Vice President, Business Development-Health Plan Pharmacy Market

Job Overview

This role comes at a pivotal moment for the organization. The pharmacy and broader healthcare market are highly dynamic, shaped by ongoing cost pressure, regulatory change, evolving benefit design, specialty drug growth, increasing demand for transparency and performance accountability, and continued disruption across the payer and PBM landscape. These forces are creating significant opportunities for consulting support as health plans seek more sophisticated strategies, stronger analytics, and practical execution support to improve affordability, outcomes, and operational performance. The business is also experiencing a period of meaningful leadership transition, including planned retirements and leadership changes across the Health Plan segment and broader organization. These transitions are being actively managed through structured succession planning and thoughtful organizational design to ensure continued client continuity and operational stability. At the same time, the organization is operating from a position of strength and momentum, with growing and evolving demand for its services and an increasing need for differentiated, integrated solutions across strategy, analytics, and execution.

About the Role

The Vice President, Business Development – Health Plan Market is a senior commercial leader responsible for driving revenue growth, expanding market presence, and advancing strategic client development across the Health Plan segment. Reporting to the SVP, Health Plan Practice Lead, this leader is accountable for originating, shaping, and closing new business while expanding existing client relationships across the firm’s portfolio of advisory, analytics, and execution-oriented solutions.

Target Market

• National and regional health plans
• Blues plans
• Provider-sponsored plans
• Medicaid managed care organizations
• Medicare organizations
• Other payer organizations seeking to improve pharmacy and healthcare performance, affordability, member outcomes, regulatory readiness, and operational effectiveness

Key Responsibilities

• Develop and execute a focused growth strategy for the Health Plan market, including target account prioritization, whitespace analysis, pipeline development, and pursuit planning across priority payer segments.
• Build and expand executive-level relationships with health plan decision-makers across pharmacy, medical management, finance, operations, network, product, and strategy functions.
• Identify, qualify, and close new business opportunities across the full portfolio of products and services, with emphasis on complex, consultative, multi-solution sales opportunities.
• Partner with clients to understand strategic priorities, market pressures, and operational challenges, and shape tailored solutions aligned to client needs.
• Lead deal shaping for strategic opportunities, including defining scope content, structuring solution components, aligning deliverables to client objectives, and helping ensure commercial proposals are well positioned for both client value and successful delivery.
• Lead the sales process end to end, including opportunity framing, account strategy, early-stage solution development, internal pursuit alignment, proposal direction, negotiation support, and contract execution.
• Drive cross-sell and upsell opportunities within existing accounts by identifying emerging priorities and adjacent needs for additional consulting, analytics, or execution support.
• Collaborate closely with the SVP, Health Plan Practice Lead, subject matter experts, proposal resources, and operations partners to develop compelling, differentiated solutions and commercial strategies.
• Maintain strong market visibility and credibility through client engagement, industry participation, thought leadership, and relationship-building across the payer ecosystem.
• Provide market intelligence and voice-of-client insight to inform solution refinement, messaging, and go-to-market priorities for the Health Plan segment.
• Lead annual and multi-year sales planning for the Health Plan market, including development of revenue targets, strategic growth priorities, target account strategies, pipeline expectations, and coordinated business development initiatives aligned to segment objectives.
• Monitor performance against plan through disciplined pipeline management, forecasting, and sales activity tracking, and adjust strategies as needed to improve conversion, account penetration, and growth outcomes.
• Serve as a senior commercial leader who models collaboration, accountability, responsiveness, and disciplined execution in support of a scalable, high-performing business development function.

Qualifications

• 10+ years of experience in healthcare, pharmacy, PBM, or payer-related services, with strong understanding of the Health Plan market.
• Demonstrated success in business development, strategic account growth, and consultative solution selling.
• Track record of leading complex sales pursuits, shaping deals, and closing multi-stakeholder opportunities.
• Ability to engage credibly with senior client executives and translate market needs into differentiated commercial solutions.
• Strong commercial judgment, executive presence, and disciplined approach to pipeline management and growth execution.

Compensation

Compensation is designed to be highly competitive and performance-oriented, with target total compensation of $300,000-$350,00 and an approximate 60/40 mix of base salary and variable incentive at target. The incentive opportunity is uncapped, with earning potential that accelerates performance above plan.