Responsibilities
- Act as an extension of the CRO and reduce unnecessary demands on CRO time
- Oversee day-to-day management of the national sales organization, providing leadership, coaching and performance oversight for a team of 6.
- Identify skill gaps and act as a mentor to team members
- Serve as the primary point of contact for national sales team needs, questions, and coordination across the organization including; Product, Marketing, Finance, and Content
- Manage and review sales funnel with sales team weekly
- Act as primary point of contact for the national accounts team on operational aspects including territories updates, compensation review, iterations, performance reviews, forecasting calls and new business commitment from the team each month.
- Ensure sellers have tools, information, and support needed to execute
- Coordinate between Sales, Marketing, Product, and Finance
- Project manage GTM efforts ensuring all resources are planned and provided
- Drive follow-through on revenue-impacting initiatives.
- Ensure alignment on priorities and timelines
- Partner with Sales Ops and Other
- Pipeline accuracy (close date, stage, and following agreed to guidelines, with “status updates”)
- Monitoring leads which have not been contacted and work with marketing and sales ops to create a process
- Coordinate training and enablement, as needed
- Ensure adoption of tools and messaging
- Partner with accounts receivables to improve communications with AR/Sales to determine improved processes and reduce surprises
- Be the liaison for custom projects, non-standard payment terms, and other
- Monitor contract queue for those requiring additional monitoring:
- Monitor and ensure our investments make sense for paid solutions (Zoominfo, DHI, Linkedin)
- Respond to internal reporting requests
- Ensuring transactional contracts are booked prior to month-end and don’t lapse into the following month
- Support large deals by aligning stakeholders, providing technical expertise and sales oversight
- Remove internal blockers
- Drive execution of strategic initiatives
Requirements
- 6–10+ years in strategic or enterprise sales
- Experience leading a sales team
- Significant technical expertise in the pharmacy space
- Strong understanding of B2B sales processes
- Strong hunting skills, focused on land and expand sales motion
- Highly organized with strong follow-through
- Strong communication and executive presence
- Ability to operate autonomously in a fast-paced environment
- Proficiency in AI-driven tools to strengthen sales capabilities
Team
Team size: 6. Structure: national sales organization
