Director, Sales & Business Development - Specialty Pharmacy

Cardinal Health

11d•$241,600 - $318,025•Remote

About The Position

Cardinal Health Innovative Care Pharmacy, a division of Cardinal Health, delivers specialty pharmacy services and solutions to 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, this individual-contributor, director-level executive sales role sells specialty pharmacy services and solutions to pharmaceutical manufacturers, with the goal of managing those specialty drugs within Cardinal Health’s pharmacy. The Director is responsible for exceeding revenue goals by acquiring new business and growing existing business across designated products and named accounts. The role takes a consultative approach and clearly articulates Cardinal Health’s value proposition for specialty pharmacy solutions. This remote work-from-home position builds and manages manufacturer relationships and accounts, develops and executes account sales plans, identifies and closes opportunities, and collaborates with internal teams to grow current revenue and develop future business. The role requires navigating an evolving, growth-oriented business environment and may involve travel up to 30%.

Requirements

Bachelor’s degree in a related field preferred, or commensurate experience preferred.
General and clinical understanding of the specialty pharmaceutical market, including cell and gene therapies.
Experience leading and negotiating contracts for limited and exclusive distribution products with pharmaceutical manufacturers.
Demonstrated ability to convert relationships into sales.
Excellent planning, forecasting, financial, and negotiation skills.
Ability to design win-win strategies for Cardinal Health and its client base.
Demonstrated matrix-management skills and ability to work with cross-functional teams.
Executive presence and strong presentation and communication capabilities.
Ability to work independently and be self-motivated.
Ability to travel up to 30%.
Strong specialty pharmacy knowledge and brand promotion knowledge.
Strategic thinking and ability to identify client needs.
Resourceful networking skills.

Nice To Haves

5–8 years of healthcare sales experience.
3 or more years of experience selling specialty pharmacy services for a recognized specialty pharmacy to specialty pharmaceutical manufacturers.
Demonstrated success in a high-growth, entrepreneurial, or start-up-like environment, driving results amid ambiguity as the business evolves and expands.
Ability to thrive with a positive attitude in a start-up-like business unit.

Responsibilities

Grow the number of contracts between Innovative Care Pharmacy and specialty pharmaceutical manufacturers.
Call on and secure relationships with senior leadership at targeted specialty pharmaceutical manufacturers.
Cultivate long-term relationships with account decision-makers and develop deep knowledge of customer organizations and product portfolios.
Act as a primary point of contact for potential cell, gene, and other advanced therapy manufacturer customers seeking specialty pharmacy services.
Establish and execute a comprehensive sales plan for each target account.
Serve as client manager for existing clients and further penetrate, grow, and manage current client bases.
Develop and maintain new target account files and generate new business development leads.
Use SalesForce.com as part of the role.
Identify opportunities, build a qualified pipeline, and manage targeted accounts through the sales transaction process.
Close business to exceed revenue targets.
Collaborate with the 3PL team to develop concepts, strategies, and service definitions.
Attend client meetings and conferences as needed to grow business.
Initiate proposals and participate in proposal writing as necessary and applicable.
Prepare or assist with price quotations, terms of sale, and timelines in accordance with company policy and corporate guidelines.
Participate in bid defense and capabilities meetings.
Research service issues and ensure satisfactory resolution of client concerns.
Provide status reports to senior leadership.
Work effectively as a team member through remote relationships.
Collaborate with other Cardinal Health business units to close integrated selling opportunities and solutions.
Balance near-term commercial priorities with long-term strategic initiatives; partner across the organization to identify and execute current and future growth opportunities.
Adapt to ambiguity and changing priorities and leverage organizational resources to build and accelerate business growth.