Sr. Director, Business Development - Patient Access HUB Services

VBD94K - Sr Director, Business Development - Patient Access Services

Brief Description:  

Senior Director, Business Development – PSS is a key member of the Corporate Business Development Management team responsible for developing long-range strategic plans with an emphasis on creating and sustaining business growth in the assigned territory. From this, directing business development activities to achieve sales and new business goals, from identification through contract award, including the proposal management process. Also responsible for, establishing and maintaining relationships with senior levels within customer organizations and within UBC.
 

Specific job duties:

• Prospect for the following services: Reimbursement Hubs, Nurse Call Centers (Clinical), Site of Care solutions (Nurse Injection network, retail pharmacy options for pt. administration), 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 benefit) that are expected to be approved in the assigned territory on a daily basis.
• 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 on 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 of Business Development & Strategy to ensure 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 UBC leadership team
• Develop proactive forecasts and risk assessment 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 in the development of key fiscal commercial metrics
• Pro-actively develop forecasts and risk assessment 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 Ops team for world class proposal development and timely execution
• Assist as required by SVP Business Development, 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 

Supervisory Responsibility:  

N/A

Desired Skills and Qualifications:

Bachelor's degree in a scientific discipline (preferred) with 7+ years of progressively more responsible experience in pharmaceutical and service companies, including 5+ years of BD management experience; or an equivalent combination of education, training, and experience. 

Solid background and understanding of:

• Sales along with 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 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

UBC Benefits:

At UBC, employee growth and well-being are always at the forefront. We offer an extensive range of benefits to ensure that you have everything you need to thrive personally and professionally. 

Here are some of the exciting perks UBC offers:

• Remote opportunities
• Competitive salaries
• Growth opportunities for promotion
• 401K with company match*
• Tuition reimbursement
• Flexible work environment
• Discretionary PTO (Paid Time Off)
• Paid Holidays
• Employee assistance programs 
• Medical, Dental, and vision coverage
• HSA/FSA
• Telemedicine (Virtual doctor appointments)
• Wellness program
• Adoption assistance
• Short-term disability
• Long-term disability
• Life insurance
• Discount programs