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UBC · 2 days ago

Executive Director, Business Development - Patient Access

United States

Full-time

Remote

Director/Executive

15+ years exp

UBC is a leader in the pharmaceutical support industry dedicated to empowering health solutions for a better tomorrow. The Executive Director, Business Development – Patient Access Services will develop long-range strategic plans for business growth, directing activities to achieve sales goals and establishing relationships with senior levels within customer organizations.

BiotechnologyHealth CareLife ScienceMedical

Responsibilities

Prospect for the following services: Reimbursement Hubs, Nurse Call Centers (Clinical), Site of Care solutions (Nurse Injection network, retail pharmacy options for pt. administration), a suite of technology-enabled services (including but not limited to eBV, ePA, eIV), Call Center/Hotline opportunities, Field solutions (Clinical Nurse Educators, and Field Reimbursement Roles)

Hunt for specialty products (medical and pharmacy benefits) that are expected to be approved in the assigned territory daily

Hunt for rescue opportunities to ‘take share’ away from other competitors

Acquire clients and document interactions of the sales process in UBC Salesforce.com

Work with internal partners in operations, implementation, pricing, proposals, product development, and more to position UBC services in email, PowerPoint slides, proposals, conferences, and more

Execute your own ‘sales action plan’ (targeted key clients, key products, key engagement needed to hunt for specialty product opportunities for UBC)

Research and identify clients, build relationships, perform, and deliver in-depth presentations, strategic analysis, and execution of implemented plans for UBC’s Patient Support Services group- including Reimbursement, Education, and Adherence as well as Call Centers/Nurse Case Management and Patient Assistance support services

Provide strategic leadership and gain approval for the sales plan and budget in the assigned territory

Provide input to the SVP of Business Development & Strategy and the SVP and Head of Patient Support Services in its efforts to increase presence and market share in applicable territory

Continually assess the competitive landscape and look for potential opportunities and trends. Identify new and improved services. Evaluate, review, and make recommendations

Work with Chief Commercial Officer & SVP, Strategy to ensure consistent brand value proposition and messaging

Hit and exceed sales budget annually

Develop consistent brand value propositions and messaging

Build strong relationships with your business partners that you rely on to deliver on client messaging, pricing, and strategy to drive a strong win rate

Communicate trends and opportunities to the UBC leadership team

Develop proactive forecasts and risk assessments in alignment with budgetary goals for BD team

Collaborate with marketing to deliver on external campaigns as assigned

Utilize information from across the group and other internal functional groups and systems to plan, build, and monitor programs

Collaborate with internal departments in identifying/implementing business development opportunities to expand the services and continually improve the business performance of each offering. Manage RFI/RFP and Bid Defense meetings

Serve as a resource for other sales and marketing staff members internally at UBC

Aid sales team in the identification and alignment of capabilities with current and potential customer requirements

Attend and speak at trade shows and conferences

Engage and support Bid Defense efforts

Collect competitive intelligence

Ensure projected net new business and contribution margins

Play a leadership role in the budget development process and the development of key fiscal, and commercial metrics

Pro-actively develop forecasts and risk assessments in alignment with budgetary targets

Work collaboratively with SVPs and Operational teams to ensure seamless project startups that exceed client expectations

Services to be sold include Reimbursement work, Nursing and HUB Call Centers, Education around medication and patient adherence, Field Nurse Educators, Patient Assistance and Engagement programs, Access resolution, e-technology solutions and executing REM Studies

Manage relationships with partners/vendors/clients

Continuously develop and cultivate business relationships within senior levels of customer organizations

Participate in proposal preparation meetings and/or proposal defense meetings as needed. Work closely with the Ops team for world-class proposal development and timely execution

Assist, as required by Chief Commercial Officer, in expansion activities (investments, acquisitions, corporate alliances, etc.)

Enter into Salesforce key client and activity information on a weekly basis

Delight UBC’s customers to drive repeat business

Provide day-to-day leadership internally and externally that mirrors the mission and values of UBC

Facilitates discussions to enable people to collaborate with each other independently; promote collaborations across all internal functions

Qualification

Business Development ManagementPharmaceutical Industry KnowledgeSales Strategy DevelopmentPatient Access ServicesMarket Access KnowledgeNegotiation SkillsAnalytical SkillsRelationship ManagementPresentation SkillsCommunication Skills

Required

Bachelor's degree in a scientific discipline (preferred) with 15+ years of progressively more responsible experience in pharmaceutical and service companies, including 10+ years of BD management experience or an equivalent combination of education, training, and experience

Solid Background And Understanding Of Sales along with the ability to hunt and build pipeline funnel

Pharmaceutical and biotech industry needs

Patient access, patient services, managed markets, market access, Trade/Specialty Pharmacy's - procurement and distribution

Commercialization/drug launch, the principles of drug development, and legislation/policy understanding regarding drug pricing and reimbursement

Possess a clear understanding of channel areas/services, including managed care, trade development, reimbursement (Pharmacy, Medical, etc.), and Nursing/Call Centers and Pharmacy Solutions

Hub Servicing (UBC has 5 US Hubs with over 1000 staff), Specialty pharmacies and distributors, including why they are needed, how they are leveraged, and their ability to differentiate and show value to prospective buyers

Specialty and high-value therapeutics and Payer/insurance principles and mindset

Strategic business and Industry awareness and the ability to translate emerging Industry trends that impact growth

Rolodex/relationships within the desired customer base, including biopharma & consulting firms

Analytical skills and experience in evaluating and managing a sales territory

Proven experience conducting and negotiating deals

Excellent presentation, communication, and negotiation skills

Proven previous sales management track record of above-market growth

Ability to establish and maintain effective working relationships with coworkers, managers, and clients

A successful record of accomplishment of delivering on commitments and maximizing financial returns of growth businesses through the development of a strategic vision and the execution of operating plans for assigned region

Ability to identify how changes in competitors, clients, and market segments will affect UBC's stature and growth potential in the marketplace