Director, Business Development, Pharmacy

🕒 2 days ago

🇺🇸 United States – Remote

💵 $150k - $175k / year

⏰ Full Time

🔴 Lead

💰 Business Development (BDR)

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DrFirst, Inc.

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2000

🏥 Healthcare

☁️ SaaS

🤝 B2B

💰 Private Equity Round on 2024-01

Healthcare • SaaS • B2B

DrFirst is a healthcare technology company that provides medication management solutions focusing on electronic prescribing, electronic prior authorization (ePA), medication history, prescription engagement, population health management, prescription renewals, price transparency, prescription orchestration, specialty medications support, and business continuity for EHRs. Their products include E-Prescribing, EPCS (electronic prescribing for controlled substances), Backline secure messaging, and tools for streamlining prior authorizations and medication access. DrFirst serves hospitals & health systems, EHR & HIT vendors, private practices, pharmaceutical companies, and payers. The company emphasizes integration with clinical workflows, patient engagement to improve adherence, and leveraging a large medication management network in the U. S. ; they also provide system migration services and AI-assisted data transitions.

📋 Description

• Prospect, negotiate, and close new business with pharmaceutical manufacturers and occasionally media agencies • Own relationships with strategic targets and personally drive complex deals to close • Identify and penetrate net-new pharmaceutical manufacturer accounts and agency holding companies with no prior DrFirst relationship • Build and maintain prioritized target account lists with a clear thesis, entry point, and timing for each account • Compress sales cycles by building urgency and multi-threading across stakeholder levels • Own the full sales cycle from first contact through executed MSA, including pricing, proposals, negotiations, and signatures • Execute complex, multi-six-figure digital media and data programs aligned to annual and campaign-based budget cycles • Navigate C-suite and VP-level buyers across brand, media, market access, and digital functions • Build multi-level relationships through a consultative approach connecting client needs to DrFirst's value proposition • Engage Solutions, Product, Legal, Finance, and other DrFirst teams to maintain deal momentum and coordinate cross-brand solutions • Maintain current pipeline and revenue forecasts in Salesforce and accurately report quota attainment • Serve as internal authority on pharma digital media budgets, competitor positioning, agency relationships, and buying cycles • Gather and synthesize market intelligence to inform go-to-market strategy and the Consumer Solutions product roadmap • Identify emerging revenue opportunities from pharma marketing spend shifts, regulatory changes, and new digital health channels • Coordinate with Consumer Solutions and other DrFirst business units on larger cross-brand solutions • Partner with Marketing on co-marketing programs, thought leadership, and conference presence • Engage Legal and Finance on complex contract structures, pricing models, and deal economics

🎯 Requirements

• 10+ years of quota-carrying enterprise sales or business development in healthcare technology, digital health, or pharma media and marketing • Demonstrated, verifiable history of hunting and closing net-new logos, with references who will speak specifically to the ability to build from zero • Consistent quota overachievement, weighted toward new logo metrics rather than total book growth • Deep familiarity with pharmaceutical manufacturer buying processes, brand budget cycles, and the agency ecosystem (AOR, media agencies, specialty pharma agencies) • Prior relationships with pharma brand teams or agency media buyers that could accelerate early pipeline (strongly preferred) • Familiarity with e-prescribing, pharmacy benefit, or point-of-care media environments (strongly preferred) • Proven track record of closing deals valued at $1M+ annually • Consistent quota attainment at 120%+ in enterprise sales or strategic partnerships • Experience negotiating complex, multi-stakeholder agreements with C-suite executives • Proven ability to influence without authority and drive cross-functional alignment • Access, Affordability, and Adherence experience (strongly preferred) • Exceptional executive presence and communication skills for C-suite audiences • Outstanding negotiation skills, including pricing, contract terms, and performance guarantees • Expert-level consultative selling skills and ability to translate a patient engagement platform into a compelling ROI story • Strong business acumen, including financial modeling, ROI analysis, and P&L understanding • Analytical mindset with experience using data and metrics for strategic recommendations • Excellent relationship-building skills at executive levels • Strong command of digital marketing, including mobile, programmatic, point-of-care, and HCP and patient marketing • Deep understanding of pharma marketing channel economics and indirect go-to-market strategies • Hunter mentality, strategic thinking, and disciplined pipeline management • Resilience and persistence managing complex, long-cycle enterprise deals • Strong collaboration skills across organizational levels, with preference for an individual contributor role over people management • Experience with CRM systems (Salesforce preferred) and enterprise sales methodologies • Bachelor's degree in Business, Marketing, or related field required • MBA or advanced degree strongly preferred • Willingness to travel 50% to partner executive meetings, industry conferences, and strategic company events

🏖️ Benefits

• 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 • 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 • Remote-First company with a dynamic and flexible workplace • Professional development opportunities

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