Inside Sales Team Leader and Non-Acute Accounts

Job description

Why Us? At Par Health, we believe great healthcare is built on getting the essentials right. We’re looking for passionate, talented individuals who share our commitment to improving lives. With a global workforce, we lead with pride and purpose—prioritizing quality and safety while fostering a culture of continuous improvement, accountability, and teamwork. Elevating the Essentials isn’t just our tagline, it’s the higher standard we live by every day. Job Description Summary The Team Leader of Inside Sales is the founding leader of PAR Health's omnichannel inside sales organization. This is a build role. The Team Leader will launch a 8-rep, Chicago-based inside sales function from the ground up. In phase 1 - driving product adoption for focus products. Then in phase 2 – driving growth in the entire Par Health Sterile Injectable portfolio. The role will require hiring, onboarding and training the people, establishing the processes, technology, and culture needed for a best-in-class commercial engine. A core responsibility of the Team Leader is ensuring the POD system operates with consistency and commercial discipline across all four regions. Each POD — North, South, East, and West — pairs one Regional Account Manager with two ISRs and must function as a coordinated selling unit, not three individuals covering the same geography. The Team Leader will work closely with the four RAMs to hold each POD accountable to a structured weekly rhythm: a standing team meeting to review the prior week's activity, set call priorities and account targets for the week ahead, and confirm all customer follow-ups are owned and actioned. Where a POD is underperforming on coordination, call execution, or follow-through, the Team Leader escalates to the Director of Sales. Alongside the ISR leadership, this role will personally own the Non-Acute National Accounts channel - a fragmented but high-potential customer universe including ambulatory surgery centers, long-term care facilities, and alternate site providers. This leader will be responsible for the commercial presence in this segment for PAR Health, building the account base, establishing the customer engagement model, and driving portfolio revenue growth. Job Description Scope of Authority Team 8 FTEs (8 ISRs). Team Leader reports to the Sales Director Work as a team player across key functions Revenue Responsibility (TBD) Phase 1: Targeted products Phase 2: Par Health Sterile Injectable Portfolio National Accounts: Non-Acute $XYZ Geographic Reach Nationwide — 8 balanced territories (workload and potential-aligned). Non-Acute coverage for targeted customer segments Go-Live Target Phase 1: TBD Phase 2: TBD Key Accountabilities Responsibilities Team Build & Launch Lead hiring, onboarding, and ramp of all 8 ISRs by (date TBD) Own the 30-60-90 day onboarding plan and sales readiness certification process Partner with HR on compensation, career progression framework (Rookie / Mid / Senior), and DEI hiring goals Drive internal stakeholder alignment across Finance, Marketing, Contracts, IT, Legal, and Medical Establish a Non-Acute database within the CRM Segment and target Non-Acute customers delivering differentiated messages to drive sales of the portfolio 25% Commercial Operating Model Execute the inside sales customer engagement strategy, account ownership rules, and omnichannel call cadence (phone, video, email, text) Partner with the Sales Director and each of the 4 RAMs to ensure ‘one team’ – alignment, communication and focused call activity Own segmentation, targeting, and next-best-action strategy using AI and CRM data Secure market share targets for targeted products, then all sterile injectable products in phase 2 Conduct business reviews with each account: performance, pipeline, and future growth opportunities Manage time and effort to ensure adequate call reach and frequency on the Non-Acute channel 25% Technology & AI Integration Lead CRM implementation (Salesforce) and ensure full ISR adoption and data quality Partner with IT on the AI/next-best-action engine (Salesforce Einstein), digital marketing automation, and BI dashboards Establish KPI tracking cadence: daily activity metrics, effectiveness scores, and business outcomes Own reporting rhythm: weekly ISR huddle, monthly leadership review, quarterly commercial business review 15% National Account (Non-Acute) Manage the Non-Acute customers for all promotional activities Provide Par Health with competitive intelligence within this segment - product launches, M&A activity, competitive programs Leverage digital marketing initiatives to drive sales to customers Build the Non-Acute customer master database within Salesforce - identify and segment ASCs, LTC facilities, and alternate site accounts by geography, volume, and product opportunity Develop a tailored customer engagement model for the Non-Acute channel — define call cadence, message strategy, and channel mix appropriate for this buyer type Establish formulary and contract access within key Non-Acute GPOs and purchasing organizations Set and own revenue targets for the Non-Acute segment in Phase 1 and Phase 2 Define what "winning" looks like in this channel and build the business case for future investment 25% Pricing, Contracts & Trade Mediate customer service discrepancies and manage price change requests Negotiate terms with accounts; liaise with Contracts and Finance Attend trade conferences as required 10% Qualifications Education & Experience Bachelor's degree required; MBA preferred 5+ years of pharmaceutical sales experience; sterile generics strongly preferred 2+ years of inside sales leadership experience — building or managing an inside sales function preferred Track record of launching new commercial capabilities or teams is a strong differentiator Experience selling into or managing the Non-Acute channel (ASCs, LTC, alternate site) is a strong differentiator Knowledge CRM expertise required — Salesforce strongly preferred (SFDC Einstein/AI experience a plus) Familiarity with omnichannel engagement tools: VoIP/softphone, video detailing, digital marketing automation Experience with customer master data platforms (Definitive Healthcare, IQVIA OneKey, or equivalent) Financial acumen: ability to read, interpret, and act on KPI dashboards, call analytics, and ROI models Working knowledge of FDA promotional regulations and OPDP/PRC compliance requirements Proficiency in MS Office Suite, Excel (advanced); BI dashboard experience preferred Previous experience within the Non-Acute channel is highly regarded Skills & Abilities Builder mindset — energized by ambiguity, capable of creating structure where none exists Visionary leadership — inspires a team, communicates direction clearly, drives culture and accountability People development — structured coaching, performance feedback, and career pathing (1–3 year progression model) Managing People - Includes staff in planning, decision-making, facilitating and process improvement; Takes responsibility for subordinates' activities; Makes oneself available to staff; Provides regular performance feedback; Develops subordinates' skills and encourages growth; Solicits and applies customer feedback (internal and external); Fosters quality focus in others; Improves processes, products and services.; Continually works to improve supervisory skills. Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things. Cross-functional influence — ability to align Finance, Marketing, Contracts, IT, Legal, Medical, and field sales Data-driven decision making — comfortable with analytics, KPI design, and iterating on strategy based on evidence Oral & written communication — executive presence, clear messaging to leadership, customers, and team Analytical - Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data; Designs work flows and procedures. Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics. Able to learn, teach and demonstrate the Spin selling methodology of consultative selling Working Conditions Based in Chicago, Illinois — primary location office (TBD) Travel required: customer visits, trade meetings, and PAR Health headquarters Availability for customer/industry events that may occur on evenings or weekends The expected base pay range for this position is $130,000 – $175,000. Please note that base pay offered may vary depending on factors including job-related knowledge, skills, and experience. This position is eligible for a bonus in accordance with the terms of the applicable program. Bonuses are awarded at the Company’s discretion. Disclaimer: The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications. Management reserves the right to change or modify such duties as required. EEO Statement: We comply with all applicable federal, state, and local laws prohibiting discrimination and harassment, and provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, veteran status, or genetic information, or any other classification protected by federal, state or local law. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.