Description

Senior Director, Business Development – Pharmacy Benefits (PBM)

Location: Nashville, TN
Compensation: $168,000 – $205,000 (based on 10+ years PBM BD experience)
Travel: 25–30%
Role Type: Full-Time | Senior Leadership | Individual Contributor

We are  partnering with a leading national healthcare organization to identify a high-performing, deeply experienced Senior Director of Business Development with a strong background in Pharmacy Benefits Management (PBM). This role is designed for a true PBM sales expert with a proven track record of relationship-building, strategic growth, and closing business in the employer and consultant markets.

This position plays a key role in driving enterprise pharmacy growth and expanding PBM program adoption across the corporate segment.

Role Overview

The Senior Director of Business Development is responsible for owning the PBM sales pipeline, achieving aggressive annual growth targets, leading outreach strategies, and serving as the PBM subject matter expert to HR leaders, consultants, and corporate stakeholders. This role is highly visible, strategic, and action-oriented — ideal for a seasoned PBM sales executive.

This is an individual contributor role with significant cross-functional influence.

Key Responsibilities

Sales Growth & Pipeline Management

• Meet or exceed annual PBM sales growth targets
• Build, manage, and advance a robust pipeline of corporate prospects through all sales stages
• Lead outreach efforts into targeted employer groups, consultants, and channel partners
• Maintain high daily activity levels across calls, emails, and engagement touchpoints

PBM Expertise & Market Engagement

• Serve as the PBM program expert for external stakeholders
• Build strong relationships with HR buyers (Benefits Managers, HR VPs, CHROs, etc.)
• Actively engage third-party advisors and brokers to support new business opportunities
• Stay visible in the marketplace through conferences, meetings, and networking

Strategy, Collaboration & Enablement

• Contribute to annual PBM sales strategy, messaging, and go-to-market initiatives
• Collaborate closely with internal pharmacy, PBM vendor, sales, and marketing teams
• Support development of business development tools, webinars, promotional materials, and education resources
• Assist in coordinating strategic RFP responses with internal teams and external partners

Consultative Selling & Leadership Influence

• Coach and support broader sales team members with PBM SME knowledge
• Deliver presentations, solution overviews, and consultative insights to executive-level buyers
• Influence pipeline progression through strategic thinking and strong industry expertise

Required Qualifications

• Bachelor’s degree in business, marketing, healthcare, mathematics, science, or related field
• 10+ years of Business Development experience in the PBM or pharmacy benefits space (required)
• 5+ years in leadership or senior-level roles
• Proven track record of meeting or exceeding sales goals
• Strong experience building relationships with HR buyers and third-party consultants/brokers
• Deep knowledge of PBM contracting, operations, pricing, and benefit design
• Experience supporting RFP processes and complex employer group evaluations
• Excellent communication, executive presence, and consultative selling skills

Preferred Qualifications

• Advanced degree or professional designation (MBA, ASA/FSA, PharmD, RPh)
• Experience selling PBM or pharmacy programs within large or complex organizations