Executive Director, Business Development - Patient Access

UBC is a leader in the pharmaceutical support industry, dedicated to empowering health solutions for better patient outcomes. The Executive Director, Business Development – Patient Access Services will develop long-range strategic plans to drive business growth and direct business development activities to achieve sales goals while maintaining relationships with senior-level contacts.

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 SVP, Head of Business Development, to ensure a 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

Requirements:

• 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
• Solid background and understanding of Pharmaceutical and biotech industry needs
• Solid background and understanding of Patient access, patient services, managed markets, market access, Trade/Specialty Pharmacy's - procurement and distribution
• Solid background and understanding of 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
• Solid background and understanding of 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
• Solid background and understanding of Specialty and high-value therapeutics and Payer/insurance principles and mindset
• Solid background and understanding of Strategic business and Industry awareness and the ability to translate emerging Industry trends that impact growth
• Solid background and understanding of Rolodex/relationships within the desired customer base, including biopharma & consulting firms
• Solid background and understanding of Analytical skills and experience in evaluating and managing a sales territory
• Solid background and understanding of Proven experience conducting and negotiating deals
• Solid background and understanding of Excellent presentation, communication, and negotiation skills
• Solid background and understanding of Proven previous sales management track record of above-market growth
• Solid background and understanding of Ability to establish and maintain effective working relationships with coworkers, managers, and clients
• Solid background and understanding of 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
• Solid background and understanding of Ability to identify how changes in competitors, clients, and market segments will affect UBC's stature and growth potential in the marketplace