Senior Vice President, Independent Retail Sales

Morris & Dickson Co., LLC

About The Position

The Senior Vice President of Independent Retails Sales plays a critical role in driving segment strategy and execution. Under the direction of the CCO, this role is responsible for building and sustaining sales talent, programs, and processes that are scalable, efficient, and aligned with business needs. This leader will represent a $2B+ market segment and be responsible for the implementation and long-term success of our go-to-market retail strategies and customer partnerships. With a strong focus on leveraging our historical success and building for future growth, this position plays a critical role in the overall success of the company. Success will be measured through the development and tracking of Key Performance Indicators (KPIs) each year and building a sustainable, long-term model that can help grow the business on a national scale. This role manages a team of field sales professionals who understand how to maintain the current customer base while attracting new customers.

Requirements

Bachelor’s degree, preferably in Sales, Marketing or Management
12+ years of experience in Sales and organizational leadership
Strong understanding of pharmaceutical wholesaling industry and its role in supply chain
Experience in negotiating and developing contracts with customers
Ability to communicate with clarity across commercial and administrative teams
Familiarity with CRM systems and financial reporting tools
Travel, up to 75% of the time

Nice To Haves

Experience in healthcare, pharmaceutical, or specialty industries preferred

Responsibilities

Lead all sales and customer-relation efforts in the Independent Retail segment
Set goals for each territory with periodic feedback in order to drive success at all levels of retail pharmacy, including LTC, Mail Order and Secondary.
Spend time with the field sales team and customers learning where Morris & Dickson can help them grow and offer solutions for managing their pharmacies.
Drive the sales prospecting process and keep an accurate pipeline of future customers
Improve customer interactions with a focus on communications designed to optimize the customer experience, as well as a streamlined process for staying in touch on important issues
Manage the annual Trade Show appearances with the goal of improving ROI and increasing the pull-through with these interactions
Develop targeting and segmentation strategies with the ability to measure outcomes at all levels of the Independent Retail team, including Retail, LTC and secondary opportunities.
Develop annual business plans that meet and support the goals of the organization
Establish a rigorous sales funnel pipeline process that can be used by Finance to forecast sales throughout the year
Help establish the Customer Operations team so it can support customer relations, including Pricing and Customer Service
Platform current and future processes on a CRM and provide the necessary training so it is used as a workflow tool within the company