Director of Inside Sales

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.

nivaen Pharmaceuticals

3900 Duckhorn Drive, Sacramento, CA 95834

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.

• 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.
• 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.
• 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.
• Ensure integration between sales, finance, and fulfillment for seamless customer onboarding.
• 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., USP
  797 changes, GLP-1 market shifts, IV nutrition growth).
• Monitor competitor activity and adjust positioning and pricing recommendations in collaboration with leadership.

• 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.

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…