Director, Business Development - Specialty Pharmacy

Reporting to the Senior Vice President – Customer Success, the Sales Director is responsible for maximizing a client base and strengthening existing relationships within an assigned territory. The individual will achieve defined sales targets within an agreed expense budget while demonstrating a strong understanding of the specialty pharmacy sector. The ideal candidate is an experienced and well-connected hospital and health system specialty pharmacy professional, tasked with growing this segment of the business. Primary targets include hospitals and health systems seeking to build a specialty pharmacy or enhance their strategy.

Responsibilities

Account Management & Sales Growth

• Open new accounts while maintaining relationships with existing ones.
• Qualify revenue potential and payor mix in new and existing accounts.
• Achieve quarterly and annual sales effectiveness and individual/team goals.
• Utilize company databases/tools to identify key accounts and maximize referral potential.
• Maintain and document an effective call cycle for follow-ups, detailing, and competent account management.
• Extensive documentation and updates in SalesForce will be required.

Collaboration & Communication

• Collaborate with Operations and internal teams to deliver seamless and patient-focused messages to accounts.
• Effectively communicate and set realistic goals with internal stakeholders for all existing customer and prospect expectations.
• Build and maintain relationships with hospitals and health systems.

Strategic & Operational Initiatives

• Formulate and execute MBOs (Management by Objectives) as directed by Sales Leadership.
• Attend sales meetings, training programs, conventions, and in-services.
• Provide feedback on competitive activities and contribute to developing sales strategies.
• Assist the Business Development team

Reporting & Territory Management

• Complete timely sales and expense reports
• Conduct a minimum of 10-12 quality sales calls weekly with key decision-makers.
• Utilize CRM (SalesForce) tools for organized account profiling and management.
• Efficiently plan and control regional budgets.
• Participate and perform other duties as assigned by leadership.

Skills & Abilities

• Strong understanding of specialty pharmacy.
• Excellent verbal and written communication skills.
• Proficiency in MS Office Suite (Excel, Word, PowerPoint) and CRM systems (e.g., Salesforce).
• Analytical skills for territory reporting and account assessment.
• Highly organized, solution-oriented, and capable of multitasking.
• Persuasive, motivational, and adaptable to change.
• Exceptional time management and problem-solving skills.
• Knowledge of sales processes and healthcare/pharmaceutical products (preferred).

Requirements

• Bachelor’s degree (preferred) or equivalent healthcare experience.
• 4-6 years of relevant experience in pharmaceutical, specialty pharmacy, or healthcare sales.
• Proven track record in outside sales, customer service, and business development.