Position SummaryThis Business Development Director will drive a significant sales portfolio by building a strong network, partnering with our go to market strategy team in understanding our value proposition, and ultimately cultivating new business for Forsyth Health Services. This position will play a key role in building and executing client specific strategies and support for adoption of Forsyth Health insights & solutions with our clients in order to deliver optimal healthcare outcomes for downstream patients.
The Business Development Director will help clients choose the insights & solution(s) that best suit their needs. This position requires broad knowledge of our Forsyth data solutions, as well as an understanding of the market landscape, to tailor pharma client needs to offerings within our portfolio. It requires the ability to cultivate and leverage channel relationships to overcome barriers and work closely with product owners and innovators to effectuate pharma client decisions.
Job Responsibilities- Collaborate cross-functionally with senior leaders representing data operations, client solutions services & contract execution, go to market strategy, as well as product strategy
- Focus on new sales and partner with go to market strategy from the beginning of prospect pursuit, through RFP, and ultimately finalist to define and carry through a cohesive, winning sales strategy
- Be charged with developing a pharma client/market penetration strategy and leading sales execution
- Be responsible for ensuring sales team goal attainment and growth through lead generation, product penetration and other sales achievements of a cross-segment sales team
- Meeting assigned revenue targets by developing and delivering insightful, value-added proposals that address complex client issues
- Watch success factors including, but not limited to, the measurement and achievement of sales targets in the following areas: new business, attainment of sales revenue goals, gross margin attainment and other profitability goals
- Knowledgeable on clients utilization of data and data assets for commercial analytics to inform brand strategy from a marketing, sales operation and optimization, and market access perspective.
- Ensure goals, objectives and program deployment are incorporated into work process and business plans monitoring towards achievement for the group within the established company profit objectives in support of growth goals
- Be responsible for executing on the global strategy and growth road map
- Serve as Executive sponsor with client decision-makers from the C-Suite and executive pharma leaders to assess their needs and provide relevant solutions and services to solve their issues
- Develop strong C-suite, SVP, and Vice President relationships across targeted clients including CEO, CFO, and other top pharma leadership
Essential Functions- Understand the market landscape and demonstrate ability to build appropriate client specific strategies
- Develop and execute deal specific selling strategies and tactical plans
- Develop and create the buyer engagement plan, enabling acceleration of the pharma client's buying journey.
- Demonstrate an effective understanding of competitive action in the assigned territory and works to develop a plan to address problem areas.
- Develop broad expertise in Forsyth solutions to support client and channel partner questions in the sales process and methods to overcome barriers
- Responsible for meeting sales revenue, gross margin and other goals as defined
- Accountable for annual sales planning, development of sales strategy and new sales targets within assigned segments and territory
- Identify top prospecting opportunities and build account plans
- Tasked with keeping CRM up to date with contacts and activities
- Partner with pricing teams to deliver competitive offerings at the right price to market to achieve goals
Qualifications- Bachelor's degree or equivalent work experience. Masters preferred.
- 10+ years' experience, preferred experience in data/ insight sales to life science companies, healthcare sales, or within the pharmaceutical company environment
- Demonstrate ability to develop overall big picture strategy, sequence and execute on the tactical initiatives to advance the selling strategy
- Ability to influence Senior level leadership within and outside of the Forsyth organization; must work well cross functionally
- Drives alignment across multiple levels and teams through collaboration
- Ability to quickly build credibility and trust
- Ability to influence and negotiate tough decisions
- Excellent verbal and written communication skills
- Ability to work under pressure and execute on deadlines, handling multiple opportunities with different priorities and deadlines
- Ability to communicate complex issues concisely
- Proven track record of building trust from ground zero, synthesizing account goals into product/service offerings, and selling our solutions for the mutual benefit of the account and Health Services and Payer Solutions.
- Demonstrate the initiative and experience to proactively identify issues, plan work and meet goals on schedule.
- Experience in successfully aligning teams in complex, matrixed organizations to actively manage relationships and mitigate individual economic concerns.
- Strong interpersonal communication (verbal and written) and organizational skills.
- Experience in understanding commercial analytics for pharmaceutical brands
- Comfortable working in a fast-paced dynamic environment.
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.
