Director, Inside Sales - West Region

Reporting to the Vice President of Sales, the Director of Inside Sales (West) is a strategic leader responsible for driving revenue growth and elevating the customer experience through consultative inside sales practices and technology-driven solutions. The Director oversees a team of Inside Sales Representatives across the western region, ensuring they are fully staffed, trained, and coached to achieve and exceed growth objectives. This role serves as a critical connector between internal department including: marketing, procurement, and pharmacy—and our customers, fostering a collaborative environment that supports Wedgewood Pharmacy's overarching business goals

What You’Ll Do:

• Strategic Leadership: Develop and execute short- and long-term inside sales strategies aligned with corporate objectives to drive revenue growth and customer penetration in the western region.
• Consultative Selling: Promote a consultative sales approach, ensuring Inside Sales Representatives effectively identify customer needs, present tailored solutions, and deliver a differentiated customer experience. 
• Technology-Driven Value: Leverage CRM and digital engagement tools to demonstrate value to customers, streamline sales processes, and strengthen data-driven decision-making. Provide coaching on how to position Wedgewood’s technology and product offerings to the veterinary community.
• Team Development: Lead all personnel processes for inside sales in the western region, including recruitment, onboarding, performance management, training, and professional development to build a high-performing team.
• Cross-Functional Collaboration: Act as a strategic connector between inside sales, marketing, procurement, and pharmacy to ensure cohesive operations and customer-centric initiatives.
• Market & Customer Analysis: Continuously assess customer needs, sales performance, competitive landscape, and feedback to identify growth opportunities and refine sales strategies. 
• Performance Management: Establish performance benchmarks for call volume, conversion rates, pipeline activity, and revenue contribution. Monitor key metrics, provide regular coaching, and drive accountability for individual and team effectiveness.
• Business Development: Support expansion into new accounts, contribute to product launches, and collaborate on corporate/GPO partnerships to expand market share.
• Customer Engagement: Build and strengthen customer relationships through proactive outreach, virtual meetings, and consistent follow-up, ensuring high levels of satisfaction and retention.
• Operational Excellence: Manage CRM usage to ensure accurate data entry, activity tracking, and pipeline visibility. Champion the use of sales technology platforms to improve customer engagement and sales efficiency.

Who You Are:

• You are a leader from the front who is driven to develop your team.
• In-depth understanding of the veterinary pharmaceutical market.
• Strong strategic thinking with a track record of driving business growth through consultative selling.
• Strong Communicator with interpersonal, and negotiation skills.
• Strong analytical and problem-solving abilities, with attention to detail.
• Commitment to continuous learning and professional development.

What You’Ve Done:

• Bachelor’s Degree in Business Administration, Business Management, or a related field, or equivalent professional experience.
• 8+ years of sales management or consultative selling experience with progressive leadership responsibilities in technology and/or product.
• 5 years of experience in the animal health industry, or adjacent industries with demonstrated success in sales leadership and team development. 
• Proven experience and ability to lead and inspire regional inside sales teams to achieve and exceed business goals.
• Background in veterinary practice, healthcare, or scientific industries is highly desirable.
• Experience leveraging technology to enhance sales effectiveness and customer value.
• Proficiency in CRM tools and Microsoft Office Suite (Word, PowerPoint, Excel).

What’S In It For You:

• A comprehensive benefits package that includes health, dental, and flexible spending accounts
• 401(k) retirement plan with a generous company contribution to help you save for the future
• Company Paid Life and disability insurance
• Access to voluntary insurance options
• A generous paid time off program that increases every year
• Tuition reimbursement
• Opportunity for growth - We believe in promoting from within and do so through our internal job posting program!
• Compensation Range is based on experience and location with a range ($140K-$180K) + bonus incentives

About Us

Wedgewood is the nation’s largest and most trusted provider of compounded veterinary medications. Its recent merger with Blue Rabbit enables the company to provide veterinarians with next-generation software to streamline patient care and marks a significant evolution in services. Together Blue Rabbit and Wedgewood serve more than 70,000 veterinary professionals and one million animals annually.

Wedgewood is an equal opportunity employer.  We celebrate diversity and are committed to creating an inclusive environment for all employees.  If you require an accommodation due to a special need or disability, please let your recruiter know what accommodations you will need.