Clinical Programs Business Development Manager

Position Summary

This individual will report to the Associate Director of Clinical Program Business Development and be responsible for supporting the sales and profitability of Capital Rx’s suite of clinical programs. This role serves as a primary business development lead for clinical offerings, from opportunity identification, client presentations, to negotiations and contracting. This role will drive clinical programs sales to new and existing PBM clients and foster strategic relationships with consultant groups.

Position Responsibilities

• Drive the sales strategy for Capital Rx’s suite of clinical programs end-to-end from prospecting through close in the small market and union sectors, including labor unions, municipal groups, and small employer-sponsored health plans.
• Proactively assess client data to identify opportunities, meet with account teams to qualify opportunities, and deliver compelling presentations, proposals, and ROI analyses to prospects to drive clinical program sales.
• Develop and implement strategic plans to identify, engage, and close new clinical program opportunities to achieve revenue targets.
• Cultivate and manage trusted relationships with clients, maintaining a strong understanding of market dynamics, competitive landscape, and client needs to inform sales strategy.
• Contribute to strategic client retention initiatives by aligning clinical programs with client goals.
• Demonstrate strong analytical, presentation, and CRM skills to support sales execution and tracking.
• Maintain a deep understanding of clinical programs, regulatory requirements (e.g., CMS, NCQA, URAC), and industry trends to effectively position our solutions.
• Serve as a liaison between the field and internal product/clinical teams to ensure offerings remain competitive and relevant.
• Support implementation handoffs to ensure smooth onboarding of new clients.
• Provide market feedback to inform future product development and innovation.
• Support general business needs and operations, as required.

Minimum Qualifications

• Education: Bachelor’s degree in Business, Healthcare Administration, or related field (MBA preferred)
• 7 years of total work experience. 5+ years of applicable experience in a health plan or PBM, or healthcare sales and/or completion of a PGY1 Clinical Pharmacy Residency Program, Managed Care Residency or Fellowship with additional 2+ years of applicable experience
• Exceptional negotiation, presentation, and communication skills with the ability to articulate clinical value propositions to diverse audiences.
• Experience engaging or partnering with pharmacy consultant firms
• Working knowledge of pharmacy benefit management, Medicare Part D, and commercial pharmacy benefits
• Experience analyzing data and market trends to inform sales strategy and client recommendations
• Proven track record of meeting or exceeding sales targets and successfully closing complex B2B deals
• Maintain an active, unrestricted pharmacy license in the state of residence
• Able to balance multiple complex projects simultaneously with minimal direction
• Able to travel up to 50%

Preferred Qualifications

• PharmD
• Experience working with HEDIS, Stars and PQA pharmacy quality measures
• Proficient in Microsoft Office Suite with emphasis on Microsoft Excel and PowerPoint
• Experience with Confluence, Jira, Tableau
• Highly detail-oriented and analytical