340B Contract Sales Director Sr.

Position Summary

The Contract Sales Director is responsible for driving new revenue growth through the acquisition and expansion of 340B contracts within an assigned territory. This is a highly sales-focused role centered on prospecting, pipeline development, executive-level engagement, and closing new business with 340B-eligible hospitals, health systems, health centers, and clinics.

This individual serves as the primary hunter within the region, identifying new opportunities, qualifying accounts, leading contract negotiations, and securing new agreements. Success in this role requires strong healthcare sales acumen, executive relationship building, and a deep understanding of 340B program economics, specialty pharmacy dynamics, and healthcare system decision-making processes.

The primary objective is to maximize new contract acquisition, referral growth, and revenue expansion from eligible healthcare entities.

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Key Responsibilities

1. New Business Development & Revenue Growth (75%)

Contract Sales Growth

· Own full-cycle sales activity from prospecting through contract execution within the assigned healthcare territory.

· Identify, target, and close new 340B contracts with hospitals, health systems, FQHCs, clinics, and other covered entities.

· Develop and maintain a robust sales pipeline to consistently meet or exceed quarterly and annual revenue quotas.

· Execute structured prospecting strategies including outbound outreach, networking, industry engagement, and referral development.

Executive & Clinical Engagement

· Engage C-suite executives, pharmacy leadership, 340B program administrators, compliance teams, and financial stakeholders to articulate program value.

· Position solutions aligned to health system financial performance, compliance risk mitigation, and pharmacy optimization.

· Lead consultative sales discussions focused on ROI, margin enhancement, referral capture, and program expansion.

Contract Negotiation & Deal Closure

· Manage the entire contract lifecycle including pricing discussions, redlining, legal and ops coordination and approval, and execution.

· Navigate healthcare procurement processes and internal decision-making structures to accelerate deal velocity.

· Ensure compliance with legal, statutory, and contractual requirements throughout the sales process.

Pipeline Management & Forecasting

· Maintain accurate forecasting, opportunity staging, and activity tracking within Salesforce CRM.

· Deliver weekly, monthly, and quarterly pipeline reporting and revenue projections.

· Consistently execute prospecting and prequalification activities to ensure sustained territory growth.

Implementation Handoff & Revenue Activation

· Lead structured transition of newly signed accounts to Account Management and Implementation teams.

· Support early-stage implementation processes including TPA alignment, wholesaler coordination, and documentation completion.

· Ensure a seamless transition that protects revenue realization and client satisfaction.

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2. Territory & Strategic Account Management (15%)

· Develop and execute a territory growth plan aligned with regional revenue targets.

· Collaborate cross-functionally with internal and external sales team members and subject matter experts to maximize sales opportunities.

· Identify expansion opportunities within existing health systems and affiliated child sites.

· Maintain strategic relationships across executive, pharmacy, finance, and compliance leadership to drive referrals and upsell opportunities.

· Partner with internal stakeholders to support ongoing program optimization and revenue expansion strategies.

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3. Sales Reporting & Market Intelligence (10%)

· Track and report sales activities, referral trends, wins/losses, and opportunity barriers within Salesforce.

· Provide competitive intelligence and market feedback to leadership.

· Present program value, case studies, and educational workshops at healthcare conferences, vendor meetings, and industry events.

· Identify emerging healthcare trends impacting 340B growth and communicate strategic insights internally.

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People & Performance Expectations

· Achievement of quarterly and annual new contract sales quotas.

· Consistent generation of qualified healthcare leads and executive-level meetings.

· Measurable growth in active 340B contracts and associated revenue.

· Strong pipeline health and forecast accuracy.

· Effective cross-functional collaboration driving successful revenue activation.

· Assist with hiring, developing, and leading high-performing operational teams aligned to company growth objectives.

· Help manage/monitor clear performance expectations tied to KPIs, qualification rates, implementation timelines, and revenue metrics.

· Assist with conducting regular performance reviews, coaching sessions, and structured development planning.

· Escalating and Communicating issues related to staffing or performance of the team.

· Assist with creating a culture of accountability, continuous improvement, communication, and operational excellence.

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Core Competencies

· Proven healthcare sales success with measurable quota attainment.

· Deep understanding of 340B program structure, compliance, and revenue implications.

· Strong knowledge of specialty pharmacy, specialty markets, and health system financial drivers.

· Executive-level communication and negotiation skills.

· Ability to independently manage territory strategy and sales cycle execution.

· Highly motivated, consultative, and results-driven mindset.

· Adaptability within complex healthcare regulatory environments.

· Willingness to travel within assigned territory.

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Education & Experience Requirements

· Bachelor’s degree required.

· 3–5+ years of successful healthcare sales experience within pharmaceutical, specialty pharmacy, 340B, or related healthcare markets.

· Demonstrated experience selling into 340B covered entities strongly preferred.

· Candidates with 5+ years of specialty pharmacy or complex healthcare sales experience may be considered in lieu of direct 340B experience.

· Proven track record of closing contracts within hospital and health system environments.

Job Type: Full-time

Pay: $105,000.00 - $155,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Work Location: Remote