Director of Business Development (51149)

The Director of Business Development is responsible for driving sustainable, organic revenue growth by systematically identifying, enabling, and executing growth opportunities across NDC Inc.’s customer and product portfolio. This role combines strategic growth operations leadership with hands-on business development, sales enablement, and relationship management to attract new customers, expand existing accounts, and increase share-of-wallet.

The Director of Business Development will lead cross-selling initiatives, optimize inside and outside sales efforts, manage strategic accounts programmatically, and win repeatably through whitespace and share-of-wall expansion campaigns. This role also owns the deployment, adoption, and optimization of Salesforce.com as a core growth platform, ensuring accurate data, actionable analytics, and disciplined sales execution. Success in this role requires strong cross-functional partnership, analytical rigor, and the ability to operate effectively in both strategic and execution-oriented capacities.

Duties and Responsibilities

Growth Strategy and Revenue Enablement

• Support year-over-year organic revenue growth by enabling repeatable sales processes, consistent execution, and analytics-driven decision making.

• Identify, prioritize, and execute growth opportunities through cross-selling, whitespace analysis, and share-of-wallet expansion initiatives.

• Programmatically manage strategic accounts to drive predictable and scalable revenue growth.

• Optimize inside sales productivity and outside sales coverage models to improve efficiency and effectiveness.

• Determine the highest-potential cross-sell and new business opportunities in partnership with Sales and Executive Leadership.

Business Development and New Customer Acquisition

• Perform sales and marketing duties required to attract new customers and increase revenue.

• Research, prospect, call, and generate new leads with a tenacious and organized approach to business development.

• Build and maintain strong relationships with prospective customers, existing customers, and business partners.

• Revisit and re-engage inactive or lapsed accounts to identify renewed revenue opportunities.

• Coordinate and facilitate marketing, communication, and outreach initiatives to new clients.

• Prepare and coordinate all materials required for new client development and onboarding.

• Facilitate and organize meetings, including webinars, virtual meetings, and on-site business meetings.

• Oversee onboarding of new customers and rationalization targets into applicable programs.

Salesforce.com Leadership and Analytics

• Ensure full adoption, compliant usage, and effective utilization of Salesforce.com across the NDC organization.

• Lead the successful introduction and integration of Salesforce.com into new functions and teams.

• Own Salesforce.com data integrity, reporting standards, governance, and user enablement.

• Oversee continuous enhancement and optimization of Salesforce.com to meet evolving business needs.

• Support sales management cadence with timely reporting, dashboards, documentation, and actionable insights.

• Effectively and compliantly utilize Salesforce.com to track activities, pipeline health, and performance outcomes.

Sales Performance and Process Optimization

• Review and evaluate sales team performance, including pipeline health, coverage models, organizational structure, and compensation plans.

• Assess sales pipeline management practices and identify opportunities for improvement, including churn mitigation, customer ramp strategies, and lost-customer win-back initiatives.

• Brief management regularly on day-to-day business development activity, performance trends, risks, and growth opportunities.

Cross-Functional Collaboration and Stakeholder Partnership

• Develop deep, trusted partnerships with Sales, IT, Finance, Supplier Management, Customer Service, and Executive Leadership.

• Partner with Sales, IT, Finance, and other stakeholders to identify gaps in analysis, reporting, or process and implement effective solutions.

• Create effective operating conduits between Sales and Supplier Management to align customer demand with supplier capabilities.

• Work closely with Supplier Relations to build strong supplier partnerships that enable new customer growth strategies and referral opportunities.

• Install systematic processes to capture, organize, and prioritize customer requests and enable effective cross-functional collaboration.

• Support key organizational reporting and planning processes, including monthly business reviews, ad hoc working sessions, and the annual budgeting process.

Leadership and Other Responsibilities

• Provide leadership, guidance, and oversight to team members supporting business development and growth initiatives, as applicable.

• Foster a culture of accountability, continuous improvement, and data-driven decision making.

• Perform other duties as assigned.

Required Skills and Experience:

• Prior growth operations experience for a $1B company within the medical products and/or

• Demonstrated record of systematically and programmatically organizing for growth, including sales force optimization, inside sales growth, strategic accounts management, CRM and sales analytics, and effective management cadence at the executive level.

• Extensive Salesforce.com experience, having overseen implementation and adoption of advanced instance across multiple stakeholder groups.

• Deep experience and proficiency with sales analytics including territory / quota design, comp plan design and management, sales campaign design and reporting, etc.

• Experience driving sales growth using Salesforce.com.

• Team and Capability Building— demonstrated experience identifying talent, building teams, and working in high growth environments.

• Has ability to teach and foster continuous improvement and to install systems and processes where ones have not existed or are sub-standard.

• Leadership:  Clear communicator, can articulate a vision and direction; successful particularly in situations with significant change

• Tenacity: Able to successfully drive change agenda and fully accomplish all objectives

• Motivational:  Comfortable in situations with little structure or established processes.  Works collaboratively with Private Equity partners and promotes visibility of personnel.  Willing to work though ambiguity and can act on 80/20 information.

Preferred Skills and Experience:

• Salesforce.com experience

• Software implementation and maintenance experience within an enterprise level healthcare company

• Demonstrated experience facilitating a culture of analytics-based decision making.