Senior Director, National Accounts

📋 Description

• Serve as an extension of the Chief Revenue Officer (CRO) to alleviate unnecessary demands on their time.

• Supervise the daily operations of the national sales organization, offering leadership, coaching, and performance management for a team of six.

• Identify skill gaps and provide mentorship to team members.

• Act as the primary contact for the national sales team, addressing their needs, inquiries, and coordinating with other departments such as Product, Marketing, Finance, and Content.

• Conduct weekly reviews of the sales funnel alongside the sales team.

• Serve as the main point of contact for the national accounts team regarding operational matters, including territory updates, compensation reviews, performance evaluations, forecasting discussions, and monthly new business commitments from the team.

• Ensure that sales personnel have the necessary tools, information, and support to execute effectively.

• Facilitate coordination between Sales, Marketing, Product, and Finance departments.

• Oversee project management for Go-To-Market (GTM) initiatives, ensuring resources are appropriately planned and allocated.

• Propel follow-through on initiatives that impact revenue.

• Ensure alignment on priorities and timelines across teams.

• Collaborate with Sales Operations and other relevant parties.

• Maintain pipeline accuracy, including close dates, stages, and compliance with established guidelines, along with providing “status updates.”

• Monitor uncontacted leads and collaborate with Marketing and Sales Operations to develop a systematic approach.

• Organize training and enablement sessions as necessary.

• Promote the adoption of tools and messaging within the team.

• Work with accounts receivable to enhance communication with AR/Sales for improved processes and to mitigate surprises.

• Act as the liaison for custom projects, non-standard payment terms, and related matters.

• Oversee the contract queue for those needing additional monitoring.

• Evaluate our investments in paid solutions (Zoominfo, DHI, LinkedIn) to ensure they provide value.

• Address internal reporting requests promptly.

• Ensure that transactional contracts are finalized before month-end to prevent lapsing into the following month.

• Support large deals by aligning stakeholders, delivering technical expertise, and providing sales oversight.

• Eliminate internal obstacles to enhance productivity.

• Drive the execution of strategic initiatives.

⛳️ Requirements

• 6–10+ years of experience in strategic or enterprise sales.

• Proven experience in leading a sales team.

• Extensive technical knowledge in the pharmacy sector.

• Strong grasp of B2B sales processes.

• Excellent hunting skills, with a focus on land-and-expand sales strategies.

• Highly organized with exceptional follow-through capabilities.

• Strong communication skills and executive presence.

• Ability to work independently in a fast-paced environment.

• Proficiency in AI-driven tools to enhance sales capabilities.

🏝️ Benefits

• Comprehensive health and wellness benefits.

• Opportunities for professional development and growth.

• Flexible work arrangements.

• Competitive compensation package.