[Hiring] Director of Business Development @TrueScripts Management Services

Role Description

TrueScripts is seeking a Director of Business Development with deep experience selling Pharmacy Benefit Management (PBM) solutions through the broker and consultant channel. This role is ideal for a results-driven sales professional who understands employer-sponsored health plans, PBM pricing models, and the complexity of navigating broker-led, consultative sales cycles.

In this role, you will own regional new business growth, developing broker and consultant relationships, leading enterprise and mid-market opportunities from prospecting through close, and positioning TrueScripts as a differentiated PBM partner. You’ll work closely with executive leadership, client success, and operations to bring competitive, transparent PBM solutions to market.

What You'll Own

• Build and execute a regional business development strategy focused on broker, consultant, and employer-led opportunities
• Cultivate and deepen relationships with employee benefits brokers, consultants, and employer decision-makers
• Lead complex, consultative sales cycles from initial discovery through close, often involving PBM repricing, RFPs/RFIs, and finalist presentations
• Clearly articulate TrueScripts’ PBM model, pricing approach, clinical strategy, and value proposition to sophisticated stakeholders
• Serve as the primary sales lead for PBM quote activity, collaborating with internal pricing, operations, and clinical teams
• Maintain accurate pipeline forecasts and sales activity within CRM
• Consistently achieve and exceed new business revenue targets
• Partner with Client Success to ensure smooth client onboarding and long-term retention
• Bring forward market intelligence on PBM trends, competitive positioning, and broker feedback to inform leadership decisions

This is a producer role with a base salary plus incentive plan and expected travel within the region.

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)
• Understanding of 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

Benefits

• A wide range of health insurance options including medical, dental and vision
• A strong salary and bonus program
• A robust 401k and company match
• Truescripts is transitioning to an ESOP, a team member owned company! Each year team members are allocated shares of stock through our ESOP, a Qualified Retirement plan!
• Employee Assistance Program
• A wellness program including financial incentives, chiropractic and massage services, and fitness stipends
• Dream Manager Program (yes, it’s a real thing!)
• A cohesive, family-based culture
• Charitable contributions and volunteer time