MGR, BUSINESS DEVELOPMT, SPECIALTY PHARMACY
This position reports to the Executive Director, Pharmacy Services, Yale -New Haven Health System and provides
direction and support for business development and growth of the specialty pharmacy services with a focus on
external growth and selected internal growth projects, data dashboards, data requirements for
Excelera/LDDs/Pharmacy Leadership, and assist in the recruitment support for the operations manager. This
position will work closely with the Associate Director, Specialty Pharmacy to develop strategic growth
opportunities, prioritize initiatives and expand business into new payer markets /employers with pharmacy benefit
Business Development -Identify External New Customers- Develop relationships with payers and businesses
that are considering changes to their pharmacy benefit. Responsible for developing relationships with key
customers and serve as the point person for prospective new client. Responsible for Foundations and
Associations for growth opportunities including Digital Health grants.
Business Development -Develop New Business Proposals- Organize client meetings and proposal
presentations. Develop proposals that meet customer needs. Facilitate internal approval process of
proposals. Coordinate with Finance on pricing strategies and detailed pricing proposals. Work with Managed
Care to identify specialty pharmacy business opportunities as current negotiations come up. Lead internal
discussions on proposal status and actions required to win.
Business Development - Finalize Contract and New Customers- Coordinate with leadership, pharmacy
operations, legal and finance to develop contract. Negotiate and finalize contract with client /customer. After
contract is finalized, design and develop with finance, budget required to support new business.
Business Development - Communication- Coordinate with Associate Director on pharmacy capabilities and
assist in determining the capabilities needed for our client base. Consistent communication with clients to
sustain new business and maintain relationships. Responsible for marketing strategy and direction for
Recruitment - Identify and Screen Qualified Candidates - Recruit qualified candidates aligned with the current
approved business plans and timeframes. Identify qualified candidates for open positions through pharmacy
blitzes and interviews. Design and develop overall recruiting strategies while applying HR recruiting best
Recruitment - Schedule and conduct candidate interviews. Act as a point person for new candidates during
selection process. Make hire recommendations and coordinate with Associate Director, Clinical Coordinator
and Pharmacy Manager on all positions. Communicates the status of projects to ED/AD on a weekly basis.
QBR to client.
Recruitment - Develop with HR on offer package and perform job and task analysis to document job
requirements and objectives. Communicate with Candidate and coordinate with Pharmacy Manager on start
date and training.
Data/Operational Dashboard - Deliver and Maintain Dashboards- Lead the delivery and ongoing maintenance
of the Specialty Pharmacy Operations Dashboard. Define the Dashboard content /measures and frequency
(e.g. daily operations metrics, summary leadership metrics). Work with IT to deliver the data warehouse
required to populate the Dashboard. Work with IT to produce the content of the Operations Dashboard (e.g.
turnaround time, call center metrics, PDC and MPR). Work with Finance on financial data. Coordinate with
IT to extract clinical and operational metrics from all systems - QS/1, Therigy, EPIC, Cisco. Work with
Finance to create monthly/quarterly/annual reporting, including forecasting and inventory reports.
Data/Operational Dashboard - Deliver Excelera Required Data - Coordinate with Excelera and IT to deliver Key
data elements required for LDDs (e.g. Pfizer). Coordinate all SOWs for Excelera's requirements on current
LDDs and Master Agreements with Pharma (e.g. 1-5 examples such as Sutent and Ibrance). Coordinate all
Excelera standards; assist operations manager to complete requirements needed.
Data/Operational Dashboard - Produce Interim Reports - As formal Dashboard is being developed, work to
produce interim reports. Assist in any data required for specific requests required for business development.
Data/Operational Dashboard- Generate Data Insight - Recommend opportunities for identifying gaps required
needed to meet the standards for new customers. Present data, when appropriate at Quality Committee and
Pharmacy Leadership meetings.
Facilities - Assist in helping to maintain all facility management such as coordination of projects. Work with
Pharmacy Manager to improve all facility functions. Serve as a point person for projects related to Specialty
Pharmacy and supervision for all related operations (maintenance, grounds, custodial, transportation/parking,
printing, and shipping and receiving)
Facilities - Skycom - Act as the point of contact for courier service and develop service plans that meet the
needs of the Specialty Pharmacy. Assist Procurement department with courier service contracts and
recruitment expansion. Create a training plan to educate new drivers as pharmacy technicians and training
on dispensing system QS/1.
Contract negotiations -Assist procurement on GPO contracts and purchasing from manufacturer or
wholesaler. Negotiate and finialize contracts with vendors
Management - responsible for the management of the MAP coordinators and Medicare Part B billers .
Responsible for all financial reporting and interfacing with the finance department. Assist in the workflow for
Transplant and provide feedback to Specialty Manager and Clinical Coordinator .
Graduation from an accredited College of Pharmacy with a B.S. or Pharm. D. degree. Advanced degree or MBA
Minimum of five years in business development in specialty pharmacy. Business development experience with
start-up business preferred. Strong working knowledge in research and strategic analysis skills, project
management and program development. Candidates must have strong communication skills in order to
communicate, present, assert and speak to all the different stakeholders involved, they must also be able to call on
prospects with confidence.
This individual must demonstrate strong verbal and written communication, presentation, organizational and data
analysis skills. Capable of negotiating contracts, along with strategizing and researching new business. Also, have
the ability to complete a competitive analysis needed to identify the Specialty Pharmacies current position, and what
competitive advantage could be. Capable of creating presentations and high competency in Microsoft Office .
Ability to work in a self directed environment. Must have the ability to collaborate with multiple parties from inside
and outside the company, be able to build relationships, influence, manage conflicts and navigate through barriers in
order to get things done.
This individual in the position is held accountable to the Executive Director, Pharmacy Services, Yale -New Haven
Health System. Essential to maintain the highest professional standards and support the vision, mission and goals
of YNHHS. This individual is held accountable to staffing standards as documented in the Attendance and
Punctuality and the HR data on performance review completion.
The individual must demonstrate the ability to identify, plan, implement and monitor business development and
Specialty Pharmacy program initiatives. This individual must have strong skills as a project manager, being able to
plan and manage projects, manage the risks involved, calculate budgets, cost, and time spent working on ongoing
Connecticut Pharmacist Licensure eligible
See Inside the Office of Yale New Haven Hospital
Yale New Haven Hospital provides diverse comprehensive care in over 100 medical specialties. As the primary teaching hospital of the Yale School of Medicine, YNHH provides around-the-clock coverage and insightful, research-supported patient care. In addition to providing quality medical care to patients and families, Yale New Haven Hospital is the second largest employer in the New Haven area, with more than 12,000 employees.
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