VP BD Case Study

VP, Business Development

Series A

Opioid Addiction

15 Weeks

Our client had been looking to identify a VP of Business Development as their first official sales hire. Given the importance of the hire to their company, they turned to us to run the search, and we made an investment in the company in kind.

In working directly with the Founder & CEO of the organization, we were retained to find a high caliber executive to join their SLT, articulating 6 key criteria they hoped to see. These included deep expertise with health plans and employers, proven success in market development, and creating scalable processes.

We began by kicking the search off with a deep dive with the CEO of the organization and subsequent discussions with senior leadership to gain perspective into the organization and outline the search criteria. We then went through an exhaustive research cycle, which lasted three weeks, at the end of which we presented a calibration slate of five candidates who were all interviewed by our client.

As we completed Stage 2 of our search process, the mandate for our client became clearer. We placed a higher emphasis on individuals who had more experience with payers rather than employers, which became a bigger component of our client’s business model. We also increased focus on individuals who were mission-driven and entrepreneurial, which meant that we started to look at executives who could demonstrate a cultural commitment to the organization, versus simply being able to do the job.

This resulted in a candidate emerging midway through our Stage 3 process who exemplified all the tangible and intangible criteria that we were searching for. This individual was put through a rigorous internal vetting process that included case studies with the senior team and meeting with Board members.

The new VP of Business Development was hired and has had instant impact.

“Having this new addition on our team has been huge during a challenging year, and exciting time for the company. He hit the ground running, has developed a great pipeline, and everyone on the team loves him.” – Client