Head of Sales

The Head of Sales is responsible for the daily execution and management of the company's sales organization, driving revenue and margin growth against monthly, quarterly, and annual targets. This role owns the day-to-day sales cadence across all teams and oversees the sales lifecycle, including lead generation, pipeline development, new customer conversion, account management, upselling, and cross-selling.

The Head of Sales will lead and mentor the sales team across all business divisions: Medical-Surgical Supplies, Pharmaceuticals, Compounded Pharmacy, Medical Aesthetics, and Specialty Pharmacy. The incumbent will lead Business Development Representatives and Account Managers, ensuring strong pipeline development, successful customer acquisition, and long-term client retention.

The ideal candidate is an experienced healthcare sales leader in medical-surgical supplies, pharmaceutical distribution, or medical aesthetics, with a proven track record of executing across sales motions and activities, running a daily sales cadence across multiple teams, and improving the productivity of reps they inherited. This leader will be responsible for scaling the sales organization, optimizing and iterating on the current sales structure, architecture, and processes, and driving sales motions and execution. Pipeline already operates a working sales system, including account ranking, potential scoring, a weighted funnel, and defined lead and onboarding workflows. This leader is expected to learn that system, operate within it, and iterate it where performance data shows it is not working. This is not a build from scratch. Consistently exceeding sales targets must be the normal practice.

The individual leads by example, holds people accountable without being punitive, and gets measurable improvement out of the team they inherit. They understand that sales is a repeatable process, and is as much an art as it is a science.

Duties

Sales Execution & Revenue Growth

• Execute the company sales plan to achieve revenue and margin goals, and iterate it where performance data shows it is not working.
  
• Own daily sales execution across all business verticals, including weekly forecast calls, one-on-one meetings, pipeline reviews, and rep coaching.
  
• Increase the company's contribution margin on each ordered sale.
  
• Be the driving force behind achieving the annual growth targets set by the CEO.
  
• Identify new business opportunities within the industry to achieve sales targets.
  
• Maintain a strong command of data, with the ability to draw conclusions from incomplete information. Analyze market trends, competitive activity, and client needs to refine sales approach and positioning.
  
• Operate within Pipeline's existing sales system in the CRM, including account rank, potential score, weighted funnel, and lead workflow, and drive full team adoption of it.
  
• Identify where the existing process breaks down, and propose changes to the CEO before implementing them.
  

Sales Team Leadership

• Lead, mentor, and develop the sales team across all aspects of the client journey, including Business Development Representatives and Account Managers.
  
• Establish performance goals and KPIs, and recommend compensation structures aligned with company revenue objectives.
  
• Conduct regular coaching, performance reviews, and training sessions.
  
• Recruit and onboard top-performing sales talent as the sales team grows.
  
• Foster a culture of accountability, collaboration, and results-driven performance.
  

Pipeline & Performance Management

• Oversee the health and progression of the sales pipeline from lead generation through deal closure.
  
• Enforce use of the existing sales process and CRM data hygiene across all teams.
  
• Monitor pipeline activity, conversion rates, and sales cycle efficiency.
  
• Implement sales forecasting and reporting to provide visibility into future revenue, and develop corrective action plans proactively to account for market changes.
  

Client & Strategic Relationship Management

• Develop relationships with key stakeholders and decision-makers in healthcare organizations.
  
• Support negotiations and closing of high-value or strategic accounts.
  
• Ensure seamless hand offs between Business Development Representatives and Account Managers, and own the account once it transitions.
  
• Ensure long-term customer satisfaction, retention, and account growth.
  

Cross-Functional Collaboration

• Collaborate with marketing to align lead generation strategies and campaigns.
  
• Work closely with operations and product teams to ensure service delivery meets client expectations.
  
• Provide feedback from clients and market insights to support product and service improvements.
  

Reporting & Forecasting

• Deliver accurate sales forecasts and performance reports to executive leadership.
  
• Track revenue growth, pipeline health, and sales performance metrics.
  
• Identify opportunities to improve sales efficiency and team performance.
  

Qualifications

• Minimum 7 years of sales experience within the healthcare, medical-surgical (MedSurg), medical aesthetic, specialty pharmacy, or pharmaceutical industries.
  
• Track record of improving the performance of an existing sales team, measured by revenue per rep or quota attainment.
  
• Minimum 5 years of experience leading or managing sales teams of 10 or more individuals.
  
• Strong understanding of the healthcare procurement environment, and medical supply or pharmaceutical sales cycles.
  
• Demonstrated success running a weekly sales cadence and coaching reps to measurable improvement.
  
• Excellent negotiation, presentation, and relationship-building skills.
  
• Experience adopting and operating within an existing CRM rather than replacing it; Zoho experience preferred.
  
• Strong analytical skills and the ability to drive results.
  
• Highly organized and capable of managing multiple priorities in a fast-paced environment.