Executive Director, Business Development - Patient Access

United Biosource Corporation

3h•Remote

About The Position

Executive Director, Business Development – Patient Access Services is a key member of the Corporate Business Development Management team. Responsible for developing long-range strategic plans emphasizing creating and sustaining business growth in the assigned territory. From this, I will direct business development activities to achieve sales and new business goals through identification of contract awards, including the proposal management process. Also responsible for establishing and maintaining relationships with senior-level contacts within customer organizations and at UBC.

Requirements

Bachelor's degree in a scientific discipline (preferred) with 15+ years of progressively more responsible experience in pharmaceutical and service companies, including 10+ years of BD management experience or an equivalent combination of education, training, and experience.
Solid background and understanding of:
Sales along with the ability to hunt and build pipeline funnel
Pharmaceutical and biotech industry needs
Patient access, patient services, managed markets, market access, Trade/Specialty Pharmacy’s - procurement and distribution
Commercialization/drug launch, the principles of drug development, and legislation/policy understanding regarding drug pricing and reimbursement. Possess a clear understanding of channel areas/services, including managed care, trade development, reimbursement (Pharmacy, Medical, etc.), and Nursing/Call Centers and Pharmacy Solutions
Hub Servicing (UBC has 5 US Hubs with over 1000 staff), Specialty pharmacies and distributors, including why they are needed, how they are leveraged, and their ability to differentiate and show value to prospective buyers
Specialty and high-value therapeutics and Payer/insurance principles and mindset
Strategic business and Industry awareness and the ability to translate emerging Industry trends that impact growth
Rolodex/relationships within the desired customer base, including biopharma & consulting firms
Analytical skills and experience in evaluating and managing a sales territory
Proven experience conducting and negotiating deals
Excellent presentation, communication, and negotiation skills
Proven previous sales management track record of above-market growth
Ability to establish and maintain effective working relationships with coworkers, managers, and clients
A successful record of accomplishment of delivering on commitments and maximizing financial returns of growth businesses through the development of a strategic vision and the execution of operating plans for assigned region
Ability to identify how changes in competitors, clients, and market segments will affect UBC’s stature and growth potential in the marketplace

Responsibilities

Prospect for the following services: Reimbursement Hubs, Nurse Call Centers (Clinical), Site of Care solutions (Nurse Injection network, retail pharmacy options for pt. administration), a suite of technology-enabled services (including but not limited to eBV, ePA, eIV), Call Center/Hotline opportunities, Field solutions (Clinical Nurse Educators, and Field Reimbursement Roles)
Hunt for specialty products (medical and pharmacy benefits) that are expected to be approved in the assigned territory daily.
Hunt for rescue opportunities to ‘take share’ away from other competitors.
Acquire clients and document interactions of the sales process in UBC Salesforce.com
Work with internal partners in operations, implementation, pricing, proposals, product development, and more to position UBC services in email, PowerPoint slides, proposals, conferences, and more
Execute your own ‘sales action plan’ (targeted key clients, key products, key engagement needed to hunt for specialty product opportunities for UBC)
Research and identify clients, build relationships, perform, and deliver in-depth presentations, strategic analysis, and execution of implemented plans for UBC’s Patient Support Services group- including Reimbursement, Education, and Adherence as well as Call Centers/Nurse Case Management and Patient Assistance support services
Provide strategic leadership and gain approval for the sales plan and budget in the assigned territory
Provide input to the SVP of Business Development & Strategy and the SVP and Head of Patient Support Services in its efforts to increase presence and market share in applicable territory
Continually assess the competitive landscape and look for potential opportunities and trends. Identify new and improved services. Evaluate, review, and make recommendations
Work with SVP, Head of Business Development, to ensure a consistent brand value proposition and messaging
Hit and exceed sales budget annually
Develop consistent brand value propositions and messaging
Build strong relationships with your business partners that you rely on to deliver on client messaging, pricing, and strategy to drive a strong win rate
Communicate trends and opportunities to the UBC leadership team
Develop proactive forecasts and risk assessments in alignment with budgetary goals for BD team
Collaborate with marketing to deliver on external campaigns as assigned
Utilize information from across the group and other internal functional groups and systems to plan, build, and monitor programs
Collaborate with internal departments in identifying/implementing business development opportunities to expand the services and continually improve the business performance of each offering. Manage RFI/RFP and Bid Defense meetings
Serve as a resource for other sales and marketing staff members internally at UBC
Aid sales team in the identification and alignment of capabilities with current and potential customer requirements
Attend and speak at trade shows and conferences
Engage and support Bid Defense efforts
Collect competitive intelligence
Ensure projected net new business and contribution margins
Play a leadership role in the budget development process and the development of key fiscal, and commercial metrics
Pro-actively develop forecasts and risk assessments in alignment with budgetary targets
Work collaboratively with SVPs and Operational teams to ensure seamless project startups that exceed client expectations
Services to be sold include Reimbursement work, Nursing and HUB Call Centers, Education around medication and patient adherence, Field Nurse Educators, Patient Assistance and Engagement programs, Access resolution, e-technology solutions and executing REM Studies
Manage relationships with partners/vendors/clients
Continuously develop and cultivate business relationships within senior levels of customer organizations
Participate in proposal preparation meetings and/or proposal defense meetings as needed. Work closely with the Ops team for world-class proposal development and timely execution
Assist, as required by Chief Commercial Officer, in expansion activities (investments, acquisitions, corporate alliances, etc.)
Enter into Salesforce key client and activity information on a weekly basis
Delight UBC’s customers to drive repeat business
Provide day-to-day leadership internally and externally that mirrors the mission and values of UBC
Facilitates discussions to enable people to collaborate with each other independently; promote collaborations across all internal functions