VP, Business Development

RIS Rx • Irvine, CA

4d • $150,000 - $250,000

About The Position

The VP, Business Development is an enterprise seller responsible for the full commercial outcome across a named portfolio of pharmaceutical manufacturer accounts. The role builds qualified pipeline, converts opportunities into executed contracts, forecasts accurately, and remains engaged after signature until programs are producing results and expanding. It sells the RIS Rx Revenue Quality Platform (BPS, Triple A, PG360) to leaders in patient services, market access, trade, and gross-to-net (GTN) finance, with direct engagement with client executives.

The role requires both hands-on experience with copay programs and manufacturer claim data and a proven record of generating pipeline, leading enterprise sales processes, and engaging executive audiences. It owns new programs and new brands, including within existing accounts, while coordinating with client success on expansion within live programs and with internal partners on pricing, contracts, and proposals.

Performance targets are set in the annual plan. Pipeline and forecast are reviewed weekly with the CRO, account plans monthly, and territory plans quarterly. Performance measures include bookings versus quota, win rate, cycle time, pipeline creation and coverage, forecast accuracy, executive relationships and buying-center engagement, account-plan currency, planned in-person visits, RFP results, and completion of program immersion and client readouts.

Requirements

• Hands-on experience with manufacturer copay programs, including accumulator and maximizer programs, and understanding of how revenue leakage across them appears in GTN.
• Direct experience with pharmacy and copay program claim data, hub and benefit verification data, and PBM or payer data.
• Ability to read a data dictionary, specify a data pull, and identify relevant information in a raw extract.
• Advanced Excel skills and working fluency in a BI tool such as Sigma, Tableau, or Power BI.
• Proven ability to generate pharmaceutical manufacturer pipeline from a cold start, with quantifiable results.
• Track record of multi-year, multi-stakeholder manufacturer agreements in patient services, market access, trade, GTN finance, or commercial analytics, including procurement, legal, and security review.
• Executive presence and ability to present technical findings authoritatively and compellingly to VP- and C-level audiences, respond to challenges with evidence, and avoid oversimplifying findings.
• Concise, data-specific writing skills.
• Willingness to travel regularly for planned account visits and conferences.

Nice To Haves

• SQL experience.
• Career beginnings in data followed by transition to a commercial role, such as patient services analytics, copay or hub program operations, specialty pharmacy or PBM analytics, GTN analytics, or market access consulting.
• PharmD, pharmacy, clinical, health economics, or quantitative degree.
• Existing relationships with manufacturer patient services, market access, and GTN leaders, as well as consultants who advise them.
• Experience selling tech-enabled services or analytics engagements rather than software licenses alone.

Responsibilities

• Own a named account list and territory plan with quarterly pipeline creation targets; generate first meetings through introductions, outbound outreach, conferences, and referrals.
• Develop brand-specific outbound messaging based on account trigger events, with a focused ask and an offer to validate findings using the client's data.
• Bring client data into the sales process as early as access allows; own data requests, scoping, and readouts with analytics; interpret results and personally present findings and recommendations.
• Use Excel and Sigma to analyze and validate data, and explain findings to executives without relying on an analyst in the room.
• Own opportunities from qualification through executed contract, including pricing, MSA and SOW, legal and security review, vendor onboarding, and purchase order.
• Qualify opportunities against a written standard and record them in HubSpot; engage at least three client functions, including one VP-level or above, before presenting pricing; establish mutual close plans for late-stage deals.
• Maintain accurate HubSpot records for deal stage, amount, close date, and next step; document reasons for close-date changes and provide a personally accountable forecast for weekly reviews.
• Maintain a current account plan for each named account, covering brand portfolio, launch and lifecycle pipeline, buying centers and relationships, vendor and competitor landscape, and expansion opportunities by brand and product.
• Engage launch brands before program design and vendor decisions are set.
• Build VP-level and more senior relationships at named accounts, prepare written briefs before executive meetings, lead cross-functional deal teams, and involve RIS Rx leadership with a clear objective while retaining accountability for outcomes.
• Conduct planned in-person visits with active accounts, with a purpose and point of view for each visit.
• Lead RFPs, including go/no-go decisions, win themes, storyline, first draft of finalist decks before marketing engagement, pricing narrative, and debrief.
• Adapt the RIS Rx account narrative for finance, patient services, and procurement audiences; provide written handoffs to implementation and client success describing what was sold, promised, and defined as success criteria.
• Develop sufficient platform expertise to present initial findings and answer implementation questions independently.
• Run one program each year alongside implementation and client success, and provide structured client feedback to product.
• Coordinate pricing approvals with the CRO and finance, contract documentation through the contracts manager, and proposals with the VP, Growth and proposal lead.
• Bring the account director into expansion conversations early and avoid competing with client success, which owns renewals and growth within live programs.

Benefits

• Free gym membership.
• Modern office.
• Annual merit-based salary increases.
• 401(k) with annual company match.
• Medical plan: RIS Rx covers 100% of the employee’s base HMO medical plan.
• Voluntary dental, vision, and life insurance.
• Flexible Savings Account (FSA).
• Paid holidays.
• Paid time off: 3 weeks for 0–2 years of service, 4 weeks after 3+ years, and 5 weeks after 5+ years.
• Recognition programs that celebrate impact and results.
• Mentorship and coaching opportunities.
• Clear growth paths and career development support.
• Fully stocked snack kitchen.
• Monthly company-paid lunches.
• Cold brew coffee on tap.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed