Director of Business Development - Health Systems

Job Description

Job Description

Position Summary

PCCA is seeking an experienced, strategic, and results-oriented Director of Business Development – Health Systems to lead PCCA’s business development function and accelerate growth within the health-system market.The Director will have overall responsibility for building, leading, and scaling the Health Systems Business Development team, developing the business development strategy, generating new opportunities, managing the health-system sales pipeline, and driving qualified prospects toward conversion.

This leader will establish a proactive business development culture focused on identifying and engaging health systems after they are actively seeking a solution. The Director will personally engage in high-value opportunities and develop relationships with senior health-system pharmacy leaders, seek out collaborative partnerships with vendors, associations to find new channels to promote PCCA products and services in health systems.

The role will work closely with Health System Directors to ensure strong alignment between business development, account strategy, and customer relationships.

 

Key Responsibilities

Business Development Leadership

• Own the overall business development function for PCCA’s Health Systems division.
• Develop and execute the annual business development strategy and growth plan.
• Establish clear business development goals, pipeline targets, activity expectations, and revenue objectives.
• Create a scalable, repeatable business development process for identifying, qualifying, nurturing, and converting health-system opportunities.
• Establish a proactive outbound prospecting strategy focused on priority health systems and target markets.
• Develop strategies to maximize inbound lead generation and conversion.
• Identify new markets, customer segments, partnerships, and opportunities for growth.
• Continuously evaluate and improve the business development process based on performance data, market intelligence, and customer feedback.

Team Leadership & Development

• Lead, coach, mentor, and develop the Health Systems Business Development team.
• Establish clear roles, responsibilities, performance expectations, and goals for each team member.
• Build a culture of accountability, proactive prospecting, collaboration, and customer focus.
• Conduct regular one-on-one meetings, team meetings, pipeline reviews, and performance discussions.
• Coach team members on prospecting, discovery, consultative selling, presentations, objection handling, negotiation, and closing.
• Identify performance gaps and create development plans to improve results.
• Recruit, onboard, and develop business development talent as the team grows.
• Establish and maintain sales and business development best practices across the team.
• Recognize and celebrate team success while maintaining strong performance accountability.

Health-System Market Development

• Develop and maintain a deep understanding of the health-system pharmacy marketplace.
• Identify priority health systems and develop strategies to penetrate target organizations.
• Build relationships with senior pharmacy leaders, including health-system pharmacy executives, directors, and other key decision-makers.
• Personally engage in strategic and high-value opportunities.
• Develop executive-level relationships that position PCCA as a trusted partner.
• Monitor industry trends, competitive activity, customer needs, and market changes.
• Bring market intelligence back to PCCA leadership to inform business and product strategy.

• Develop accurate forecasts and provide leadership with visibility into expected business results.
• Identify stalled opportunities and develop strategies to move them forward.
• Partner with Health System Directors to determine the appropriate transition and ownership of opportunities as they mature.

Strategic Selling & Executive Engagement

• Lead complex and strategic business development opportunities involving multiple stakeholders.
• Conduct discovery meetings and executive-level presentations with health-system leaders.
• Understand the operational, financial, clinical, technology, and strategic challenges facing health-system pharmacies.

Marketing & Lead Generation

• Partner with Marketing to develop campaigns specifically designed to generate health-system leads.
• Provide Marketing with insights regarding target audiences, messaging, customer needs, and market trends.
• Establish follow-up processes for leads generated through campaigns, webinars, conferences, referrals, and other channels.

Conferences & Industry Engagement

• Help Develop the business-development strategy for key healthcare, pharmacy, and health-system conferences.
• Develop relationships with industry organizations, associations, and strategic partners.
• Ensure conference leads are promptly entered into the pipeline and actively nurtured.

 

Cross-Functional Leadership

• Partner with Health Systems leadership, Marketing, Account Management, Product, Education, Operations, Technology, and executive leadership.
• Provide customer and market insights to help inform PCCA’s product and service strategy.
• Advocate for the needs of the health-system customer within PCCA.
• Coordinate internal resources around strategic opportunities.
• Promote a consistent, professional, and customer-focused experience throughout the business development process.

Required

• Significant demonstrated experience selling to health systems is required.
• Experience managing complex B2B healthcare sales cycles involving multiple stakeholders.
• Exceptional communication, presentation, negotiation, and relationship-building skills.
• Ability to engage credibly with pharmacy directors, executives, and senior healthcare leaders.
• Comfortable conducting business through Zoom, Microsoft Teams, and other virtual platforms.
• Willingness to travel for customer meetings, conferences, trade shows, and industry events.

• Bachelor’s degree in business, healthcare, pharmacy, or related field, or equivalent professional experience. MBA is a plus