National Sales Director

Director, National Accounts & Strategic Growth

The Director, National Accounts & Strategic Growth is responsible for accelerating Guardian Pharmacy's growth by developing and executing enterprise sales strategies targeting local, regional, and national accounts. This executive partners closely with pharmacy presidents, sales leadership, and executive management to identify strategic growth opportunities, strengthen sales capabilities, and expand Guardian's presence across existing and emerging markets.

This role serves as a strategic advisor to local pharmacy leadership, leading complex multi-market sales initiatives, developing national account strategies, and driving consistency in sales execution across the organization. The Director will also oversee enterprise CRM strategy, pipeline management, forecasting, and sales effectiveness initiatives while representing Guardian at national industry events and with key customer relationships.

This position reports to the Senior Vice President, Sales.

• Develop and execute enterprise sales strategies that drive growth across local, regional, and national healthcare markets.
• Identify, cultivate, negotiate, and close strategic national and regional accounts through executive-level relationship management.
• Build strong relationships with healthcare executives, ownership groups, management companies, and other key decision-makers.
• Lead complex multi-market sales opportunities by coordinating cross-functional teams and local pharmacy leadership.
• Develop strategic account plans that maximize long-term customer growth and retention.
• Evaluate new market opportunities and provide recommendations to executive leadership regarding growth strategies.
• Represent Guardian Pharmacy at national trade shows, conferences, and industry associations to strengthen brand awareness and generate new business opportunities.

• Partner with pharmacy presidents and local sales teams to develop market-specific growth strategies.
• Provide executive guidance on sales strategy, competitive positioning, pricing, and service models.
• Assist pharmacy leadership with complex sales presentations, executive meetings, and contract negotiations.
• Support strategic planning for enterprise growth initiatives and new customer acquisition.
• Lead enterprise business reviews for key regional and national customers.

• Evaluate the effectiveness of local sales teams and provide coaching, mentoring, and sales training.
• Conduct ride-alongs, virtual coaching sessions, and sales strategy workshops.
• Share best practices across pharmacy locations to improve sales performance and customer engagement.
• Partner with Human Resources and Sales Leadership to identify development opportunities for sales professionals.
• Foster a culture of accountability, collaboration, and continuous improvement throughout the sales organization.

• Lead enterprise utilization and optimization of Salesforce CRM across all pharmacy markets.
• Establish standardized sales processes, reporting, and pipeline management practices.
• Develop strategic prospecting initiatives and national target account lists.
• Lead quarterly Account Status Reviews (ASRs) and forecasting meetings focused on opportunity progression, pipeline health, and market strategy.
• Utilize sales analytics and performance metrics to improve forecasting accuracy and business decision-making.

• Partner with Marketing to develop sales collateral, customer presentations, and go-to-market strategies.
• Collaborate with Operations, Clinical Services, Finance, Customer Experience, and Pharmacy Leadership to ensure successful implementation of new business.
• Support acquisition integration and enterprise growth initiatives by identifying strategic customer opportunities.
• Serve as a trusted advisor to executive leadership on sales trends, competitive intelligence, and market dynamics.

• Bachelor's degree in Business, Marketing, Healthcare Administration, or related field required.
• Master's degree preferred.

• Minimum of 10 years of progressive healthcare sales leadership experience.
• Extensive experience selling to long-term care, skilled nursing, assisted living, or post-acute healthcare organizations.
• Demonstrated success managing regional or national strategic accounts.
• Experience leading complex, multi-market sales initiatives.
• Proven ability to build executive-level relationships and negotiate large strategic partnerships.
• Experience coaching and developing high-performing sales teams.
• Strong knowledge of CRM platforms, preferably Salesforce.
• Experience with in a multi-location healthcare organization strongly preferred.
• Long-term care pharmacy experience highly preferred.

• Strategic and visionary business leader.
• Executive presence with exceptional communication and presentation skills.
• Highly collaborative with the ability to…