Director of Inside Sales

NIVAGEN PHARMACEUTICALS

Sacramento, CA

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JOB DETAILS

SKILLS

Artificial Intelligence (AI), Automation, Biotech and Pharmaceutical, Business Administration, Call Volume, Campaigns, Career Counseling, Coaching, Competitive Research, Cross-Selling, Customer Relationship Management (CRM), Customer Relationship Management (CRM) Systems, Customer Retention/Renewal, Distribution Control, Distribution Services, Driver's License, Employee Retention, Equal Employment Opportunity (EEO), Establish Priorities, Exceeded Sales Goal, Field Marketing, Field Sales, Finance, Financial Operations, Forecasting, GLP (Good Laboratory Practices), Genetics, Healthcare, Inside Sales, Intravenous Therapies, Leadership, Leading Edge Technology, Legal, Market Share, Medications, Medicine, Metrics, Needs Assessment, Nutrition, Onboarding, Operational Strategy, Organizational Development/Management, Partner Sales, Performance Management, Performance Metrics, Pharmacy, Predictive Modeling, Prescription Drugs, Pricing, Primary Care, Quality Control, Return on Investment (ROI), Revenue Forecasting, Revenue Growth, Risk Analysis, SAP, SQL (Structured Query Language), Sales, Sales Campaigns, Sales Operations, Sales Pipeline, Sales Prospecting, Sales Qualification, Sales Strategy, Scorecarding, Strategic Planning, Succession Planning, Supply Chain, Systems Scalability, Team Building, Team Lead/Manager, Team Player, Territory Development, Top Sales Rep, Website Conversion, Women's Health

LOCATION

Sacramento, CA

POSTED

Today

About the Company:

Nivagen is a global company and serves an extraordinary purpose to make a difference in people's lives by discovering, developing, and delivering the most cost-effective generic prescription drugs and over-the-counter products for the North American market. For a decade, we have stayed true to a core set of values: excellence, integrity, and respect for people. Our dedicated team of professionals collaboratively works to break new ground in the fields of manufacturing, distribution, and quality control, providing a uniquely integrated approach to healthcare. Leveraging our vertical integration of the pharmaceutical supply chain, state-of-the-art technology, and a commitment to excellence, we are constantly pushing the boundaries of what is possible in medication accessibility and affordability. We are also committed to investing in our employees and supporting a culture of well-being through competitive pay, comprehensive employee benefits programs, and training and development resources.

Values
• People: Our people define who we are as a company, and we believe that understanding and addressing the needs of our team, clients, and community is fundamental to fostering a culture of support and growth.
• Quality: Quality stands at the core of our mission, reflecting our commitment to excellence in every medication we produce.
• Service: We are here to serve others. Every interaction with our patients, providers, employees and other stakeholders comes from a place of service.
• Innovation: By continuously exploring new methodologies and embracing technology, we ensure that every solution we offer is at the forefront of pharmaceutical care.

Job Location:

Nivaen Pharmaceuticals

3900 Duckhorn Drive, Sacramento, CA 95834

About the Job:

The Director of Inside Sales will architect and lead the inside sales organization during a critical phase of Nivagen's growth. This role is responsible for building the team from the ground up and executing high-velocity sales strategies that expand Nivagen's market share in men's and women's health, IV therapy, wellness, naturopathic clinics, peptide, and beyond.

The Director will create a scalable, metrics-driven inside sales engine that partners closely with Field Sales, Marketing, Finance, and Operations to drive revenue acceleration, strengthen customer retention, and unlock cross-selling opportunities across Nivagen's extensive portfolio.

Responsibilities:

Sales Transformation

Deploy automation to handle routine prospecting, follow-ups, and pipeline hygiene.
Implement predictive analytics to forecast prescriber behavior and identify churn risk.
Integrate AI tools into CRM for call prioritization, objection handling, and next-best-action insights.
Continuously measure ROI and recalibrate for efficiency and adoption.

Team Building & Leadership

Design a high-velocity inside sales structure aligned to clinic segments (men's health, functional medicine, aesthetics, primary care, wellness).
Recruit, onboard, and retain elite sales talent with healthcare and pharmacy industry experience.
Establish coaching frameworks, career pathways, and succession planning to develop future leaders.
Create a performance culture with daily huddles, scorecards, and accountability rituals.

Scalable Sales Systems & Processes

Oversee implementation and optimization of SAP CRM (or equivalent) with strict data discipline.
Develop sales playbooks for prospecting, lead qualification, pricing requests, and objection handling.
Standardized KPIs: call volumes, connect rates, SQL conversion, close rates, revenue per rep, retention rate.
Ensure integration between sales, finance, and fulfillment for seamless customer onboarding.

Revenue Growth & Market Penetration

Define and enforce aggressive sales targets for new logos, wallet-share expansion, and win-backs.
Partner with Field Sales to align territory development strategies and clinic engagement models.
Design campaign-based outbound initiatives (e.g., USP797 changes, GLP-1 market shifts, IV nutrition growth).
Monitor competitor activity and adjust positioning and pricing recommendations in collaboration with leadership.

Execution & Day-One Impact

Stand up the inside sales team within 90 days-covering org design, recruiting, systems, and workflows.
Launch inside sales pilot campaigns for the top 100 prescriber targets within the first quarter.
Establish measurable scorecards and reporting cadences for CSO and executive leadership.
Drive adoption of AI tools, CRM discipline, and standardized workflows from day one.

Qualifications:

Education/Experience:
• Bachelor's degree in business, Sales, or related field (MBA preferred).
• 10+ years of progressive sales leadership experience, including at least 5 years in inside sales leadership.
• Demonstrated success with AI/automation, CRM transformation, and high-growth sales organizations.
• Strong record of achieving and exceeding aggressive revenue goals in competitive markets.

Knowledge, Skills, and Abilities:

Proven track record in building and scaling inside sales organizations ($100M+ revenue environments preferred).
Deep expertise in sales automation, CRM systems, and AI-enabled performance management.
Knowledge of healthcare, pharmacy, and functional/integrative medicine markets strongly preferred.
Advanced skills in pipeline management, forecasting, and revenue modeling.
Exceptional leadership in recruiting, coaching, and retaining top performers.
Strong collaborator with ability to partner across sales, operations, finance, and clinical affairs.
Strategic thinker with operational rigor-comfortable managing both big-picture vision and daily execution.
Demonstrated success with AI/automation, CRM transformation, and high-growth sales organizations.
Strong record of achieving and exceeding aggressive revenue goals in competitive markets.

Requirements:

Valid driver's license and acceptable driving record.
Legally authorized to be employed in the United States

Benefits:

Competitive Salary
Yearly bonus eligibility
Benefits: Nivagen offers a wide variety of benefits and programs to support health and well-being
Medical, dental, and vision coverage
Paid time off plan
401k savings plan

Additional Information:

Nivagen to afford equal opportunity for employment to all individuals regardless of race, color, age, national origin, physical or mental disability, history of disability, ancestry, citizenship status, political affiliation, religion, gender, transgender, gender identity, marital status, status as a parent, sexual orientation, veteran status, genetic information or other factors prohibited by law, and to prohibit harassment or retaliation based on any of these factors.