Director, Sales & Business Development - Specialty Pharmacy

Position Summary

Cardinal Health Innovative Care Pharmacy, a division of Cardinal Health, delivers comprehensive specialty pharmacy services and solutions, including provider engagement, payer contracting, data and reporting capabilities, billing and reimbursement solutions, clinical programs, and patient outcomes tracking. These solutions are offered to a robust portfolio of specialty pharmaceutical manufacturers and biotechnology companies, with a focus on cell, gene, rare disease, and limited or exclusive distribution specialty drugs.

Reporting to the Director, Innovative Care Pharmacy, the Director, Business Development is an individual contributor, director-level, executive sales position. The Director, Business Development will be responsible for selling specialty pharmacy services and solutions to pharmaceutical manufacturers, with the goal of managing those specialty drugs within our pharmacy. The manufacturer partners include those offering cell, gene, rare disease and other specialty drugs. Directors are responsible for exceeding revenue goals by acquiring new business and growing existing business within their designated products and named accounts. The Director will be expected to provide a consultative approach and clearly articulate Cardinal Health’s unique value proposition for specialty pharmacy solutions.

Responsibilities

• Grow the number of contracts between Innovative Care Pharmacy and specialty pharmaceutical manufacturers
• Call on and secure relationships with senior leadership in targeted specialty pharmaceutical manufacturers
• Cultivate strong, long-term relationships with key decision-makers within accounts and develop deep knowledge of the customer organization and product portfolio
• Acts as a primary point-of-contact for potential customers within cell, gene, and other advanced therapy manufacturers seeking specialty pharmacy services.
• Establish and execute a comprehensive sales plan for each target account
• Serve as client managers for existing clients
• Further penetrate, grow and manage current client bases
• Develop and maintain new target account files
• Develop and generate new business development leads
• Have a working knowledge of SalesForce.com
• Work with targeted business development accounts to secure future business – identify new opportunities to grow, build a qualified pipeline to complete sales transaction process
• Close business to exceed revenue targets
• Collaborate with 3PL team, including meetings to develop concepts, strategies and define services
• Attend client meetings and conferences as necessary to grow business
• Initiate proposals and participate in proposal writing process, as necessary and applicable
• Prepare and/or assist in the preparation of price quotations, terms of sale and timelines according to company policy and within corporate guidelines
• Participate in bid defense and/or capabilities meetings
• Research service issues and ensure satisfactory resolution of client concerns
• Provide status reports to high leadership
• Function effectively as a team member through remote relationships
• Collaborate with other business units with Cardinal Health to drive integrated selling opportunities/solutions to closure
• Thrive in a dynamic, growth-oriented business environment, balancing near-term commercial priorities with long-term strategic initiatives. Partner across the organization to identify and execute opportunities that drive current revenue generation while helping shape and scale future growth opportunities
• Lead with agility in an evolving business environment, navigating ambiguity, adapting to changing priorities, and leveraging the resources of a large, established organization to build and accelerate business growth

Qualifications

• Bachelor's degree in a related field preferred or commiserate experience preferred
• 5-8 years of healthcare sales experience preferred
• 3+ years of experience selling specialty pharmacy services for a known specialty pharmacy to specialty pharmaceutical manufacturers preferred
• Experience leading and negotiating contracts for limited and exclusive distribution products with pharma manufacturers
• General and clinical understanding of the specialty pharmaceutical market, including cell and gene therapies
• Demonstrated success operating in a high-growth, entrepreneurial, or start-up-like environment, with the ability to drive results amid ambiguity as the business continues to evolve and expand
• Demonstrated ability to convert relationships to sales
• Excellent planning, forecasting, financial and negotiation skills
• Proven ability to design win-win strategies for Cardinal Health and the client base
• Demonstrated matrix management skills; ability to work with cross-functional teams
• Executive presence and solid presentation and communication capabilities
• Ability to thrive in a startup-like business unit with positivity
• Strong specialty pharmacy knowledge
• Strong brand promotion knowledgeStrategic thinker with ability to identify client needs
• Resourceful networking skills

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