Assistant Director of Sales

Assistant Director of Sales - Hospital Sales

Company: Medivant Healthcare
Department: Hospital Sales
Location: Phoenix, AZ (Travel Required)
Reports To: Vice President of Sales

Position Summary

Medivant Healthcare is seeking a results-driven Assistant Director of Sales - Hospital Sales to support the growth and execution of our hospital sales strategy across the United States. This leadership role is responsible for driving revenue growth, developing strategic customer relationships, supporting the sales team, and expanding Medivant's presence within hospitals, health systems, IDNs, GPOs, and other healthcare organizations.

The ideal candidate has a strong background in pharmaceutical or healthcare sales, experience selling to hospitals, and the ability to lead, coach, and motivate a high-performing sales team while delivering exceptional customer service.

Key Responsibilities

Sales Leadership & Strategy

• Support the VP of Sales in developing and executing the national hospital sales strategy.
• Lead, coach, and mentor Hospital Sales Representatives to achieve individual and team sales goals.
• Monitor sales performance, pipeline activity, and revenue forecasts.
• Identify opportunities to expand market share and increase product adoption within hospitals and healthcare systems.
• Develop sales plans aligned with company objectives and revenue targets.

Business Development

• Build and maintain strong relationships with hospital administrators, pharmacy directors, procurement teams, physicians, and key decision-makers.
• Identify and pursue new business opportunities within hospitals, health systems, Integrated Delivery Networks (IDNs), Group Purchasing Organizations (GPOs), and specialty clinics.
• Conduct presentations, product demonstrations, and business reviews with prospective and existing customers.
• Negotiate pricing and commercial agreements in collaboration with senior leadership.

Customer Relationship Management

• Serve as a trusted advisor to customers by understanding their operational and clinical needs.
• Ensure high levels of customer satisfaction through proactive communication and timely issue resolution.
• Collaborate with Customer Service, Operations, Manufacturing, Quality, and Finance teams to ensure seamless customer support.

Team Development

• Recruit, onboard, train, and mentor Hospital Sales Representatives.
• Conduct regular coaching sessions, ride-alongs, and performance evaluations.
• Foster a culture of accountability, collaboration, and continuous improvement.
• Assist in developing sales training materials and best practices.

Sales Operations & Reporting

• Maintain accurate sales forecasts, customer information, and pipeline updates within the CRM system.
• Analyze sales trends, market intelligence, and competitor activity to identify growth opportunities.
• Prepare weekly, monthly, and quarterly sales performance reports.
• Ensure compliance with company policies and healthcare industry regulations.

Cross-Functional Collaboration

• Partner with Marketing to support product launches and promotional initiatives.
• Collaborate with Operations and Supply Chain to ensure product availability and customer satisfaction.
• Work closely with Finance on pricing strategies, contracts, and revenue forecasting.
• Support executive leadership with strategic sales initiatives and special projects.

Qualifications

• Bachelor's degree in Business Administration, Healthcare Administration, Life Sciences, Marketing, or a related field. MBA preferred.
• 10-15 years of pharmaceutical, healthcare, or medical sales experience, including at least 5 years in a sales leadership role.
• Demonstrated success selling to hospitals, health systems, IDNs, or GPOs.
• Strong knowledge of hospital purchasing processes and healthcare reimbursement environments.
• Proven ability to lead high-performing sales teams and consistently exceed revenue targets.
• Experience with CRM platforms (Salesforce, HubSpot, Zoho CRM, or similar).
• Excellent communication, negotiation, presentation, and relationship-building skills.
• Strong analytical, organizational, and strategic planning abilities.

Preferred Qualifications

• Experience within a 503B outsourcing facility, sterile compounding, injectable pharmaceuticals, or specialty pharmaceuticals.
• Existing relationships with hospital pharmacy leadership and healthcare purchasing organizations.
• Experience launching new pharmaceutical products or expanding into new healthcare markets.

Travel Requirements

• Ability to travel up to 50-75% within the United States.
• Valid driver's license and ability to travel by air as required.

Key Competencies

• Strategic Leadership
• Hospital Sales Expertise
• Business Development
• Customer Relationship Management
• Negotiation & Contract Management
• Team Leadership & Coaching
• Revenue Growth
• Sales Forecasting & Pipeline Management
• Cross-Functional Collaboration
• Communication & Presentation Skills
• Problem Solving & Decision Making