Manager, Market Development (Life Sciences)

Summary

Join Wheel as a Manager, Market Development to drive growth within the life sciences sector, focusing on pharmaceutical brands and enterprise clients. This role will involve building a pipeline of qualified opportunities for our sales team, supporting direct-to-consumer programs related to patient engagement and telehealth solutions.

Requirements

• 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

Responsibilities

• Lead and mentor a small team of Business Development Representatives (BDRs) focused on life sciences and digital health
• 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
• 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
• 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
• 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
• 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
• 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
• 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

Benefits

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