The posting
Valeris is a fully integrated life sciences commercialization partner that provides comprehensive solutions that span the entire healthcare value chain. Formed by the merger of PharmaCord and Mercalis, Valeris™ revolutionizes the path from life sciences innovation to real-life impact to build a world in which every patient gets the care they need. Valeris works on behalf of life sciences companies to improve the patient experience so that patients can access and adhere to critical medications. Backed by proven industry expertise, a deep commitment to patient care, the latest technology, and exceptionally talented team members, Valeris provides the data and strategic insights, patient support services and healthcare provider engagement tools to help life sciences companies successfully commercialize new products. Valeris provides commercialization solutions to more than 500 life sciences customers and has provided access and affordability support to millions of patients. The company is headquartered in Morrisville, North Carolina and Jeffersonville, Indiana. To learn more about Valeris, please visit www.valeris.com.
The Director Business Development reports to the Chief Revenue Officer and serves as Valeris’ dedicated new-business hunter, responsible for identifying, prospecting, and closing new-logo relationships with life sciences manufacturers. This is a high-impact, quota-carrying role for an experienced enterprise seller who thrives on building pipeline opportunities from the ground up and converting complex, multi-stakeholder sales cycles into long-term commercialization partnerships.
The Director Business Development is responsible for driving new client acquisition across Valeris’ patient access portfolio, partnering closely with strategy, marketing, commercial operations, business operations, product, design & implementation, legal, finance and executive leadership to build compelling, tailored solutions that win new business and expand Valeris’ footprint in the market.
This role is critical to Valeris’ long-term success: our ability to become a patient access market leader depends on expanding Valeris products and services across a broader client base, diversifying revenue streams, and building a healthier, more resilient business. The Director Business Development is expected to be a primary driver of this growth, personally accountable for expanding Valeris’ client base.
Your Impact in This Role
Essential Functions:
1. Demand Generation
- Personally own and execute proactive prospecting and outreach to target life sciences manufacturers, leveraging multiple channels (Salesforce, referrals, industry events, conferences) to build and manage a robust new-business pipeline.
- Develop and execute a comprehensive new-business strategy that identifies and targets high-value market segments, therapeutic areas, and ideal customer profiles within the life sciences industry.
- Build relationships with key decision-makers at target manufacturers, and represent Valeris at industry events, conferences, and forums to build brand awareness and generate pipeline.
- Lead complex, multi-stakeholder sales cycles from initial contact through close, working as a cross-functional Valeris team member in the development of tailored value proposition solutions that resonate with enterprise-level buyers.
2. “Ecosystem Expert”
- a) Account-Level ProfilingResearch and map each target account’s organizational structure, including business units and franchises relevant to Valeris’ solutions. Identify key decision makers and influencers within each target account and build durable relationships with them ahead of and throughout the sales cycle. Track each target account’s product/program life cycle and pipeline to time outreach and tailor pitches to where opportunity exists and Valeris can deliver differentiated value.
- b) Product-Level ProfilingDevelop working Target Product Profiles for prospective clients’ key products to inform prospecting and positioning. Understand each prospect’s brand strategy to include market/patient access aspirations, aligning Valeris’ overall value proposition to position accordingly. Maintain working knowledge of patient journeys and the competitive landscape for target products to sharpen and differentiate Valeris’ value proposition. Track each target product’s life cycle stage to identify the right moment to engage and the right solution to propose.
3. Revenue Forecasting by Client
- Own accurate, ongoing revenue forecasting for the new-business pipeline, tracking conversion rates, deal stage, and expected close timing by prospect and client.
- Partner with Finance and executive leadership to validate forecast assumptions and set realistic, accountable growth targets.
4. Valeris Cross-Functional Collaboration
- Work cross-functionally with strategy, marketing, commercial operations, business operations, product, design & implementation, legal, finance and executive leadership to develop winning solutions and remove barriers to close.
- Maintain active involvement in competitive positioning and market intelligence, sharing insights with marketing, strategy and product teams.
- Explore adjacent markets, therapeutic areas, and verticals for expansion opportunities in partnership with strategy, marketing, product, and operations teams.
Additional Responsibilities
- Always maintain confidentiality, as exposure to sensitive information regarding Valeris operations and client relationships is mandatory for proper analysis of channel opportunities.
- Communicate and be accountable to all Valeris identified standards and expectations.
- Maintain ethical standards and integrity while sustaining competitive intensity.
- Provide consistent communication and collaboration with internal and external stakeholders, and adhere to administrative task responsibilities, including CRM hygiene and reporting cadence.
- Complete required training on time for all corporate policies and procedures governing access to confidential data.
- Conduct miscellaneous tasks or projects as assigned.
Ideal profiles/professional experience to thrive in this role
- 10+ years of enterprise sales and/or business development experience in a direct new-business hunting role, ideally within life sciences, pharmaceutical services, or healthcare commercialization
- 10+ years of experience in life sciences, pharmaceutical services, or healthcare commercialization, ideally working in a patient services capacity
- Proven track record of successfully opening new logos at enterprise scale and converting them into long-term client partnerships
- Strategic mindset with the ability to build and execute go-to-market strategies for a defined market segment
- Self-motivated hunter mentality with strong personal selling skills, comfortable with cold outreach, pipeline building, and managing complex, multi-stakeholder sales cycles
- Executive-level communication skills with the ability to clearly articulate differentiated & client specific value propositions to senior-level decision-makers
- Demonstrated success operating in competitive markets and winning deals against well-established competitors
- Analytical capability to build and maintain pipeline and revenue dashboards, and to optimize prospecting based on data
- Bachelor’s degree in business, life sciences, or a related field, or equivalent professional experience
Preferred Attributes
- Existing network and relationships among life sciences manufacturers and/or patient access, HUB, or specialty pharmacy service buyers
- Market Access, patient services, or specialty pharmaceutical experience
- Successful experience working in a growth-stage company
Physical Demands & Work Environment
- While performing the duties of this job, the employee is regularly required to talk or hear. The employee is frequently required to sit for long periods of time, use hands to type, handle or feel; and reach with hands and arms. Prefer candidates who can type at least 35 words per minute with 97% accuracy.
- Although very minimal, flexibility to travel as needed is preferred.
- This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, etc.
Why Work for Valeris?
We’re committed to supporting the well-being and success of our team members. As part of our organization, full-time employees can expect:
- Medical, dental, and vision plans, including HSA- and FSA-eligible options, with Valeris contributing toward premium costs
- Additional health support, including telehealth and Employee Assistance Program (EAP) services
- Company match on Health Savings Account contributions
- Free Basic Life and AD&D coverage equal to your annual earnings, with a minimum of $50,000 and a maximum of $300,000
- Company-paid Short-Term Disability coverage, with the option to purchase Long-Term Disability
- 401(k) Retirement Savings Plan with 100% match on the first 5% you contribute, with immediate vesting
- Paid Time Off (PTO) and Sick Leave to support work-life balance
- Team members receive nine paid holidays plus two floating holidays
- Opportunities for advancement in a company that supports personal and professional growth
- A challenging, stimulating work environment that encourages new ideas
- Work for a company that values diversity and makes deliberate efforts to create an inclusive workplace
- A mission-driven, inclusive culture where your work makes a meaningful impact
Any offer of employment is contingent upon the successful completion of a background check and, depending on the position, a drug screen in accordance with company standards. Please note that this job description is not intended to be an exhaustive list of all duties, responsibilities, or activities associated with the position. Responsibilities and tasks may be modified at any time, with or without notice.
Our Commitment to Equal Opportunity
At Valeris, we don’t just accept difference – we celebrate it, support it and we thrive on it for the benefit of our employees, our products and our community. Valeris is proud to be an equal opportunity employer.
