appearance.
Understand and internalize the Company’s purpose, Display loyalty to the Company and its organizational values.
Display enthusiasm and dedication to learning how to be more effective on the job and share knowledge with others.
Work effectively with co-workers, internal and external customers and others by sharing ideas in a constructive and positive manner; listen to and objectively consider ideas and suggestions from others; keep commitments; keep others informed of work progress, timetables, and issues; address problems and issues constructively to find mutually acceptable and practical business solutions; address others by name, title, or other respectful identifier, and respect the diversity of our work force in actions, words, and deeds.
Comply with the policies and procedures stated in the Injury and Illness Prevention Program by always working in a safe manner and immediately reporting any injury, safety hazard, or program violation.
Ensure conduct is consistent with all Compliance Program Policies and procedures when engaging in any activity on behalf of the company. Immediately report any concerns or violations.
Other duties as assigned.