VP – Sales
Posted on 11/10/2022
INACTIVE
Alto Pharmacy

501-1,000 employees

Digital pharmacy & prescription delivery service
Company Overview
Alto's mission is to fulfill medicine’s true purpose — to improve quality of life — for everyone who needs it. The company combines expert pharmacist care with purpose-built technology to deliver a more convenient and affordable experience for those who need medication.

Company Stage

Series E

Total Funding

$725.8M

Founded

2015

Headquarters

San Francisco, California

Growth & Insights
Headcount

6 month growth

0%

1 year growth

-1%

2 year growth

-2%
Locations
Austin, TX, USA
Experience Level
Entry
Junior
Mid
Senior
Expert
Requirements
  • Build and manage a motivated team of Regional Sales Managers and Partnerships Managers
  • Provide high quality training, coaching, and development of new and tenured Regional Sales Managers in all phases of their work
  • Cultivate a culture of accountability and results, leveraging KPIs, key milestones and account-level reviews to drive performance on a weekly basis
  • Identify, target and develop long lasting relationships with physicians and staff to develop new and existing accounts
  • Meets and exceed overall sales goals and quotas
  • Develop and aggressively implement a territory business plan to meet customer needs, exceed sales goals, and increase Alto market share. Identifies new areas of growth and share expansion within the primary care community
  • Build strong relationships with your cross functional partners internally at Alto (marketing and provider success) to manage operational complexities, drive share growth and increase loyalty in key accounts
  • Be an internal champion for your team
  • Develop a deep understanding of the unique complexities of your various markets and engage your Regional Sales Managers on their actionable insights to inform our launch and go-to-market decisions and subsequent growth
  • Ability to execute strategically and tactically across the organization
  • Partner with product, patient care, and operations to continuously improve the patient experience and enhance the Alto value proposition
  • At least 5 years of provider facing healthcare sales leadership experience at a VP level overseeing a national sales team
  • 12+ years of experience managing sales teams with a demonstrated track record of over-achievement
  • Experience selling to primary care practices who prescribe a high volume of endocrinology and cardiology medications in the past 2 years
  • Experience forecasting sales results
  • Established, strong relationships with key decision makers at primary care clinics in designated geography, deftly handling objections to drive to a close
  • Ability to travel up to 80%
  • Reading English, comprehending, and following simple oral and written instructions
Responsibilities
  • We are looking for a Vice President of Sales with demonstrated experience increasing the revenue and value of an organization, as well as the reach of its solutions. Work closely with marketing, therapeutic area GMs, product and operations to guide and execute our growth strategy. Establish key customer relationships engaging providers, patients, manufacturers, health systems, and health services through partnerships with your team as you expand Alto's footprint en route to building a billion dollar book of chronic business. Perhaps most importantly, you will do all of this while staying grounded in Alto's Mission; never compromising our commitment to keeping the patient at the center of all that we do. This role may be based anywhere. The person in this role will play a crucial part in growing the business by developing relationships with prospective clients, meeting with industry stakeholders, representing Alto at key events & conferences, managing requests or proposals. This incredibly important and dynamic role requires a consultative sales approach and is primarily focused on greenfield sales opportunities, and securing new business, but may also support expansion sales as needed
  • This VP of Sales role will lead a team of roughly 40 direct and indirect employees, including RSMs and Sales Executives. They will be responsible for driving new sales of chronic as well as increasing business within existing accounts
Desired Qualifications
  • Sales hunter mentality and an entrepreneurial spirit
  • Strong history of quota attainment
  • Possesses the ability to communicate simply, articulately while exuding confidence and humility
  • Must have the ability to tell a compelling business story, deeply understand the prospects business goals and lead a sales process
  • Experience and relationships with large healthcare provider organizations, health insurance organizations, insurtech or healthcare retail companies
  • Desire to understand and communicate the underlying technology to business prospects
  • Understanding of the security ecosystem with a focus on Identity
  • Strong prospecting, qualifying, and negotiating skills; consultative sales approach with a business solution centric mindset
  • A self starter
  • Need to have a roll up your sleeves mentality with an ability to work independently in a fast paced, high-growth environment
  • Experience in cybersecurity in healthcare, insurtech, or fast-growing startup is required
  • Experience in a high-growth tech startup growing from $200m to $500m in ARR