Director of Business Development (Charlotte)
Director of Business Development Company: Confidential (Code name: Project Evergreen) Location: Charlotte, North Carolina. Candidates may be based throughout the Eastern Time Zone, ideally in a market with convenient direct air service to Charlotte. Work Arrangement: Remote, with 1–2 in-person visits per month to the Charlotte, NC office Compensation: $175K base salary, depending on experience, plus sales incentive and full benefits; $250K total compensation opportunity Travel: Approximately 30–40% About the Company Our client is a highly profitable, fast-growing company operating in the unit-dose pharmaceutical packaging sector . The business designs, sources, and supplies unit-dose packaged products, primarily vitamins, supplements, and over-the-counter products, along with a growing portfolio of select prescription products. The company distributes nationally through major U.S. pharmaceutical wholesalers and has established a differentiated position by identifying underserved product categories where competition is limited. The business has a strong product pipeline, attractive margins, and multiple additional avenues for growth across prescription unit-dose, institutional, federal, and other channels. The Opportunity We are seeking a commercially driven Director of Business Development to serve as the leading sales professional in the organization and take ownership of the company's growth objectives. The business has historically grown without a dedicated sales function, with customer relationships and commercial development driven directly by company leadership. This role will take those relationships forward, professionalize the commercial process, expand penetration within existing accounts, and develop new revenue channels. The mandate has two primary components: Deepen existing pharmaceutical wholesaler relationships: increase product listings, reorder activity, account penetration, and positioning with category buyers. Generate new revenue: develop prescription unit-dose, federal/VA, institutional pharmacy, and other identified growth channels. This is a quota-carrying position for a hands-on business development leader who can both manage strategic relationships and personally hunt for new business. Key Responsibilities Own and deepen day-to-day relationships with national pharmaceutical wholesalers, including category buyers, item-setup teams, and private-label groups. Lead regular business reviews, new-item submissions, account development, and product positioning. Secure listing and stocking of new products and drive the pull-through necessary to generate recurring reorder activity. Develop direct relationships with long-term-care and institutional pharmacies, alternate-site providers, group purchasing organizations, and health systems. Build new revenue channels, including prescription unit-dose and federal/VA/DoD opportunities. Support FSS scheduling, prime-vendor mechanics, and contract-compliance efforts where applicable. Gather market intelligence regarding competitor withdrawals, category gaps, unit-dose availability, customer economics, and pricing. Assist with wholesaler agreement renewals, distribution service fee negotiations, chargebacks, and rebate programs. Establish CRM discipline, pipeline management, forecasting, and a repeatable new-product launch process. Operate independently in a lean, entrepreneurial environment without a large supporting sales or marketing infrastructure. Ideal Candidate Direct experience selling through national pharmaceutical wholesalers . Experience managing large national wholesaler accounts, including item setup, category buyer relationships, chargebacks, rebates, and distribution service fee terms. Existing relationships within the pharmaceutical wholesaler ecosystem are highly valued. Familiarity with long-term-care pharmacy, alternate-site providers, GPOs, institutional pharmacy, and institutional packaging economics. Demonstrated hunter mentality , with a record of personally opening new accounts or building new channels rather than solely managing an inherited book of business. Quantifiable sales and business development results. Strong commercial understanding of gross-to-net economics, item-level margins, forecasting, and profitable product listings. Approximately 8–12 years of pharmaceutical, OTC, supplement, or medical-products sales and business development experience . Experience working effectively within a smaller or entrepreneurial organization where the individual had significant direct impact. Ability to operate hands-on, including managing CRM activity, developing sales materials, forecasting, and coordinating travel independently. Strong credibility and relationship-management skills, with the ability to assume established customer relationships and become a trusted external representative of the business. Preferred: Experience with VA, DoD, FSS schedules, federal prime vendors, or other federal pharmaceutical channels.
