SVP, Pharma Solutions

Position Overview The SVP, Pharma Solutions is a senior player-coach sales leadership role responsible for driving revenue growth across DrFirst's Pharma line of business. This role carries dual accountability: directly managing and developing a team of pharma sales professionals while personally owning a book of key accounts and an individual revenue target. The SVP leads from the front, modeling consultative selling excellence while coaching a team to hunt new opportunities and grow existing pharma relationships from the operational through C-suite level. This role works cross-functionally across DrFirst's Consumer Solutions team and broader organization to bring integrated, cross-brand solutions to market. Who Will Love This Job • A player-coach who is equally energized by leading a team to win and personally closing deals. • A proven sales leader who has built, developed, and held a team accountable to quota while carrying their own number. • A trusted advisor who engages credibly at the C-suite level and builds long-term client relationships grounded in business value. • A consultative seller who understands client needs deeply and positions DrFirst solutions as the right answer. • A cross-functional collaborator who rallies internal teams around client opportunities and brings integrated solutions to market. • A commercially minded operator who owns the team number, manages pipeline with discipline, and holds themselves and others accountable to results. • An innovation-minded professional excited about what's next in pharma commercialization: patient access, specialty medications, medication adherence, and data-driven solutions. What you will work on Team Leadership and Sales Management • Recruit, develop, and manage a team of pharma sales professionals; set clear expectations, provide ongoing coaching, and drive a high-performance culture. • Set individual and team revenue targets in alignment with line of business goals; hold the team accountable to pipeline activity, forecast accuracy, and quota attainment. • Conduct regular 1:1s, pipeline reviews, and performance conversations to develop sellers and accelerate deal velocity. • Partner with Sales Enablement to identify skill gaps and ensure the team has the tools, training, and resources needed to succeed. • Foster a collaborative, client-first team culture aligned to DrFirst's values and commercial objectives. Personal Sales Execution and Revenue Ownership • Carry and meet an individual revenue quota in addition to team targets. • Hunt and farm within the pharmaceutical industry to develop and maintain relationships from the operational through C-suite level. • Build, maintain, and execute accurate strategic account plans for all personally assigned accounts. • Develop and drive key account strategy, pricing, and deal execution to meet or exceed assigned revenue targets. • Partner with clients through a consultative sales approach to understand their business needs and deliver value-adding solutions. Pipeline and Forecast Management • Develop, maintain, and communicate team and personal pipeline and revenue forecasts to sales leadership. • Update and maintain Salesforce for all activity, pipeline, and account management; ensure team compliance with the same. • Proactively identify risks and opportunities within the team pipeline and take action to keep revenue on track. Client Strategy and Business Development • Own executive-level relationship development for key Pharma accounts, with focus on revenue growth, retention, and long-term partnership. • Present tailored DrFirst solutions to Pharma clients, articulating business value, product fit, and strategic alignment. • Coordinate across the Consumer Solutions team and broader DrFirst organization to bring integrated, cross-brand solutions to key accounts. • Partner with Product Development to identify and develop new industry solutions based on client needs and market trends. GTM and Cross-Functional Collaboration • Collaborate with Product and Marketing to support product positioning, messaging, and go-to-market execution within the Pharma vertical. • Work closely with Program Management, Analytics, and Product to ensure client commitments are executed effectively. • Leverage analytics and data insights to shape client conversations, demonstrate value, and inform team and account strategy. Qualifications Required • Bachelor's degree required; advanced degree preferred. • 10+ years of experience in strategic sales or business development within healthcare, life sciences, or pharma tech. • 3+ years of sales management experience with a proven track record of leading quota-carrying teams to results. • Demonstrated history of personally meeting or exceeding sales quotas within complex, enterprise pharma accounts. • Experience managing a team while carrying a personal book of business in a player-coach capacity. • Strong consultative selling skills with experience developing and executing strategic account plans. • Excellent communication and executive presence; comfortable leading high-stakes client presentations and negotiations. • Experience with CRM and pipeline management tools; NetSuite experience a plus. • Familiarity with health data, clinical workflows, or life sciences commercialization. Preferred • Deep existing relationships within the pharmaceutical industry that can accelerate pipeline development. • Experience with patient access programs, specialty medications, medication adherence, or therapeutic awareness solutions. • Familiarity with DrFirst's medication management platform or adjacent Healthcare IT categories. Physical Requirements • 40% Travel for client visits, conferences, and team meetings. • 60% Desk/Phone/Virtual meeting work. #LI-GF1 #LI-Remote Benefits • Competitive compensation, with a base salary of $200,000 - $250,000 (Exact compensation may vary based on skills and experience). • Eligible for Commission, depending on individual performance and quarterly sales results. • Medical, dental, and vision insurance. • 401K eligible after 3 months of employment, with 50% company match up to first 5% of salary contributed to the plan with a 3-year vesting schedule. • HSA for eligible employees enrolled in the HDHP, with a generous company contribution up to $500 for individual coverage and $1,000 for family coverage per year. • 100% company paid short and long-term disability, AD&D, and group life insurance. • Accrued annual paid time off (PTO) of 18 days for the first 3 years of service, increasing thereafter and 7 paid holiday days. • Employee Assistance Program. • Continuing Education funds up to $1,500 annually for eligible programs after 1 year of service. • Voluntary benefits including FSA, Hospital indemnity, Accident and Critical Illness insurances. DrFirst is committed to being a Remote-First company, creating a dynamic and flexible workplace where everyone can thrive, no matter where they log in from. Check out our approach to remote work: https://drfirst.com/company/about-us/careers/.