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Director of Business Development & Client Strategy

Director of Business Development & Client Strategy

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Business Development/Consulting

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The Director, (DCSBD) will be accountable and responsible for coordinating the strategy, management, and revenue of assigned key pharmaceutical, biotech, payer. medical diagnostics and life science agency customers. The person will research, plan, and execute the overall account to meet or exceed assigned territory objectives at the assigned key customers.

This person will be responsible for identifying key decision makers and facilitating strong relationships across multiple levels within the key account in order to drive revenue for the company. The job will focus on the Payor sector of the business.


  • Coordinate the overall account management for the Key Customers to whom they are assigned Responsible for managing a portfolio of approximately 10 accounts in the life sciences/payer sector. Will “hunt” and “farm” within these accounts and develop and maintain relationships from the operational through the ‘C’ level. 
  • Will coordinate with sales leadership and PI leadership to present bigger, cross brand solutions. Accountable for meeting and/or exceeding assigned sales objectives, maintaining existing and building new revenue within assigned key accounts in alignment with the individual line of business revenue goals.
  • Will build, maintain and execute accurate and up to date strategic account plans. 
  • Develop, implement and drive the key account strategy, sales, pricing and deal execution to meet or exceed assigned territory objectives.
  • Develop, nurture and facilitate direct relationship with key customers at all appropriate levels
  • Partner with clients through a strategic and consultative sales approach to understand their business needs, issues, strategies and priorities to deliver a value-adding business solution.
  • Partner with other team members and product development team to identify and develop new industry solutions
  • Develop, maintain, and communicate key account and portfolio level pipeline and revenue forecasts to sales management on a weekly basis- update and maintain Netsuite for all activity.


A Bachelor’s degree in a related field of Business or Marketing is preferred and MBA is a plus. A minimum of 10 years outside sales experience is required. Sales experience in selling into EHR’s and/or other information products and solutions, preferably in the Payor industry.  Candidates should be self-motivated with demonstrated sales ability and a long proven record of key customer development and quota overachievement. Strong oral and written communication skills required. Moderate travel required.

  • Demonstrated sales success and knowledge of sales concepts, methods and techniques.
  • Demonstrated success in leading, motivating and developing individuals and high performance teams.
  • Strong understanding of business beyond core functional expertise.
  • Demonstrated expertise in digital marketing (mobile, web2.0, social media, etc)
  • Excellent written and oral communication skills and the ability to persuade, influence, negotiate and make formal presentations in meetings and training environments.
  • Strong MS Word, PowerPoint, Excel ability
  • Ability to develop strong business relationships within all levels of organizations, including senior level executives.
  • Demonstrated skills in organization group process, problem identification and resolution at both a strategic and functional level.
  • Ability to communicate and interact effectively with people from multi-functional and diverse backgrounds.
  • Ability to organize and manage multiple priorities.


Physical Requirements:

  • 60% Standing/moving throughout office environment & overnight travel
  • 40% Desk/phone work