Director of Business Development

Business Development Director, West Region

Field-based · Full-time · 50% travel

About the role

InStockRx is the marketplace that lets pharmacies trade surplus inventory and source medications at a fair price, keeping good drugs from going to waste and giving independent pharmacies room to breathe against PBM margin pressure. We're profitable, growing, and recently closed a Series A.

This is a field-based sales role responsible for growing InStockRx's business within an assigned regional territory. You'll build and manage relationships with pharmacies, drive adoption of the InStockRx marketplace, and be accountable for measurable growth across your region. It's a strong fit for a proven sales professional who has managed a defined territory for a national wholesaler or a Group Purchasing Organization (GPO), and who is comfortable being on the road most of the time.

What you'll own

• Own and grow a defined regional territory, meeting or exceeding annual sales and growth targets.
• Develop and execute a strategic territory sales plan.
• Build and maintain relationships with independent and multi-location pharmacies, state association partners, and GPO territory representatives, driving adoption and ongoing use of the InStockRx marketplace.
• Identify and prospect new pharmacy accounts, managing a full sales cycle from first contact to close.
• Manage your sales funnel and pipeline, forecasting accurately within your territory.
• Travel within your assigned territory to meet prospects and customers face to face, including regional trade shows and industry events.
• Partner cross-functionally with account management, marketing, and operations to support customer success and retention.
• Maintain accurate activity, pipeline, and account plans in the company CRM.
• Report regularly on territory performance, market feedback, and growth opportunities to sales leadership.
• Perform other sales and company related duties as assigned.

What success looks like in your first year

• Territory revenue and account growth are visibly ahead of where they started.
• A strong, well-managed pipeline of new pharmacy accounts is active and moving through the sales cycle.
• Relationships built at a wholesaler or GPO are being actively converted into new InStockRx business.
• Sales leadership can count on accurate, up to date territory reporting and forecasts.

What makes you a good fit

• Proven track record of sales excellence and relationship building at a national pharmaceutical wholesaler, managing a defined territory.
• A demonstrated history of growing that territory, not just maintaining it.
• Experience carrying a title such as Regional Manager or Territory Manager.
• Prior experience as a territory manager for a Group Purchasing Organization (GPO) or as a drug wholesale representative is a strong plus.
• 4 or more years of B2B field sales experience in the pharmacy or pharmacy adjacent healthcare space.
• Bachelor's degree or an equivalent combination of education and experience.
• Ability to develop and execute strategic sales plans.
• Strong interpersonal, negotiation, and conflict resolution skills.
• High level verbal and written communication and presentation skills.
• A collaborative approach to working across departments to ensure customer satisfaction.
• Strong time management and organizational skills, with the ability to multitask and problem solve independently.
• Comfortable spending 50 to 75 percent of your time on the road within your territory.
• Valid driver's license required.
• Working knowledge of the U.S. healthcare environment, particularly retail pharmacy.

Working conditions

• Primarily a home office-based role, with frequent time in customer offices and out in the field.
• Extended periods of computer-based work for CRM, reporting, and communication.

Compensation

• Base salary: $90,000 to $120,000, plus monthly and annual bonuses, depending on experience and location.
• Bonus: Paid monthly, based on performance thresholds.