Vice President, Business Development and Strategy

ASHP seeks a senior leader to drive enterprise revenue growth strategy and commercial execution across B2B sales, partnerships, licensing, sponsorships, and corporate relations.

Responsibilities

• Lead the strategy and execution of enterprise-wide revenue growth, including enterprise partnerships, B2B sales and marketing, data licensing, sponsorships, and product and service launch and expansion, with direct accountability for meeting revenue targets
• Identify, develop, and maintain relationships with executives and senior decision-makers across hospital and health-system pharmacy, pharmaceutical and medication-related industries, IT/technology companies, publishers/distributors, colleges/schools of pharmacy, professional organizations, and government entities
• Build, lead, and develop high-performing sales, business development, and partnership teams interfacing with current and prospective ASHP customers and business partners
• Own budget development and P&L management for assigned revenue portfolios, including pricing strategy and business models for products, services, databases, and membership; direct short- and long-term sales strategies aligned to organizational financial goals
• Partner across ASHP business units and with internal pharmacist and clinical subject-matter experts to ensure offerings are clinically credible, market-relevant, and aligned with ASHP’s mission
• Develop and execute enterprise growth strategies to expand ASHP’s influence, impact, and revenue through new business opportunities, strategic investments, and innovative partnership models
• Monitor marketplace trends across healthcare, pharmacy, technology, education, and associations; evaluate competitive dynamics, customer needs, and emerging opportunities to guide strategy, product development, and investment decisions
• Collaborate with leaders across education, membership, pharmacy practice, publications, technology, and operations to identify, develop, launch, and scale products, services, and solutions that create value and generate sustainable revenue
• Develop member and customer-focused value propositions and business solutions for pharmacists, pharmacy technicians, health systems, industry partners, educators, students, and other key stakeholders
• Create business cases, growth strategies, and performance reports for executive leadership
• Evaluate emerging technologies, business models, market trends, and partnership opportunities to foster a culture of innovation and generate new value for ASHP and its members
• Lead institutional sales and licensing of ASHP drug databases and data products, plus career resources, across institutional and industry markets domestically and internationally
• Lead corporate relations and contracting with pharmaceutical, medication-related, publishing/distribution, and IT/technology industries to support business alignment and revenue generation
• Develop and manage strategic alliances with professional organizations and U.S. and international government entities
• Lead negotiation of complex contracts, licensing arrangements, and partnership agreements, including deal structuring and pricing terms
• Design, grow, and manage sponsorship programs and channel partnerships
• Identify and develop new markets; influence new product and service development; expand existing ASHP product and service reach
• Serve as a liaison to hospitals and health systems to determine product and service needs and deliver customized packages across ASHP products, services, and membership
• Develop revenue and expense budgets, pricing models, and forecasts; maintain accountability for business development and sales targets and report performance to executive leadership
• Champion use of Salesforce, business analytics, AI, and prospecting tools to build pipeline, forecast accurately, and support commercial decisions
• Maintain a high profile representing ASHP internally and externally; travel to meet customers, hospital and health-system pharmacy leaders, and business partners
• Perform other duties as assigned

Requirements

• Demonstrated success identifying and launching new business ventures, strategic partnerships, products, services, or revenue streams with measurable growth objectives
• Experience conducting market analysis, competitive assessment, business case development, and strategic planning in a complex healthcare, nonprofit, association, or related setting
• Demonstrated financial management experience, including budget development, financial forecasting, business case analysis, pricing strategies, revenue growth initiatives, and P&L accountability for substantial portfolios
• Proven ability to lead complex, cross-functional change across multiple business units, stakeholders, operational processes, financial considerations, and strategic objectives
• Experience evaluating and launching new business ventures, strategic investments, partnerships, acquisitions, or innovative business models preferred
• Bachelor’s degree required; pharmacy degree (PharmD or BS Pharm) strongly preferred; MBA or MS preferred
• Completion of an ASHP-accredited residency a plus
• 10+ years of senior leadership experience in business development, enterprise/B2B sales, revenue growth, or strategic partnerships in relevant healthcare-related business contexts
• Proven record of achieving or exceeding revenue targets and driving organizational growth
• Experience negotiating complex contracts, licensing, and partnership agreements
• Experience building and leading sales, business development, or partnership teams
• Budget and P&L responsibility
• Experience working with C-suite executives and senior decision-makers; executive relationship management
• Demonstrated success developing and executing growth strategies, including new market development
• Pharmacy practice or pharmacy leadership experience (e.g., hospital or health system) strongly preferred
• Healthcare or professional association experience, including involvement in state or national pharmacy associations, preferred
• Exceptional interpersonal, communication, and executive presence skills
• Proven ability to partner across business units and with external stakeholders; strong team leadership skills
• Strategy execution with a strong results orientation; advanced financial acumen; creativity, innovation, and change management skills absolutely required
• Experience in: enterprise sales and data licensing; business development and strategic partnerships; revenue generation, contract negotiation, and deal structuring; corporate relations; pricing and business models; budget development and P&L management; market expansion and new market development; channel partnerships and sponsorship development; Salesforce, business analytics, and prospecting tools; AI tools including Claude and CoPilot

Technologies

• Salesforce
• AI
• Claude
• CoPilot

Location: Bethesda, MD (hybrid)

Salary: USD 280,000 - 330,000 per year