DIRECTOR OF STRATEGIC SALES AND MARKET DEVELOPMENT

DIRECTOR OF STRATEGIC SALES AND MARKET DEVELOPMENT

The Director of Strategic Sales and Market Development will report directly to the Vice President of Operations and Strategy. The Director of Strategic Sales and Market Development at Summit SD will play a crucial role in driving the growth and expansion of our wholesale drug distribution and third-party logistics company. They will be responsible for developing and executing strategic initiatives to identify new business opportunities, establish partnerships, and drive significant revenue growth. This role will require collaboration across the entire organizational landscape. 

Job Requirements and Essential Functions

• Drive the development and execution of business development strategies to achieve revenue and growth targets within the pharmaceutical 3PL and wholesale drug distribution sectors.
• Identify and target new business opportunities across pharmaceutical manufacturers, healthcare providers, and other relevant stakeholders.
• Assess market trends, competitive landscape, and customer needs to inform business development strategies and service offerings.
• Develop and implement sales strategies to penetrate new markets and expand our client base within the pharmaceutical sector.
• Identify and attend key industry conferences and events to stay ahead of market trends, expand the company’s network, and generate new business opportunities.
• Represent the company by managing a booth at relevant events, showcasing our services, engaging with potential clients and partners, and building brand awareness.
• Work closely with the business development and marketing team to assist in developing targeted campaigns, promotional materials, and content that support business development efforts.
• Collaborate with the marketing team on lead generation strategies, digital marketing initiatives, and market positioning to effectively communicate the company’s value proposition to prospective clients.
• Identify targets, set goals, and create accountability for business development team.
• Cultivate and maintain strong relationships with key pharmaceutical manufacturers and healthcare organizations.
• Identify and establish strategic partnerships that enhance the company's service offerings, market reach, and competitive position in the industry.
• Act as the primary liaison for current and prospective clients and strategic partners, ensuring alignment of business goals and effective collaboration.
• Provide review of all business development activity including RFP responses, contract negotiations, execution of new or amended stakeholder agreements.
• Assist with negotiations and contract discussions with potential partners and clients to secure new business opportunities and drive revenue growth.
• Stay informed about industry trends, market dynamics, and regulatory changes affecting pharmaceutical distribution and 3PL services, and incorporate relevant insights into business development strategies.
• Monitor and analyze key performance metrics to track progress against business development goals and objectives and make data-driven decisions to optimize performance.
• Ensure that all business development activities comply with pharmaceutical industry regulations, including FDA guidelines, Good Distribution Practices (GDP), and relevant state and federal laws.

Required Qualifications 

• Bachelor's degree in business administration, healthcare administration, or a related field.
• Proven track record of success and 3 years in business development, sales, or related roles within the healthcare or pharmaceutical industry.
• Strong understanding of the wholesale drug and 3PL market, including industry trends, competitive landscape, and regulatory requirements.
• Demonstrated ability to identify and pursue new business opportunities, negotiate contracts, and drive revenue growth.
• Leadership experience, with the ability to inspire and motivate teams to achieve business objectives in a fast-paced, dynamic environment.
• Proficiency in Microsoft Office suite and other relevant software applications.
• Soft skills: 
  1. Team Leadership: Ability to inspire and guide a team, fostering a collaborative and productive work environment.
  2. Conflict Resolution: Skill in addressing and resolving disputes or issues within the team or with external stakeholders.
  3. Mentoring: Capacity to coach and develop staff, providing feedback and support for their professional growth.
  4. Excellent communication, interpersonal, and negotiation skills, with the ability to build and maintain relationships with key stakeholders.
  5. Presentation Skills: Ability to convey complex information clearly and effectively to executive management and other key stakeholders.
  6. Active Listening: Skill in listening to understand concerns, feedback, and needs, and responding appropriately.
  7. Decision-Making: Ability to make informed, data-driven decisions that align with organizational goals and contribute to growth of the organization.
  8. Innovative and Strategic Thinking: Capacity to think creatively and identify new approaches to improve revenue cycle performance.
  9. Negotiation Skills: Ability to effectively negotiate with payers and other stakeholders to resolve disputes and secure favorable terms.
  10. Accuracy: Meticulous approach to reviewing billing, coding, and compliance to ensure correctness and prevent errors.
  11. Quality Focus: Commitment to maintaining high standards in all aspects of the revenue cycle process.
  12. Adaptability & Flexibility: skilled in adapting to industry changes, regulatory updates, and organizational shifts while maintaining an ability to remain effective under pressure and managing stress in fast-paced environments.
  13. Empathy: Ability to understand and address the needs and concerns of patients and payers with compassion.
  14. Service Excellence: Commitment to delivering outstanding service and support to internal and external stakeholders.
• Language Skills: Ability to read and analyze technical journals, system application manuals, basic financial reports, and basic legal documents. 
• Mathematical skills: Ability to solve complex math problems and analyze numbers as they relate to necessary job functions.
• Reasoning Ability: Define problems, collect data, establish facts, and draw valid conclusions.
• Additional skills required: 
  1. Multi-tasking, listening, teamwork, people skills, documentation skills, PC proficiency, organization, customer service, creating a safe and effective environment.

Preferred Qualifications

• Advanced degree (e.g., MBA) preferred

Physical Requirements and Screenings

Physical Demands:  The physical demands described here represent those that an employee must meet to perform the essential functions of this job successfully. Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions.

• Must be able to lift and carry 40 pounds.
• While performing the duties of this job, the employee is regularly required to sit and talk or hear. 
• The employee is frequently required to stand, walk, use hands or fingers to handle, or feel and reach with hands and arms. 
• Specific vision abilities required by this job include close vision and ability to adjust focus.

Travel and Work Location

• This position is a remote role. As such, the employee is required to work and be available during regular business hours to allow for the highest level of collaboration with their team(s) and other departments.
• Travel as determined by leadership and required to execute job responsibilities listed above.

The job description and list of duties indicated above is not comprehensive. Duties, responsibilities, and activities may change at any time, with or without notice.