Director, Business Development - Patient Access HUB Services

Brief Description

The Director, Business Development – Patient Access Services is a key member of the Corporate Business Development Management team. This role involves developing long-range strategic plans, directing business development activities, and building relationships with senior-level contacts.

Specific Job Duties

• 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).
• Identify and build relationships with senior-level contacts within customer organizations and at UBC.
• Prospect for services such as Reimbursement Hubs, Nurse Call Centers (Clinical), Site of Care solutions, technology-enabled services, Call Center/Hotline opportunities, Field solutions, and specialty products.
• Hunt for specialty products that are expected to be approved in the assigned territory daily.
• Acquire clients and document interactions in UBC Salesforce.com.
• Work with internal partners in operations, implementation, pricing, proposals, product development, and more to position UBC services.
• Execute a 'sales action plan' targeting key clients, key products, and 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 executed plans for UBC’s Patient Support Services group.
• Provide strategic leadership and gain approval for the sales plan and budget in the assigned territory.
• Continually assess the competitive landscape and look for potential opportunities and trends. Identify new and improved services. Evaluate, review, and make recommendations.
• Communicate trends and opportunities to the UBC leadership 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.
• 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.
• 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.
• Aid, as required by the SVP Head of Business Development, 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.
• Facilitate discussions to enable people to collaborate with each other independently; promote collaborations across all internal functions.

Desired Skills And Qualifications

• Bachelor's degree in a scientific discipline (preferred) with experience in biopharma and service companies.
• Strong background and understanding of sales, including the ability to hunt and build a pipeline funnel.
• Experience in pharmaceutical and biotech industry needs, patient access, patient services, managed markets, market access, trade development, reimbursement (Pharmacy, Medical, etc.), and Nursing/Call Centers and Pharmacy Solutions Hub Servicing.
• Knowledge of 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.
• Excellent analytical skills and experience in evaluating and managing a sales territory.
• Proven experience conducting and negotiating deals.
• 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.

Benefits

• Remote opportunities
• Competitive salaries
• Growth opportunities for promotion
• 401K with company match*
• Tuition reimbursement
• Flexible work environment
• Discretionary PTO (Paid Time Off)
• Paid Holidays
• Employee assistance programs
• Medical, Dental, and vision coverage
• HSA/FSA
• Telemedicine (Virtual doctor appointments)
• Wellness program
• Adoption assistance
• Short term disability
• Long term disability
• Life insurance
• Discount programs