Managing Director, Pharma Sales & Business Development

Managing Director, Pharma Sales & Business Development

The Managing Director, Pharma Sales & Business Development is a senior, highly influential leadership role responsible for driving growth, value creation, and strategic partnerships across the Evernorth Specialty Pharma portfolio. This role leads sales, business development, and manufacturer contracting strategy, with a primary focus on expanding access to therapies, optimizing limited distribution networks, and delivering sustained profitable growth for Evernorth Specialty businesses.

This position serves as a key external-facing leader with pharmaceutical manufacturers and an internal strategic partner across Product, Operations, Specialty Procurement, and Commercial teams. The Managing Director is accountable for defining and executing sales and business development strategies that advance Evernorth Specialty's short- and long-term objectives.

Key Responsibilities

• Lead the development and execution of Evernorth Specialty Pharma sales and business development strategy, aligned to enterprise growth and value-creation goals.
• Own manufacturer-facing growth initiatives, including new business opportunities, therapy launches, limited distribution network (LDN) strategies, and data solution sales to Pharma.
• Partner to design and execute strategies that expand access to new and emerging therapies.
• Identify, evaluate, and pursue new Pharma partnerships that drive revenue growth and strengthen Evernorth Specialty's competitive position.
• Serve as a senior thought partner in enterprise strategic planning, providing insight that materially influences short- and long-term business direction.

Contracting & Manufacturer Relationships

• Lead pharmaceutical manufacturer contracting strategy, including negotiation of complex agreements supporting sales growth, access, and profitability.
• Oversee contract development, renewal strategy, and renegotiations as needed to support evolving business priorities.
• Act as the primary escalation point for Pharma manufacturers on strategic, contractual, and growth-related matters.
• Represent Evernorth Specialty externally as a recognized industry leader and trusted partner within the specialty pharmacy, distribution, wholesale and Pharma community.

Enterprise Leadership & Collaboration

• Support all Evernorth Specialty businesses, including but not limited to Accredo, CuraScript Specialty Distribution, Evernorth Wholesale, Freedom Fertility, and Express Scripts Specialty Distribution Services.
• Collaborate closely with Specialty Product, Specialty Operations, Finance, Legal, and Procurement to ensure sales strategies are operationally executable and financially sound.
• Anticipate market, regulatory, and industry trends impacting Pharma relationships and recommend strategic, process, or product improvements.
• Solve complex, ambiguous problems with enterprise-wide impact, exercising strong judgment and decision-making authority.

People & Financial Leadership

• Lead, mentor, and develop high-performing sales, business development and contracting teams with a strong focus on execution and outcomes.
• Foster a culture of agility, accountability, and continuous improvement.
• Manage the budget for Business Development and Contracting functions, ensuring disciplined investment aligned to growth priorities.

Qualifications

Education & Experience

• Bachelor's degree or equivalent work experience required; MBA or PharmD strongly preferred.
• 10+ years of relevant experience with a Bachelor's degree, or 8+ years with a Master's degree.

Core Competencies

• Deep knowledge of Specialty Pharmacy, Distribution, Pharma, and PBM industries.
• Demonstrated success leading sales, business development, and manufacturer contracting at a senior level.
• Proven ability to negotiate complex, high-value contracts with integrity and strong financial acumen.
• Recognized industry expert with the credibility to engage Pharma executives with 20+ years of experience.
• Strong strategic thinking paired with a results-driven, bottom-line orientation.
• Exceptional communication, presentation, and executive presence.
• Advanced analytical, problem-solving, and critical-thinking skills.
• Experience leading cross-functional initiatives and developing senior-level talent.
• Ability to operate effectively in a fast-paced, dynamic environment and make independent, high-impact decisions.

Additional Requirements

• Strong project management and organizational skills.
• Proficiency in Microsoft Word, Excel, and PowerPoint.
• Ability to assess financial, product, and program metrics to inform decision-making.
• Willingness to travel approximately 50%.

If you will be working at home occasionally or permanently, the internet connection must be obtained through a cable broadband or fiber optic internet service provider with speeds of at least 10Mbps download/5Mbps upload.

This role is also anticipated to be eligible to participate in an annual bonus and long term incentive plan.