Director of Inside Sales

American Associated Pharmacies (AAP)•Scottsboro, AL

2d•Hybrid

About The Position

The Director of Inside Sales leads a high‑performing, pharmacy‑focused inside sales department responsible for driving growth, engagement and retention across the cooperative’s independent pharmacy network. This role develops and executes the inside sales strategy, optimizes sales processes and builds a team that delivers measurable value to pharmacies through programs, services and purchasing solutions that improve long‑term pharmacy success. The Director partners closely with field sales, member support, vendor relations, marketing, operations and executive leadership to ensure inside sales contributions are aligned with cooperative priorities and customer needs. This role requires strong commercial acumen, exceptional relationship‑building skills and a deep understanding of independent pharmacy operations and purchasing economics.

Requirements

7+ years of B2B sales experience, including inside sales or telesales, preferably within pharmacy distribution, cooperative or buying group environments.
Proven track record of driving sales growth, achieving targets and improving customer engagement.
Experience managing inside sales or account management teams with measurable success.
Strong understanding of independent pharmacy business models, including financial and operational components, generic purchasing and pharmacy economics.
Demonstrated proficiency using CRM platforms and sales analytics tools.
Knowledge of pharmaceutical distribution, purchasing contracts and vendor programs.
Ability to travel up to 20% for meetings, conferences and customer visits.

Responsibilities

Develop and execute the inside sales strategy in partnership with executive leadership to advance cooperative objectives and growth initiatives.
Lead initiatives focused on customer acquisition, onboarding, engagement, retention and revenue expansion.
Define and manage performance metrics, KPIs, dashboards and forecasting processes.
Promote cooperative programs, preferred vendor agreements and purchasing solutions that enhance pharmacy profitability and member value.
Recruit, coach, and develop a high-performing inside sales team with a strong service and performance mindset.
Foster a culture of accountability, operational discipline and continuous improvement.
Implement structured sales cadence, call strategies and follow-up workflows to drive consistency and productivity.
Design and manage compensation plans and incentive programs that reinforce cooperative goals and desired sales behaviors.
Partner with operations and IT to optimize CRM utilization, reporting capabilities, sales automation and performance analytics.
Analyze participation, purchasing patterns, engagement metrics and pipeline performance to identify growth opportunities and risks.
Collaborate with operations, marketing and data teams to convert customer insights into actionable sales strategies and targeted outreach campaigns.
Align with marketing on lead generation, lead qualification criteria and nurturing to increase conversion rates.
Ensure tight alignment between inside sales, field sales, member support, operations and customer service teams.
Synthesize customer feedback and market insights to inform program development, website enhancements and marketing strategies.
Support seamless handoffs across every stage of the customer lifecycle, from first contact through ongoing engagement.
All other duties, as assigned.