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.

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