Business Development Manager - Pharmaceutical Distribution / Independent Pharmacy / Cooperative[...]

One of the last independent pharmaceutical wholesalers in America — 90 years old, debt‑free, cooperative‑owned, and growing — is hiring its first‑ever hunter for a largely greenfield western territory. If you have real relationships with independent pharmacy owners in Ohio, Kentucky, Indiana, West Virginia, or Western PA, this is the most compelling call you’ll take this year. In This Role You Will Own the full new business cycle — prospecting, consultative selling, and onboarding — across a territory of approximately 600–700 independent pharmacy prospects. You’ll call on pharmacy owners and pharmacists‑in‑charge at independent retail pharmacies, and VP‑level decision makers at LTC and closed‑door pharmacies. Once accounts are onboarded, they transition to a Regional Account Manager — so you’re free to keep hunting. This is a pure new logo role with no farming and no ceiling. What Makes This Role Worth a Conversation Greenfield western expansion — you’d be planting the flag in a region with virtually no footprint Cooperative model: members are shareholders; profits are returned as annual dividends — a story independent pharmacy owners genuinely connect with $272.7M revenue, debt‑free, zero PE involvement — decisions made in members’ interests, not for an exit multiple 234 employees; President’s cell is available to members — zero bureaucracy LTC pharmacy is the primary growth engine — closing one LTC account can be $40K–$175K+/month at the highest margins in the business Compensation & Benefits Base Salary: $100,000–$110,000+ Commission: $10,000/quarter at 100% of plan + uncapped accelerators above plan OTE: $140,000–$150,000 at 100% goal (uncapped above plan) Ramp protection: Commission guaranteed for first two quarters Mileage: $0.725/mile reimbursed T&E: Hotels, meals, and client entertainment reimbursed bi‑weekly Medical, Dental, Vision, and Disability insurance 401(k) with company match Generous PTO and company holidays Industry conference attendance and professional development The Hardest Part of the Job This is greenfield. Outside of Eastern Ohio and parts of WV/KY, they have limited brand awareness in the territory. You will be building pipeline from scratch — no SDR team, no inbound leads, no inherited book of business. You’ll be calling on independent pharmacy owners who are skeptical of every distributor pitch they’ve heard. The reps who win here lead with genuine ROI conversations and relationship credibility, not price sheets. If you’re a farmer or a price‑cutter, this isn’t the right fit. Qualifications 5+ years in sales calling on independent pharmacy owners (3 years considered for candidates with exceptional relationships in territory) Active rolodex of independent pharmacy relationships in OH, KY, WV, IN, or Western PA — this is the #1 qualifier Proven new business hunter — demonstrated track record of opening net‑new accounts Familiarity with cooperative/GPO wholesale model strongly preferred Backgrounds that transfer directly: former McKesson, Cardinal, Cencora, or regional wholesaler rep; pharmacy buying group or GPO sales; pharmacy services or clinical program sales to independent owners Must be based within the territory (Louisville, Lexington, or Cincinnati preferred) No degree requirement specified — relationships and results are the qualifiers #J-18808-Ljbffr