Director, RNI Business Development

As the Director, RNI Business Development, you will provide senior-level commercial leadership for the growth, expansion, and market success of RightNow Inventory. This role is responsible for closing new business, developing and advancing the RNI commercial strategy in partnership with the FFF senior commercial team, and serving as a subject matter expert for customers, manufacturer partners, and internal stakeholders.

Responsibilities

• Lead senior-level commercial engagement for RNI opportunities, including executive customer conversations, manufacturer partner discussions, and internal strategic alignment with FFF commercial leadership.
• Own and advance high-value new business opportunities from qualification through close, including business case development, value proposition positioning, stakeholder alignment, contract term support, and transition to implementation.
• Develop and refine the commercial strategy for RNI in coordination with the FFF senior commercial team, including market prioritization, customer segmentation, growth initiatives, channel alignment, and go-to-market execution.
• Serve as a senior subject matter expert on RNI solutions, inventory management technology, healthcare supply chain needs, customer use cases, and competitive positioning for internal and external stakeholders.
• Coordinate cross-functional installation project planning for strategic and multi-site RNI implementations, ensuring clear ownership, timelines, customer expectations, operational readiness, and escalation management.
• Own pipeline management discipline for RNI by maintaining accurate opportunity data, stage progression, customer activity, close plans, risk indicators, and executive reporting within company CRM systems.
• Develop, maintain, and communicate revenue, cabinet installation, and opportunity forecasts based on pipeline quality, customer commitments, implementation timing, and market dynamics.
• Lead customer presentations, executive briefings, virtual or onsite demonstrations of RNI inventory device technology, and participation in industry trade events to support opportunity advancement and adoption.
• Partner with corporate Marketing and commercial leadership to shape high-impact sales artifacts, executive presentations, product demonstrations, trade show messaging, overview sheets, product videos, and other tools that support market development and opportunity closure.
• Work closely with RNI Operations and FFF commercial teams to assess account performance, identify growth opportunities, address adoption barriers, and develop strategies to improve underperforming or expansion-ready accounts.
• Translate customer feedback, commercial insights, and field experience into product improvement recommendations that address customer pain points, operational requirements, and emerging market opportunities.
• Monitor industry trends, customer needs, competitor initiatives, and healthcare supply chain developments to inform commercial strategy and RNI positioning.
• Support New Product Development in partnership with RNI Product Management by contributing market insights, customer requirements, advisory board strategy, competitive intelligence, feature prioritization, and go-to-market recommendations.
• Adhere to all company policies and procedures, Federal and State regulations, and laws.
• Display dedication to position responsibilities and achieve assigned goals and objectives.
• Represent the Company in a professional manner and appearance.
• Understand and internalize the Company’s purpose and values.
• Work effectively with co-workers, internal and external customers, and others by sharing ideas constructively and positively.
• Comply with safety policies and report any hazards or violations.
• Ensure conduct aligns with all Compliance Program Policies and procedures.
• Perform other duties as assigned.

Requirements

• Bachelor’s degree in Business, Marketing, Healthcare Administration, Supply Chain, or a related field is preferred (four additional years of experience in lieu of degree). Advanced business or healthcare-related education is a plus.
• Minimum of five (5) years of progressive commercial, business development, strategic sales, marketing, or healthcare technology experience (nine [9] for non-degreed candidates), with demonstrated responsibility for closing new business, managing complex opportunities, developing commercial strategy, and influencing senior-level stakeholders.
• Verifiable experience developing and closing healthcare technology-based business opportunities with measurable commercial impact.
• Experience influencing executive decision-makers, cross-functional teams, and external partners to support adoption of new technology, commercial programs, or strategic initiatives.
• Experience managing pipeline reviews, revenue forecasts, opportunity strategy, and executive-level reporting.

Preferred Qualifications

• 8+ years of related experience.
• Experience working with hospital pharmacy inventory management systems and a strong understanding of operational best practices.
• Experience coordinating complex, large-scale implementation or installation projects involving customers, operations, commercial teams, technology resources, and multiple stakeholders.
• Experience with the integration, commercialization, or adoption of new technologies within healthcare settings.
• Advanced knowledge of pharmaceutical or medical device distribution, healthcare provider inventory management practices, commercial strategy development, healthcare technology adoption, and complex business development processes.
• Preferred knowledge of hospital central pharmacy operations and best practices.
• Sales or user experience with automated medication dispensing systems used in healthcare settings, such as hospitals and pharmacies.

Skills

• Ability to operate with senior-level independence, sound judgment, urgency, organization, and accountability for commercial outcomes.
• Advanced negotiation, persuasion, and executive influence skills, including the ability to support complex contracting discussions and align decision-makers at all levels.
• Strong strategic planning skills with the ability to translate market insights, customer needs, and business objectives into actionable commercial plans.
• Expertise in managing complex customer relationships, resolving conflicts, managing expectations, and building long-term partnerships.
• Excellent communication, presentation, executive briefing, and interpersonal skills.
• Ability to formulate concepts and communicate technical information to non-technical and executive audiences.
• Strong analytical skills with the ability to evaluate market data, pipeline health, forecast assumptions, customer performance metrics, and business trends.
• Ability to capture detailed customer requirements and coordinate effectively with commercial, operational, product, technology, and support teams.
• Proficiency with MS Excel and/or MS Access and the ability to work with large data sets to extract reports and insights.
• Proficiency with MS PowerPoint and presentation development.

Physical Requirements

• Vision, hearing, speech, and movements requiring the use of wrists, hands, and/or fingers.
• Ability to view a computer screen for prolonged periods and sit for extended periods.
• Occasional lifting up to 20 lbs., kneeling, and bending.
• Ability to travel occasionally.
• Normal office working conditions.

Mental Demands

• Learning, thinking, concentration, and the ability to work under pressure, particularly during busy times.
• Ability to pay close attention to detail and work as a member of a team to ensure excellent customer service.
• Effective interaction with co-workers and customers, exercising self-control and diplomacy.
• Ability to exercise discretion and appropriate judgment.
• Proactive in finding solutions.