Position Overview:
The Pharmacy Segment Leader is the single-threaded owner of customer value creation and segment economic outcomes across the Pharmacy portfolio, spanning B2B buyers/admins/influencers and B2C learners. This leader is a passionate voice for the future of the pharmacy profession, able to translate customer and market insight into differentiated value for both enterprise employers and individual pharmacists.
The Pharmacy Segment Leader is accountable for ensuring the entire Pharmacy lifecycle operates as a coherent, measurable growth system that reliably delivers customer outcomes and profitable performance. Success in this role looks like: clear activation → engagement → renewal loops, higher LTV from connected experiences, faster learning cycles through disciplined experimentation and AI-enabled insight, and cross-functional teams aligned around shared outcomes rather than outputs.
This role is single-threaded ownership of outcomes, not functional ownership of execution. The Pharmacy Segment Leader does not directly manage Sales, Marketing, Product, Engineering, or Customer Success, and is not a quota-carrying sales leader (Pharmacy sales is owned by the CRO). Instead, the Pharmacy Segment Leader partners deeply with functional leaders to translate Pharmacy segment priorities into scalable execution, runs a disciplined operating cadence (metrics, VOC, experiments, lifecycle reviews), and holds the system accountable for results. This leader is accountable for ensuring product, content, platform, and go-to-market motions work together to create durable customer value and segment-level economic performance.
What You'll Do
- Own the end-to-end lifecycle vision for the Pharmacy segment
- Establish and maintain a cohesive segment strategy aligned to Colibri’s three-year plan and Pharmacy’s 2026 economic commitments
- Ensure B2B and B2C experiences reinforce each other (e.g., enterprise workforce solutions connected to learner outcomes and content ecosystems)
- Align B2B buyers, admins, and influencers around clear value narratives and ROI, especially in pharmacy enterprises
- Identify and eliminate friction across journeys, platforms, content libraries, onboarding, and customer support loops
- Be accountable for segment-level performance against quarterly and annual financial commitments, including renewal and retention durability, expansion / multi-product adoption, and growth wedges (esp. Technician Suite)
- Define, own, and operationalize a driver-based metric system including activation, engagement, retention/renewal, expansion, usage intensity, time-to-value, and lifecycle conversion rates
- Create a clear linkage between customer outcomes and economic outcomes (LTV, margin, NRR, pipeline efficiency)
- Inform pricing strategies across both B2B and B2C, including testing methodologies and risk management on pricing model migrations
- Lead and align cross-functional “pods” around the Pharmacy segment’s lifecycle outcomes and KPIs
- Set segment operating rhythms including lifecycle KPI reviews, funnel and expansion reviews, experiment cadences, and customer feedback loops
- Hold teams accountable to commitments, learning velocity, and customer outcomes
- Serve as the primary internal voice of the Pharmacy segment with a deep understanding of customer needs, buyer dynamics, and market trends
- Own executive-level customer engagement for B2B to ensure VOC drives prioritization, positioning, and lifecycle design
- Maintain situational awareness of competitive pressure (e.g., Relias, HealthStream, Medbridge, ASHP, Wolters Kluwer/Simplifi)
- Drive a consistent view of “what customers value” into segment strategy, GTM messaging, and product investment
- Lead and participate in all pharmacy advisory boards and ensure translation of learnings into full segment strategy
What You'll Need to Succeed
- Has owned outcome-based growth for a B2B (or B2B2C) segment with complex buyer/admin/learner dynamics
- Has experience in pharmacy (retail and/or hospital) and/or closely adjacent fields; can engage enterprise healthcare executives and translate VOC into decisions
- Strong systems thinker: can connect product, platform, customer success, sales, marketing, and GTM mechanics into measurable loops
- Comfortable leading through influence and shared metrics rather than direct authority
- Experience with GTM client onboarding and documentation
- Experienced in enterprise lifecycle motions: onboarding, adoption, expansion, renewal, multi-product penetration
- Highly analytical: can build driver-based models, spot friction, and run experimentation with product market fit
