WORK LOCATION: RemoteJOB 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.
Together, these dynamics create a unique opportunity for the incoming Vice President to:
- Play a lead role in shaping the next phase of growth within the Health Plan market.
- Influence the evolution of the firm's go-to-market strategy and operating model.
- Partner with leadership to build a more scalable, performance-driven business development function.
- Expand market presence and impact in a dynamic, high-demand environment.
This is an opportunity to help define the future of the organization's growth strategy, supported by a strong foundation, committed leadership team, and continued investment in capabilities and talent.
WHAT YOU'LL DO: 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.
The target market includes national and regional health plans, Blues plans, provider-sponsored plans, Medicaid managed care organizations, Medicare organizations, and other payer organizations seeking to improve pharmacy and healthcare performance, affordability, member outcomes, regulatory readiness, and operational effectiveness. The role also engages adjacent payer stakeholders and channel partners where relevant and aligned to Health Plan segment values and growth strategy.
The portfolio in scope includes strategic consulting, pharmacy benefit and drug cost management advisory services, procurement and vendor evaluation support, PBM strategy and contract optimization, formulary and utilization management advisory, specialty pharmacy and high-cost drug strategy, clinical and financial analytics, performance reporting and benchmarking, market strategy support, implementation and transformation support, and technology-enabled data, reporting, and decision-support solutions. The Vice President is expected to translate complex client needs into integrated solutions that combine subject matter expertise, analytics, and execution support to deliver measurable client value.
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.
COLLABORATION & SUPPORT The Vice President will operate within a collaborative commercial model supported by Proposal Management, Sales Operations, subject matter experts, and marketing resources, allowing strong focus on client development, opportunity advancement, and successful deal conversion.
ANNUAL SALES PLANNINGThis role leads annual and multi-year sales planning for the Health Plan market, including revenue targets, strategic growth priorities, target account focus, pipeline expectations, and coordinated business development actions aligned to segment objectives.
WHAT YOU'LL BRING: - 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: The national average salary for this role is $180 000.00 - $210 000.00 in base pay and exclusive of any bonuses or benefits. The base pay offered will be determined based on your experience, skills, training, certifications and education, while also considering internal equity and market data.
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. This range represents the employer's good faith estimate of the compensation for this role at the time of posting.
