Manager, Market Development (Life Sciences)

Job Title: Manager, Market Development (Life Sciences)

Location: Austin or SF Bay Area preferred; Denver, Atlanta, Seattle, Boston, or NYC also considered
Travel Required: Up to 25%

About the Company:

Wheel is evolving the traditional care ecosystem by equipping the nation's most innovative companies with a premier platform to deliver high-quality virtual care at scale. We offer proven strategies and cutting-edge technologies to foster consumer engagement, build brand loyalty, and maximize return on investment. Wheel solutions include configurable virtual care programs, an intuitive consumer interface, and access to a nationwide network of board-certified clinicians. Discover how Wheel is transforming the future of healthcare by visiting www.wheel.com.

About the Role:

We are seeking a dynamic Manager, Market Development to help drive growth within the life sciences sector, with a primary focus on pharmaceutical brands and enterprise clients. This role will focus on building a robust pipeline of qualified opportunities for our sales team, specifically supporting direct-to-consumer (DTC) programs related to patient engagement and telehealth solutions. 

Leveraging your experience in the pharmaceutical industry and understanding of the commercialization process, you will play an important role as a player-coach and work closely with marketing, sales, and customer success teams to drive strategic business initiatives and expand Wheel's presence in the pharma sector.

What You’ll Do:

• Leadership: 

  • Lead and mentor a small team of Business Development Representatives (BDRs) focused on life sciences and digital health ensuring they are equipped with the skills, tools, and guidance to successfully engage brands and clients.

  • Provide ongoing coaching and performance feedback to BDRs, helping them refine their outreach strategies, optimize their use of CRM and prospecting tools, and improve their overall effectiveness.

  • Take an active role in managing the team's pipeline, ensuring the timely progression of opportunities and identifying areas for improvement or additional focus.

• Lead Generation and Prospecting: 

  • Identify and engage prospects to build a pipeline of qualified leads, focusing on pharma brands and enterprise clients.

  • Research and map out key stakeholders, decision-makers, and business opportunities within target pharma companies.

  • Leverage tools such as Salesforce, Salesloft, ZoomInfo, and Pardot for tracking, outreach, and managing leads.

• Outreach and Engagement:

  • Develop tailored outreach strategies using digital channels (email, LinkedIn) as well as in-market strategies (attending industry events, conferences).

  • Create personalized engagement plans for each account, considering market dynamics and account-specific needs.

  • Maintain consistent follow-up and provide valuable insights to prospects, driving meaningful conversations around telehealth solutions.

• Collaboration:

  • Work closely with the marketing and sales teams to align on market insights, strategic goals, and outreach priorities.

  • Collaborate with demand generation, marketing, sales, and customer success (CS) teams to ensure seamless handoffs and integrated strategies.

• Sales Readiness:

  • Qualify leads using criteria such as budget, authority, need, and timeline (BANT), passing them along to sales executives at the appropriate stage.

  • Assist in transitioning leads from initial connection into the formal sales pipeline.

  • Track lead activity in Salesforce and ensure the timely movement of prospects through the pipeline.

• Event Participation:

  • Attend relevant pharmaceutical conferences, trade shows, and industry events to generate leads, network, and represent Wheel’s offerings.

  • Coordinate event follow-ups, ensuring contacts made at events are effectively engaged and moved into the sales pipeline.

• Market Expansion:

  • Gather and analyze market trends to provide feedback to internal teams on the evolving pharma landscape, regulatory shifts, and emerging opportunities.

  • Assist in refining go-to-market strategies as Wheel expands into additional therapeutic areas.

Who You Are:

• 4-6 years of experience in business development or a similar role within the pharmaceutical, telehealth, or life sciences industries with 1-2 years of experience in a leadership or mentorship role, ideally managing or coaching BDRs.

• Strong understanding of pharma commercialization processes, with a focus on DTC programs related to patient education, engagement, support, and data reporting.

• Proven ability to build and manage a pipeline, with a track record of developing qualified leads and working through structured lead qualification processes (e.g., BANT).

• Experience attending and networking at industry events such as pharmaceutical conferences or trade shows; public speaking or thought leadership is a plus.

• Familiarity with CRM systems and pipeline management tools such as Salesforce, Salesloft, and ZoomInfo, with the ability to track and report on pipeline health and opportunity conversion.

• Strong communication, presentation, and collaboration skills, able to engage and influence internal and external stakeholders effectively across sales, marketing, and customer success teams.

• Willingness to travel up to 25% for national conferences and events.

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