Vice President of Revenue (Phoenix, AZ)

Vice President of Revenue

Position Overview

The Vice President of Revenue will lead the development and execution of commercial strategy, revenue growth initiatives, and sales operations across pharmacy fulfillment and pharmaceutical services. This executive will play a critical role in building a scalable commercial organization, strengthening go-to-market strategies, and establishing the sales processes needed to support sustainable business growth.

The ideal candidate is a strategic, hands-on commercial leader with experience building and scaling B2B sales teams, launching new business lines, and developing strong customer relationships within pharmacy, compounding, pharmaceutical services, or related healthcare industries. The immediate priority will be to establish a disciplined, high-performing commercial organization focused on fulfillment services, followed by expanding and professionalizing commercial operations across the pharmacy business.

This role requires a leader who can translate business objectives into actionable sales strategies, build a strong team, improve forecasting and pipeline visibility, and drive measurable revenue performance. Experience with sterile compounding, outsourcing facilities, and physician-office sales is beneficial but not required. The ability to build a commercial organization from the ground up and deliver results in a growing, evolving business environment is essential.

Performance Objectives

• Develop and Execute Revenue Growth Strategy: Establish and implement a comprehensive commercial strategy focused on expanding pharmacy fulfillment services, increasing market penetration, and generating sustainable revenue growth.
• Build and Scale the Commercial Organization: Develop the structure, roles, and capabilities of the sales organization, including recruiting, hiring, onboarding, and coaching high-performing commercial talent.
• Establish Sales Processes and Accountability: Implement consistent sales methodologies, CRM utilization, pipeline management, forecasting practices, performance metrics, and accountability standards across the organization.
• Expand Fulfillment Partnerships: Identify and develop new business opportunities with telehealth platforms, digital health companies, healthcare providers, health systems, and other organizations requiring pharmacy fulfillment solutions.
• Professionalize Pharmacy Commercial Operations: Strengthen sales strategy, customer acquisition, account management, and business development practices across pharmacy-related services and product lines.
• Launch New Markets and Business Opportunities: Identify opportunities to develop new territories, enter adjacent markets, introduce new services, and establish strategic partnerships that support long-term revenue expansion.
• Drive Revenue Performance: Establish clear revenue targets, monitor sales performance, and implement strategies to improve conversion rates, customer retention, account growth, and overall commercial effectiveness.
• Develop Strategic Relationships: Build and maintain relationships with key decision-makers, channel partners, healthcare organizations, and other stakeholders to support business development and long-term growth.
• Collaborate Across the Business: Partner with executive leadership and cross-functional teams, including operations, pharmacy, finance, and customer service, to align commercial priorities with operational capabilities and customer expectations.
• Support Financial and Operational Planning: Contribute to budgeting, resource allocation, revenue planning, and, where applicable, full P&L management to ensure commercial initiatives support the organization's financial objectives.

Core Responsibilities

Commercial Strategy and Business Development

• Design and execute a scalable sales strategy aligned with organizational growth objectives and market opportunities.
• Prioritize pharmacy fulfillment as the primary commercial growth engine while developing a roadmap to strengthen broader pharmacy sales operations.
• Evaluate target markets, customer segments, competitive positioning, and potential distribution or channel partnerships.
• Build a repeatable approach to prospecting, lead generation, opportunity qualification, sales execution, and account expansion.
• Develop strategic partnerships with telehealth providers, digital health platforms, healthcare systems, and other B2B customers.
• Identify opportunities to introduce new services, expand existing accounts, and diversify revenue streams.

Sales Leadership and Team Development

• Build, lead, and develop a high-performing B2B commercial team capable of achieving aggressive but achievable growth targets.
• Establish sales territories, account ownership, role definitions, compensation structures, and performance expectations.
• Recruit and retain experienced sales professionals while developing future commercial leaders.
• Coach team members on sales execution, negotiation, relationship management, and effective account development.
• Create a culture of accountability, collaboration, continuous improvement, and measurable results.
• Develop scalable sales practices that can support continued expansion as the business grows.

Pipeline Management and Revenue Operations

• Establish consistent pipeline review processes and reliable revenue forecasting methodologies.
• Ensure accurate and timely CRM reporting, opportunity tracking, activity management, and sales performance visibility.
• Develop dashboards and key performance indicators to measure pipeline health, conversion rates, sales productivity, and revenue attainment.
• Identify gaps in the sales process and implement improvements to increase efficiency and predictability.
• Partner with finance and executive leadership to align sales forecasts, revenue targets, and business planning.
• Use performance data and market insights to inform commercial decisions and prioritize growth investments.

Pharmacy and Fulfillment Market Expansion

• Develop a strong understanding of pharmacy fulfillment capabilities, customer requirements, and service delivery models.
• Build commercial relationships with organizations that require reliable, scalable pharmacy fulfillment solutions.
• Evaluate opportunities across digital health, telehealth, healthcare systems, integrated delivery networks, group purchasing organizations, and ambulatory surgery centers.
• Support the commercial development of pharmacy services and compounding-related product lines as appropriate.
• Collaborate with operational leaders to ensure customer commitments align with fulfillment capacity, service standards, and applicable regulatory requirements.
• Help establish consistent commercial processes across fulfillment and pharmacy operations without compromising quality, compliance, or customer experience.

Financial Performance and Executive Collaboration

• Establish and manage commercial budgets, sales targets, and growth initiatives.
• Monitor revenue performance, sales expenses, customer profitability, and return on commercial investments.
• Contribute to financial planning and business performance reviews, with potential responsibility for broader P&L ownership.
• Present revenue forecasts, commercial performance updates, and strategic recommendations to executive leadership.
• Partner with finance, operations, and other departments to identify growth opportunities, manage business risks, and improve operating performance.
• Help develop the systems, processes, and organizational capabilities required to scale the business to its next stage of growth.

Required Qualifications

• Significant experience in senior commercial leadership, such as Vice President of Sales, Head of Sales, National Sales Director, or a comparable revenue leadership role.
• Demonstrated success building, launching, or scaling a B2B commercial team within pharmacy, compounding, pharmaceutical services, healthcare services, or a closely related industry.
• Proven experience building a sales organization or commercial initiative from the ground up, such as opening a new territory, launching a business line, or establishing the first dedicated sales team.
• Strong track record of achieving revenue targets, developing new business, and expanding strategic customer relationships.
• Experience implementing and managing sales processes, CRM systems, pipeline governance, revenue forecasting, and performance measurement.
• Demonstrated ability to recruit, lead, coach, and develop sales professionals.
• Strong strategic thinking combined with the ability to execute directly and deliver measurable business results.
• Excellent communication, negotiation, presentation, and relationship-building skills.
• Ability to work effectively in a growing, evolving environment that requires adaptability, ownership, and cross-functional collaboration.
• Ability to work in the Phoenix, Arizona, area.

Preferred Qualifications

• Experience selling services through or to 503B outsourcing facilities or sterile compounding organizations.
• Experience selling pharmacy fulfillment services to telehealth companies, digital health platforms, or other technology-enabled healthcare businesses.
• Established relationships with health systems, integrated delivery networks (IDNs), group purchasing organizations (GPOs), or ambulatory surgery centers (ASCs).
• Familiarity with 503A compounding operations and product lines such as GLP-1 therapies and hormone replacement therapy (HRT).
• Experience scaling a company or business unit with approximately $40 million or more in revenue, or growing an early-stage business line to a comparable scale.
• Previous responsibility for a profit and loss statement, including revenue growth, budgeting, expense management, and profitability.
• Experience working across multiple commercial channels, healthcare customer segments, or pharmaceutical service offerings.
• Knowledge of healthcare market dynamics, pharmacy service delivery, and applicable regulatory considerations.