Director, Business Development, Pharma
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
We are seeking a Director/Vice President of Business Development to prospect, negotiate, and close new business with pharmaceutical manufacturers and occasionally media agencies. This quota-carrying executive individual contributor role requires you to own relationships with our most strategic targets and personally drive complex deals to close.
Who Will Love This Role
- A relentless hunter who is energized, not drained, by a blank territory and builds pipeline proactively before anyone asks.
- A closer with a reputation for finding a way in when others conclude an account is locked, who treats “no” as a timing issue, not a verdict.
- A student of the buyer who knows their brand priorities, agency roster, and fiscal calendar before the first call.
- A builder who enjoys establishing new relationships and market presence, not just maintaining what was handed to them.
- A strategic operationalist who pairs hustle with discipline through rigorous pipeline management, accurate forecasting, and data-driven account prioritization.
What you will work on
New Business Acquisition and Pipeline Development
- Identify and penetrate net-new pharmaceutical manufacturer accounts and agency holding companies with no prior DrFirst relationship.
- Build and maintain a prioritized target account list with a clear thesis, entry point, and timing for each named account.
- Compress sales cycles by building urgency and multi-threading across stakeholder levels simultaneously.
Deal Execution and Revenue Attainment
- Own the full sales cycle from first contact through executed MSA, covering pricing, proposal, negotiation, and signature, on complex, multi-six-figure digital media and data programs aligned to annual and campaign-based budget cycles.
- Navigate to C-suite and VP-level buyers across brand, media, market access, and digital functions, building relationships across multiple levels through a consultative approach that connects client business needs to a compelling DrFirst value proposition.
- Engage solutions, product, and legal at the right moments without losing deal momentum, and coordinate cross-brand solutions with other DrFirst teams when appropriate.
- Maintain current, credible pipeline and revenue forecasts in Salesforce. Own your number and call it accurately.
Market Intelligence and Strategic Contribution
- Serve as the 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 contribute to the Consumer Solutions product roadmap.
- Identify emerging revenue opportunities from shifts in pharma marketing spend, regulatory changes, or new digital health channels.
Cross-Functional Collaboration
- Coordinate with the Consumer Solutions team and other DrFirst business units to present larger, cross-brand solutions.
- Partner with Marketing on co-marketing programs, thought leadership, and conference presence ta