Vice President, Business Development and Strategy

ASHP•Bethesda, MD

1d•Hybrid

About The Position

ASHP is an award-winning Association with a great mission, representing over 65,000 pharmacists and recognized for its work culture. The Vice President, Business Development and Strategy is responsible for leading ASHP's enterprise-wide revenue growth strategy. This includes directing business-to-business sales, business development, corporate relations, licensing, sponsorships, and strategic partnerships. The role involves identifying, evaluating, and prioritizing new growth opportunities, strategic alliances, partnerships, and innovative business models to advance ASHP's mission, expand its impact, and strengthen its financial sustainability. The position is accountable for revenue targets and P&L performance across product and service lines, working with various sectors including hospitals, health systems, the pharmaceutical industry, pharmacy technology, publishing/distribution, professional associations, and government. Collaboration with ASHP business units, pharmacist leaders, and clinical subject-matter experts is key to maximizing revenue in support of the mission. This role is part of ASHP's senior leadership team. This is a hybrid position requiring candidates to live in the Washington, DC area, with specific in-office days starting March 2027.

Requirements

Demonstrated success identifying and launching new business ventures, strategic partnerships, products, services, or revenue streams that achieve measurable growth objectives.
Experience conducting market analysis, competitive assessment, business case development, and strategic planning in a complex healthcare, nonprofit, association, or related setting.
Demonstrated experience with significant financial management responsibilities, including budget development, financial forecasting, business case analysis, pricing strategies, revenue growth initiatives, and P&L accountability for substantial organizational portfolios.
Demonstrated success leading complex, cross-functional organizational change initiatives involving multiple business units, stakeholders, operational processes, financial considerations, and strategic objectives.
Bachelor’s degree required.
10+ years of senior leadership experience in business development, enterprise/B2B sales, revenue growth, or strategic partnerships within a relevant healthcare-related business (e.g., hospital or health system, pharmaceutical or life sciences, drug information and clinical data, health IT, healthcare publishing, pharmacy services or distribution, or healthcare/professional associations).
Proven record of achieving or exceeding revenue targets and driving organizational growth.
Experience negotiating complex contracts, licensing, and partnership agreements.
Experience building and leading sales, business development, or partnership teams.
Budget and P&L responsibility.
Experience working with C-suite executives and senior decision-makers.
Demonstrated success developing and executing growth strategies, including new market development.
Exceptional interpersonal, communication, and executive presence skills.
Executive relationship management; trusted partner to C-suite and senior decision-makers.
Proven ability to partner across business units and with key external stakeholders.
Team leader with exceptional management skills.
Strategy execution with a strong results orientation.
Advanced financial acumen.
Creativity, innovation, and change management skills absolutely required.
Demonstrates deep understanding of healthcare and association market dynamics, customer needs, competitive environments, and emerging industry trends; translates insights into actionable business strategies and growth opportunities.
Proven ability to lead large-scale change initiatives requiring strategic planning, culture change, operational execution, stakeholder alignment, and measurable business results.
Demonstrates the ability to think strategically about long-term growth opportunities while engaging in operational details necessary to execute plans, solve problems, and achieve measurable results.
Experience in Enterprise sales and data licensing.
Experience in Business development and strategic partnerships.
Experience in Revenue generation, contract negotiation, and deal structuring.
Experience in Corporate relations.
Experience in Pricing and business models.
Experience in Budget development and P&L management.
Experience in Market expansion and new market development.
Experience in Channel partnerships and sponsorship development.
Experience with Salesforce, business analytics, and prospecting tools.
Experience with AI: Claude, CoPilot, etc.

Nice To Haves

Pharmacy degree (PharmD or BS Pharm) strongly preferred.
Graduate degree (MBA or MS) preferred.
Completion of an ASHP-accredited residency a plus.
Pharmacy practice or pharmacy leadership experience (e.g., hospital or health system) strongly preferred.
Healthcare or professional association experience, including involvement in state or national pharmacy associations, preferred.
Experience evaluating and launching new business ventures, strategic investments, partnerships, acquisitions, or innovative business models preferred.

Responsibilities

Leads the strategy and execution of ASHP's revenue growth, including enterprise partnerships, B2B sales and marketing, data licensing, sponsorships, and product and service launch and expansion, with direct accountability for achieving revenue targets.
Identifies, develops, and maintains strong relationships with executives and senior decision-makers across various sectors including hospital and health-system pharmacy, pharmaceutical and medication-related industries, IT/technology companies, publishers/distributors, colleges/schools of pharmacy, professional organizations, and government entities.
Builds, leads, and develops high-performing sales, business development, and partnership teams.
Owns budget development and P&L management for assigned revenue portfolios, including pricing strategy and business models for products, services, databases, and membership.
Directs short- and long-term sales strategies and plans that align with organizational financial goals.
Partners across ASHP business units and with internal pharmacist and clinical subject-matter experts to ensure product and service offerings are clinically credible, market-relevant, and aligned with ASHP’s mission.
Develops and executes enterprise growth strategies that expand ASHP’s influence, impact, and revenue through new business opportunities, strategic investments, and innovative partnership models.
Monitors healthcare, pharmacy, technology, education, and association marketplace trends; evaluates competitive dynamics, customer needs, and emerging opportunities to inform organizational strategy, product development, and investment decisions.
Collaborates with leaders across various departments to identify, develop, launch, and scale innovative products, services, and solutions that create member and stakeholder value and generate sustainable revenue.
Develops member and customer-focused value propositions and business solutions that address the evolving needs of various stakeholders.
Develops business cases, growth strategies, and performance reports for presentation to executive leadership.
Fosters a culture of innovation by evaluating emerging technologies, business models, market trends, and partnership opportunities.
Leads institutional sales and licensing of ASHP drug databases and data products, as well as career resources.
Leads corporate relations and contracting with various industries to support business alignment and ASHP revenue generation.
Develops and manages strategic alliances with professional organizations and with U.S. and international government entities.
Leads negotiation of complex contracts, licensing arrangements, and partnership agreements, including deal structuring and pricing terms.
Designs, grows, and manages sponsorship programs and channel partnerships.
Identifies and develops new markets, influences new product and service development, and expands the reach of existing ASHP products and services.
Serves as a key liaison to hospitals and health systems to help determine product and service needs, and to provide customized packages.
Develops revenue and expense budgets, pricing models, and forecasts; maintains accountability for achieving business development and sales targets.
Champions the use of Salesforce, business analytics, AI, and prospecting tools.
Maintains a high profile while representing ASHP internally and externally.
Travels to meet with key customers, hospital and health-system pharmacy leaders, and business partners.
Performs other duties as assigned.