Director, Business Development, Pharmacy

For 25 years, DrFirst has empowered providers and patients to achieve better health through intelligent medication management. We improve healthcare workflows and help patients start and stay on therapy with end-to-end solutions that enhance prescription access, affordability, and adherence. Our solutions help 100 million patients a year and are used by more than 420,000 prescribers, 71,000 pharmacies, 270 EHRs and health information systems, and over 2,000 hospitals in the U.S. This is a great opportunity to be a part of a successful Healthcare IT company experiencing significant growth. Here you'll get to work with some of the smartest and most interesting people around, solving unique and complex challenges in healthcare on a scale matched by few companies. If you get excited about stretching yourself in new ways, developing yourself to your fullest potential, and care about working with smart colleagues, we want to talk to you!

The Director, Business Development (DBD) is responsible for market expansion, pipeline development, and revenue growth across pharmacy, PBM, and pharmacy-adjacent market segments. The DBD will independently identify, pursue, and lead outbound business development efforts to form lasting and productive contract relationships with strategic target customers.  The DBD is expected to maintain deep market expertise to develop and execute BD strategy to identify and contract new use-case innovations, prove their value, and generate new revenue and commercial opportunities. The DBD will help shape market strategy, originate new commercial opportunities through discovery, and contribute to DrFirst’s growth engine. 

The ideal DBD is a market-maker and category-builder with a deep expertise in medication management, pharmacy, and PBM ecosystems who can enter a nascent market segment and drive it to scale.  This person is a hunter, self-starter, with a disciplined approach to business development strategy and execution. They prospect relentlessly, build conviction-driven business cases, negotiate complex agreements, and drive deals to close with urgency. Succes is measured by contracting high-value prospects for key products/services with terms and execution plans that accelerate time-to-market, user adoption, and market share. This role demands the discipline to manage a rigorous BD process, the influence to command executive-level conversations, and the ownership mindset to treat Gadget’s commercial success as a personal mandate. This position reports directly to the Executive Vice President.  

Who will love this job

• A driver who works with purpose and passion; someone who will elevate our team through new perspectives, ideas, and solutions. 

• A pharmacy and PBM market expert who brings deep, current knowledge of pharmacy, PBM, and medication management ecosystems and can immediately identify high impact market entry points.  

• A healthcare sales veteran who understands challenges, trends, and opportunities in the healthcare market and how HIT vendors serve this market. 

• A proven consultative sales performer who can influence and deliver value to customer executives and exceed growth-minded company revenue goals. 

• A market expander who can independently identify and break into new pharmacy and PBM market segments, building DrFirst’s commercial presence in white space before the competition recognizes the opportunity. 

• A channel expert who understands how to build mutually beneficial and lasting relationships with channel customers, including ongoing collaboration on solution enhancements that drive joint success. 

• A strategic opportunist who thrives in ambiguity, moves quickly from market insight to commercial action, and consistently finds the angle that turns a complex healthcare challenge into a growth opportunity. 

• A builder that enjoys developing new business opportunities, strategies, and solutions with Pharmacy, PBM, and HIT vendors. 

• A trusted advisor and leader who sets a high personal bar for learning and growing in knowledge and skill to help customers and DrFirst improve and grow. 

• A collaborator who recognizes the value of working with key stakeholders across the organization developing the go-to market solution, messaging and business models that position DrFirst competitively to accelerate winning market share and profitability. 

What you will work on

• Solution Sell: This position is responsible to drive contract success with strategic Pharmacy, PBM, and HIT vendors for DrFirst solutions.  This means being a high-activity BD leader that understands the right items to spend their time on, building and managing pipeline and effective use of DrFirst resources to achieve success. 

• Grow the Business:  We’re a growth company with large opportunities to capture.  This role will require deep and creative thinking to achieve market-leading results with new partners and in brand-new to mature market segments.   

• Deliver Results:  The ability to clearly see the right goals, develop strategies, deliver the right execution plan and manage to desired results.  Being skilled at managing competing priorities, pivoting, and adjusting quickly, and thinking about the big picture are keys to success.  

• Problem solving: The problems we are solving for the industry and with our customers are unique and complex. This takes critical thinking, root cause analysis, and issue dissection with the team to come up with the best solution. 

• Architect Deal Structures: Identify value propositions, use cases, pricing models, and partner configurations that do not fit a standard playbook. You will define the deal structures, bundle logic, and commercial terms that make each partner relationship viable and scalable by bringing together product, legal, and finance to close with speed and precision. 

• Collaborate:  Our best work is done when we seek and leverage the ideas, skills, and capacity of our peers to achieve more.  In this role, you will need to work well across functional and executive teams to develop the best strategies, plan and accelerate results. 

• Own Your Book of Business:  You will be held to a defined book of business — a portfolio of strategic partnerships that you are personally responsible for originating, developing, and growing. You do not wait to be assigned accounts or told which markets to enter. You identify the opportunity, make the case, and go get it. 

Qualifications: 

• Bachelor’s degree 

• 10+ years BD management and individual contributor sales experience with direct Pharmacy, PBM, pharmacy system vendor, and HIT Companies within the e-prescribing and healthcare industry 

• Demonstrated success identifying, analyzing and developing new markets to enter with company solutions to create new revenue streams and sustained performance 

• Consistent proven BD performer that meets or exceeds quarterly and annual revenue goals 

• Proven success with solution sales of complex software products/services in the pharmacy, PBM, and HIT market 

• Understanding of sales operations and leveraging CRM tools for pipeline management, sales activity and insights that help manage a high-performing and highly effective BD team  

• Experience negotiating contract and business terms for complex business opportunities 

• Demonstrated sales/marketing expertise and experience developing marketing programs for reseller channels that lead to improved sales results 

• Have prior success at a company with an entrepreneurial, high-growth and collaborative culture 

• Demonstrated experience working and communicating with multiple stakeholders and cross functional teams including marketing, product, account management and finance teams 

• Led the development of financial models, pricing strategies and business plans in collaboration with executive, finance, product, and operations teams 

• Strong verbal and written communications skills are a must, as well as the ability to present solutions effectively to partners or business development targets 

• 60% interaction remotely via phone and web conference meetings 
• 40% travel to customers, events, and DrFirst offices 

#LI-GF1  #LI-Remote

• Competitive compensation, with a base salary up to $175,000 (Exact compensation may vary based on skills and experience)
• Eligible for Commission, depending on individual performance and quarterly sales results
• Medical, dental, and vision insurance
• 401K eligible after 3 months of employment, with 50% company match up to first 5% of salary contributed to the plan with a 3-year vesting schedule
• HSA for eligible employees enrolled in the HDHP, with a generous company contribution up to $500 for individual coverage and $1000 for family coverage per year
• 100% company paid short and long-term disability, AD&D, and group life insurance
• Accrued annual paid time off (PTO) of 18 days for the first 3 years of service, increasing thereafter and 7 paid holiday days
• Employee Assistance Program
• Continuing Education funds up to $1,500 annually for eligible programs after 1 year of service
• Voluntary benefits including FSA, Hospital indemnity, Accident and Critical Illness insurances

DrFirst is committed to being a Remote-First company, creating a dynamic and flexible workplace where everyone thrives, no matter where they log in from. Check out our approach to remote work: https://drfirst.com/company/about-us/careers/.

Our recruitment process at DrFirst is straightforward and secure. You will only be contacted by our recruitment team through an official @drfirst.com email address. We will never ask you for payment or sensitive personal information, such as your social security number or banking details, at any stage of the hiring process. Additionally, we will not request that you purchase equipment or accept e-checks or checks for deposit. If you encounter any communications claiming to be from DrFirst that seem suspicious, please contact our recruitment team directly at recruiter@drfirst.com to verify the message's authenticity. Your security is important to us!

Learn more about our benefits and professional development opportunities: https://drfirst.com/company/about-us/careers/the-perks/.

DrFirst is an equal opportunity employer committed to building a diverse and inclusive team.