• Director of Business Development

    Job Locations US
    Posted Date 4 days ago(10/11/2018 5:57 PM)
    Job ID
    2018-1562
  • About DrFirst

    This is a great opportunity to be a part of a successful Healthcare IT company experiencing significant growth. We have a proven product, brand-name customers, significant revenue and growth, and are backed by leading investors. Here you'll get to work with some of the smartest and most interesting people around; solving unique and complex challenges in healthcare on a scale matched by few companies.

    Over 170,000 healthcare professionals, 67,000 pharmacies and 60% of healthcare IT vendors in the market depend on us every day to manage medication safety and efficiency, reduce clinical errors, and improve patient outcomes.

    Our culture is entrepreneurial, team oriented, collaborative, and fast-paced. If you get excited about stretching yourself in new ways, developing yourself to your fullest potential, and care about working with smart colleagues; we want to talk to you!

    Position Overview

    The Director of Business Development (DBD) is responsible to drive revenue and end-user growth for DrFirst by direct solution selling to EHR and Healthcare IT companies.  You are the “tip of the spear” for delivering new contracts with high-value strategic customers that serve as the growth-engine for DrFirst products and services.  The solutions you sell are sophisticated, innovative and considered best-of-breed in the industry.  You will be selling products/services that are integrated into the EHR/HIT vendor’s clinical systems and end-user workflows.  They are focused on delivering unique insights, functionality, benefits and removing friction for prescribers and patients related to medication management. 

    To be successful, you will need to be effective consulting and selling to business, product, technical, operations and finance leaders.  You will own specific quarterly/annual revenue and end-user growth goals and manage a segment of the market to drive results.  Success is achieved through contracting high-value prospects for key products/services with terms and execution plans that accelerate time-to-market and user adoption.  The DBD must collaborate effectively across company divisions in order to meet individual, team and corporate goals.  The DBD reports to the Partner division Executive Vice President.

    What you will work on

    Who will love this job

    • A driver who works with purpose and passion; someone who will elevate our management team through new perspectives, ideas, and solutions.
    • A healthcare sales veteran who understands challenges, trends and opportunities in the healthcare market and how EMR/EHR and HIT vendors serve ambulatory and acute care customers.
    • A proven consultative sales performer who can influence and deliver value to customer executives, sell additional product/service solutions and exceed growth-minded company revenue goals.
    • A B2B reseller channel expert who understands how to build mutually beneficial and lasting relationships with channel partners including collaborative strategies and execution plans for sales/marketing success of joint solutions.
    • An adaptable professional who is intellectually curious and willing to investigate, test, analyze and interpret market challenges and opportunities.   We’re an innovative company shaping healthcare in new and exciting ways.
    • A builder that enjoys developing new business opportunities, strategies and solutions with HIT vendors.
    • A trusted advisor and leader who sets a high personal bar for learning and growing in knowledge and skill to help customers and DrFirst improve and grow.
    • A collaborator who recognizes the value of working with key stakeholders across the organization developing the go-to market solution, messaging and business models that positions DrFirst competitively to accelerate winning market share and profitability.
    • A strategic operationalist who utilizes a data-driven approach to make decisions and set a clear strategy and operating plan for our sales team to hit ambitious revenue goals

    What you’ll do:

    • Solution Sell:  The DBD is responsible to drive contract success with strategic EHR and HIT companies for DrFirst products and services.  You develop the strategy and execution plan to succeed including how to best leverage DrFirst talent and resources.  This means being a high-activity BD leader that understands the right items to spend their time on, building and managing pipeline and effective use of DrFirst resources to achieve success in a competitive market.
    • Consult:  You will “go deep” with strategic customers to better understand their business goals, company situation, solutions and how to achieve new mutual benefits.  You’ll need to do this at an executive level for greatest impact and results.    
    • Grow the Business:  DrFirst solves important problems in big ways.  We’re a growth company with large opportunities to capture.  This role will require deep and creative thinking to achieve market-leading results in brand-new to mature market segments.  You have to believe it can be done and have a vision and plan to get there.
    • Deliver Results:  The ability to clearly see the right goals, make strategies from existing and new ideas, deliver the right execution plan and manage to desired results will make you incredibly successful at DrFirst.  You’ll be working some of the best HIT companies in the nation.  We are committed to producing world class products and business practices that drive differentiated value to EHRs and HIT companies.  Being skilled at managing competing priorities, pivoting and adjusting quickly, and thinking about the big picture are keys to success. 
    • Marketing Programs:  It’s critical to help our reseller channel increase their success in selling/marketing our combined solution to customers.  This requires knowing their needs, capabilities, capacity and business drives.  When contracting, it’s important to include high-quality marketing plans in the business terms to insure effective collaboration and execution of activities that will drive successful customer purchasing and adoption.
    • Problem solving: The problems we are solving for the industry and with our customers are unique and complex. This takes critical thinking, root cause analysis, and issue dissection with the team to come up with the best solution.
    • Collaborate:  We have some of the brightest minds and talent in healthcare.  Our best work is done when we seek and leverage the ideas, skills and capacity of our peers to achieve more.  As a DBD, you will need to work well across functional and executive teams to develop the best strategies, plan and accelerate results.
    • Self-Starter:  You’re a Director and we will count on you to own, lead and drive your piece of the business and team forward.  You will be responsible for an incredibly valuable set of customers to the overall success of the company.  We are looking for life-long learners who are curious and willing to act.  People who have a growth mindset, stay up on their craft, and always keep an eye out for what’s next and how it can lead to new opportunities.

    Qualifications

    What you should have done / What you bring:

    • Bachelor’s degree
    • 10+ years sales experience (B2B and B2C)
    • Healthcare market and IT experience with a fundamental knowledge of EHR solutions and vendors
    • Consistent proven performer for meeting/exceeding quarterly and annual revenue goals as an individual sales performer or leader of sales team
    • Proven success with solutions sales of complex software products/services in the healthcare market
    • Demonstrated understanding and expertise of managing high-performing reseller channels
    • Demonstrated sales/marketing expertise and experience developing marketing programs for reseller channels that lead to improved sales results
    • Experience turning ideas and strategies into successful business plans
    • Have prior successful job experience at a company with an entrepreneurial, high-growth and collaborative culture
    • Led the development of financial models, pricing strategies and business plans in collaboration with executive, finance, product and operations teams
    • Experiencing leading or contributing to M&A activities

    Physical Requirements

    Physical requirements

    • 25% interaction and meetings in office
    • 40-50% travel to customers, events and DrFirst offices
    • 25% desk and phone

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