Director of Sales - Healthcare/Pharma Media, Audience Data & AI

Job Description

Job Description

As Director of Sales, you will sell digital advertising, first-party healthcare audience data, content syndication and Healthcare AI solutions directly to U.S. pharmaceutical companies, with secondary reach into hospital networks, medical device companies and healthcare media agencies. You will sell to brand and product managers, omnichannel and activation leads, commercialization and market-access teams, and the agency planners, buyers and strategists who serve them. This role is 85% new business development and 15% account management in Year 1. There is no supplied lead flow — approximately 70% of your Year 1 pipeline is expected to come from healthcare commercialization relationships you already hold, and the balance from your own prospecting. This is a newly created senior individual-contributor position, reporting to the Chief Operating Officer. The base salary is $165,000 – $195,000 USD, plus uncapped commissions.

COMPENSATION & BENEFITS

•      $165,000 – $195,000 USD base salary, plus commissions

•      Year 1 OTE: $300,000 – $350,000 USD

•      Uncapped commission

•      Employer-paid share of medical, dental, vision, life/AD&D

•      Laptop, mobile and home office allowance

•      Business and travel expense account

•      Quarterly sales contests and prizes

THE COMPANY & CULTURE

Our client was founded in approximately 2006 and is a privately held, founder-majority-owned company. It is an established business growing 25–50% year over year, with 19 employees, headquartered in Toronto, Ontario, Canada. This is their first U.S.-based hire.

They are an owned-and-operated digital media publisher serving the U.S. healthcare and B2B markets. They operate 25+ of their own websites plus a health endemic network of more than 2,000 sites, totalling over 100 million webpages. They deliver digital advertising, first-party audience and identity data, content syndication, email, site sponsorships and Healthcare AI solutions, reaching healthcare professionals by specialty and location as well as U.S. consumers, patients and caregivers. Campaigns run across therapeutic areas including diabetes, hepatitis, hemophilia and women’s health, and across major U.S. hospital markets. Their client base includes top-20 pharmaceutical brands, major U.S. hospital networks and global enterprise technology companies.

The culture is results-oriented and collaborative across sales, operations, finance and customer success. There is a strong emphasis on accountability.

OFFICE LOCATION & SALES TERRITORY

•      Head office: Toronto, Ontario, Canada. There is no U.S. office.

•      Work arrangement: Home-based, fully remote, reporting into the Toronto head office

•      Required residence: You must live in the New York City / Northern New Jersey / Philadelphia corridor. the role depends on being able to set an in-person client meeting in the same week.

•      Sales territory: United States. Primary focus is direct pharmaceutical accounts; agency relationships are secondary and are coordinated with the Toronto team.

•      Client-facing expectations: Regular in-person meetings with clients across the New York / New Jersey / Philadelphia corridor

•      Working hours: Monday to Friday, U.S. Eastern time

•      A valid driver’s licence and vehicle are required

EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS

•      8–15 years of B2B sales experience, a substantial portion of it selling media, marketing services, audience data, ad-tech or marketing technology into healthcare

•      A live, current and demonstrable book of business in healthcare commercialization.

•      Your pharmaceutical relationships must sit on the media, marketing, commercialization or market-access side: brand and product managers, omnichannel and activation leads, commercialization teams, and the agency planners, buyers and strategists who serve them.

•      Experience selling intangibles consultatively — media, data, audience or technology solutions sold to multi-stakeholder buying groups over sales cycles measured in months

•      Industry background: healthcare and pharma-endemic media is preferred. Health ad-tech and DSPs, point-of-care networks, healthcare marketing agencies, health data providers and pharma commercialization services are all directly relevant. General digital media without pharmaceutical or hospital network relationships does not meet the requirement for this role.

•      A track record of carrying and hitting a quota in a fully remote role, without daily in-person management

•      Education: BA, BSc or diploma in commerce, marketing or communications, or equivalent practical business experience. This is not a hard requirement.

TECHNICAL SKILLS

•      Microsoft PowerPoint — Advanced. You will build and present client-facing decks unaided.

•      Microsoft Excel — Intermediate

•      Salesforce or comparable CRM — Intermediate

THE PRODUCT / SERVICE / SOLUTION

•      Digital advertising inventory across 25+ owned-and-operated healthcare websites

•      Digital advertising across a health endemic network of 2,000+ partner sites

•      First-party audience, identity and segmentation data

•      Healthcare content syndication, email programs and exclusive site sponsorships

•      Community and audience data licensing

•      Healthcare AI solutions

PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)

•      Primary: U.S. pharmaceutical manufacturers, sold direct — large enterprise accounts, including top 20 pharmaceutical brands

•      Secondary: U.S. hospital networks, medical device companies, healthcare marketers and media agencies

•      Decision-makers: brand and product managers, omnichannel and activation leads, commercialization and market-access teams, marketing directors, and agency planners, buyers and strategists

•      Customer locations: United States, with the heaviest concentration in the New Jersey / New York / Philadelphia pharmaceutical corridor

SALES CYCLE / ORDER VALUE / ACCOUNT SIZE

•      Consultative, multi-stakeholder sales cycles measured in months

•      The objective is master-level agreements rather than order-by-order buys — Master Service Agreements, insertion orders and data licensing agreements

•      Accounts are intended to be retained and grown year over year through campaign renewal

COMPETITIVE ADVANTAGES

•      They own and operate their sites, so they own their data — clients get proprietary audience and identity data rather than purchased third-party segments

•      Owning the inventory gives them a lower cost base than resellers and intermediaries

•      True omnichannel delivery from a single provider: display, endemic network, content syndication, email, sponsorships and audience data

•      Scale — 25+ owned sites, 2,000+ endemic network sites and 100M+ webpages, with reach across healthcare professionals by specialty and location as well as consumers, patients and caregivers

•      20 years in the healthcare digital media market with an established top-20 pharmaceutical client base

TYPICAL DAY & DUTIES

•      85% New Business Development

•      15% Account Management

On a typical day you will be activating your existing relationships across pharmaceutical brand, omnichannel, commercialization and market-access teams, running targeted and personalized outreach to new contacts, setting and running discovery meetings, preparing proposals and RFP responses, presenting to clients in person and virtually, negotiating and closing Master Service Agreements and insertion orders, working with the Toronto operations and client success teams on campaign delivery and reporting, and maintaining your pipeline in Salesforce. In Year 2 the split moves toward 70% new business development and 30% account management as your book builds.

LEADS

•      Approximately 70% of Year 1 pipeline is expected to come from your own existing healthcare commercialization relationships

•      Approximately 30% from self-sourced prospecting — targeted, personalized outreach. Generic high-volume outreach does not work in this market.

•      Marketing and business development support is based in Toronto. This role is not built on supplied leads — you are expected to generate your own activity.

•      Industry conferences and events are an expected source of new relationships

OVERNIGHT TRAVEL

•      Client-facing travel throughout the United States for client meetings, industry conferences and events

•      Most client meetings in the New York / New Jersey / Philadelphia corridor are same-day travel and do not require an overnight stay

•      Overnight travel is expected to be less than 20%, concentrated around national client meetings and industry conferences

SUPPORT & TRAINING

•      Onboarding is delivered remotely by the Toronto head office, with direct involvement from the CEO and COO

•      Product, inventory, audience data and Healthcare AI training provided

•      Salesforce and sales process training provided

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