Director, Business Development, Pharmacy

DrFirst; United States; On-site; USD 105,000 - 175,000; Full time

Benefits offered by this job

Health insurance

401K plan

PTO 18-25 days

Job summary

DrFirst is seeking a Director of Business Development to lead market expansion and revenue growth across pharmacy, PBM, and related markets. You will identify and pursue outbound opportunities, build strategic partnerships, and drive high-value deals with urgency.

The role demands a hunter mindset, deep pharmacy/PBM domain expertise, and the ability to influence executive stakeholders. Remote-first, with travel to client sites as needed.

Qualifications

• Bachelor’s degree required or equivalent.
• Proven track record in B2B BD and sales in a healthcare/Pharma context.

Responsibilities

• Drive contract-based growth with strategic Pharmacy, PBM, and HIT vendors.
• Build and manage a high-velocity outbound pipeline to form lasting partnerships.
• Develop market entry strategies and create compelling business cases for new use-cases.
• Negotiate complex deals and term sheets, coordinating with product, legal, and finance.
• Own a book of business with defined revenue targets and quarterly plan attainment.
• Collaborate with marketing, product, and finance to accelerate time-to-market and adoption.
• Lead discovery and shape go-to-market strategies for DrFirst solutions.

Skills

Business development

Negotiation

Sales strategy

Relationship building

Market analysis

Executive communication

Strategic thinking

Hunter mindset

Cross-functional collaboration

Pipeline management

Education

Bachelor's degree

Tools

CRM tools

Job description

About DrFirst

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!

Position Overview

The Director, Business Development (DBD)isresponsible formarket expansion, pipeline development, and revenue growth across pharmacy, PBM, and pharmacy-adjacent market segments.TheDBDwillindependentlyidentify, pursue,and leadoutbound business developmentefforts to form lasting and productive contract relationships with strategictargetcustomers.The DBD is expected tomaintaindeepmarketexpertisetodevelop and execute BD strategy toidentifyand contract new use-case innovations, prove their value, andgenerate new revenue and commercial opportunities.The DBD will help shape market strategy,originatenew commercial opportunitiesthrough discovery, andcontribute toDrFirst’sgrowth engine.

The ideal DBD is a market-maker and category-builder with a deepexpertiseinmedication 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 measuredbycontractinghigh-value prospects for key products/services with terms and execution plans that accelerate time-to-market,user adoption,andmarket 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 thisjob

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

• A pharmacy and PBM market expertwho brings deep, current knowledge of pharmacy, PBM, and medication management ecosystems and canimmediatelyidentifyhigh impact market entry points.

• A healthcare sales veteranwho understands challenges,trends,and opportunities in the healthcare market andhowHIT vendors servethis market.

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

• A market expanderwho can independentlyidentifyand break into new pharmacy and PBM market segments, buildingDrFirst’scommercial presence in white space before the competition recognizes the opportunity.

• A chanleexpertwho understands how to build mutually beneficial and lasting relationships with channelcustomers,includingongoing collaboration onsolution enhancements that drive joint success.

• A strategic opportunistwho 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 builderthat enjoys developing new business opportunities,strategies,and solutions withPharmacy, PBM,andHIT vendors.

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

• A collaboratorwho 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

What you will work on

• Solution Sell: Thisposition is responsibleto drivecontract success with strategicPharmacy, PBM, andHITvendorsfor DrFirstsolutions.This means being a high-activity BD leader that understands the right items to spend their time on, building and managingpipelineand effective use of DrFirst resources to achieve success.

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

• Deliver Results: Theability to clearly see the right goals,develop strategies, deliver the right executionplanandmanage todesiredresults.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 tocome up withthe best solution.

• Architect Deal Structures:Identifyvalue propositions, use cases, pricing models, and partner configurations that do notfita standard playbook. You will define the deal structures, bundle logic, and commercial terms that make each partner relationshipviableand scalablebybringing together product, legal, and finance to close with speed and precision.

• Collaborate: Ourbest work is done when weseekandleveragethe 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,planand accelerate results.

• Own Your Book of Business: Youwill 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. Youidentifythe opportunity, make the case, andgo getit.

Qualifications

Qualifications:

• Bachelor’s degree

• 10+ yearsBD management and individual contributorsales experiencewithdirectPharmacy,PBM, pharmacy system vendor, andHIT Companieswithin the e-prescribing andhealthcareindustry

• Demonstrated successidentifying,analyzingand developingnew markets to enter with company solutions to create new revenue streams andsustained performance

• Consistent provenBDperformerthat meetsor exceedsquarterly and annual revenue goals

• Proven success with solution sales of complex software products/services in thepharmacy, PBM, and HITmarket

• Understanding ofsales operations andleveragingCRM toolsfor pipelinemanagement, sales activityand insights that help manageahigh-performing and highly effectiveBD team

• Experience negotiating contract and business terms for complex business opportunities

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

• Have prior successat 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, accountmanagementand finance teams

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

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

Physical Requirements

• 60% interactionremotely via phone and web conference meetings

• 40% travel to customers, events,and DrFirst offices

#LI-GF1 #LI-Remote

Benefits

• 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 [e-mail] 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.