AVP, Business Development

Summary of Duties

• Position is responsible for the building and execution of growth for PBM program volume under membership.
• Includes the building and nurturing of third party advisor relationships, prospective organizations and the full spectrum of relationship management required to meet company’s high standards and service model.
• This individual will possess strong pharmacy benefits industry knowledge and interpersonal skills to build credibility with, and foster professional relationships with senior executives in Human Resources, Finance, and Others as appropriate.
• As program growth is realized, increasing portions of this leader’s time will be spent on innovative design, go-to-market strategy, and broader relationship management in order to maintain growth and member persistency.

• Supervisor: Member of the Leadership Team
• Collaborates With: Business and unit leaders across the organization, PBM leadership team, innovation team, account management resources, implementation team, marketing, channel partners, and other TPAs, as appropriate.

Key Responsibilities

Responsibilities to include (but not be limited to) the following:

• Serve as PBM expert to external constituents across pursuit segments.
• Train and develop other business development resources on sector nuances and opportunities.
• Support go-to-market strategy; create target list including sizing of opportunities and relative probabilities of success, including both third party advisors (as potential channel partners) as well as prospective organizations.
• Grow contracted volume in program.
• Manage pipeline of prospects across the sales cycle (including introduction, deeper review, final engagement support, cross-line integration, closing/finalist situations, contract negotiation).
• Be visible in the marketplace to create new opportunities.
• Engage with third party advisors (channel partners or otherwise) to provide enhanced client service and support; helping strategically manage and optimize RFP processes.
• Support outreach to targeted new business opportunities.
• Conduct comprehensive market research for prospecting or business development support tools.
• Collaborate on development of materials to support business development activities.
• Lead business development team to drive continued process improvement with respect to pipeline management, while serving as individual contributor as well.

Capabilities:

• Deep familiarity with plan sponsor protocols and requirements related to procurement and PBM, particularly in the employer, trust, and association plan segments (public sector a plus).
• Experience building and maintaining relationships with third party advisors.
• Developed relationships with key buyers and benefits advisors, with intimate knowledge of the process and procedures used to govern PBM selection. Established comfort and confidence working with such leaders.
• Experience working with Human Resources decision makers for employee benefits.
• Familiarity with key attributes of pharmacy benefits (plan design, formulary, network, clinical programs, PBM administrative/operations).
• Proficiency in MS Office suite (Excel, Powerpoint, Word, in particular).
• Effective communication skills, both written and verbal.
• Strong work ethic and willingness to be nimble, flexible to drive projects to completion; deadline driven.
• Ability to take direction and work independently, yet be assertive in articulating point of view.
• Must be willing to travel 25-40% of time, as required, with varied commitments and seasonality expected with traditional benefit decision cycles.

Status:

• Position will be virtual (work from home) in an office-like environment.

Education:

• Bachelor’s degree in either math, science, business, marketing, health administration or related field required; Master’s a plus.
• 15 years minimum of previous experience in pharmacy benefits, HR consulting, business development, sales operations and/or management roles. Specific experience building relationships with HR buyers (benefits manager, VPHR, etc.) is key as is working knowledge of PBM contracting, operations, and programmatic design elements.

Certifications and/or Licensure:

• Professional certification (ASA/FSA, MBA, RPh, PharmD, Insurance Licensure) a plus, but not required.

Physical Demands and Working Conditions:

• May require prolonged sitting, some bending, stooping and stretching. Requires eye-hand coordination and manual dexterity sufficient to operate a keyboard, printer, telephone, calculator and other office equipment. Requires normal range of hearing and eyesight to record, prepare and communicate appropriate reports. Some lifting of material up to 10-15 pounds may be required. Position is work from home, but in an office environment. Work may be stressful at times and contact may involve dealing with angry or difficult people. Staff must remain flexible and available to provide staffing assistance for any/all disaster or emergency situations.