National Director of Business Development
Remote · Washington, Indiana, United States
Job Summary
National Director of Business Development responsible for regional PBM new-business growth through broker/consultant channels. Lead complex, consultative sales cycles from discovery through close, often involving PBM repricing, RFPs/RFIs, and finalist presentations. Articulate TrueScripts’ PBM model, pricing approach, clinical strategy, and value proposition to sophisticated stakeholders. Serve as the primary sales lead for PBM quote activity, collaborate with pricing, operations, and clinical teams, and maintain accurate pipeline forecasts in CRM. Build and deepen relationships with employee benefits brokers, consultants, and employer decision-makers; drive regional growth by prospecting and closing mid-market to enterprise opportunities; ensure smooth client onboarding and long-term retention with Client Success. Bring market intelligence on PBM trends and competitive positioning to inform leadership decisions. This is a producer role with base salary plus incentive plan and travel within the region.
Required Qualifications
- 5+ years of experience in B2B healthcare sales with direct PBM sales experience strongly preferred
- Proven success selling through employee benefits brokers and consultants
- Demonstrated ability to close mid-market and enterprise employer groups
- Strong understanding of PBM pricing models (traditional vs. transparent/pass-through)
- Employer-sponsored health plan structures
- Broker and consultant influence on buying decisions
- Track record of consistently meeting or exceeding sales targets
- Executive-level communication skills; comfortable presenting to C-suite and boards
- Highly self-directed with strong pipeline management and organizational discipline
- Experience using CRM tools and sales reporting dashboards
- Health Insurance License preferred
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