Description
TrueScripts Management Services is a pharmacist-founded, fully transparent Prescription Benefit Manager that has been revolutionizing the PBM industry since 2014. Our mission is to build lasting relationships by providing prescription benefit expertise at a personal and customized level to ensure optimum value at the lowest possible cost. We are committed to lowering prescription drug spending, achieving clinically effective outcomes, and always delivering Amazing Care.Did we mention Amazing Care? Good! Because this is so much more than just our tagline. It is the foundation upon which our business was built. We believe that Amazing Care starts from within, and our culture is reflective of this philosophy.
Our team members enjoy:
- A wide range of health insurance options including medical, dental and vision
- A strong salary and bonus program
- A robust 401k and company match
- Truescripts is transitioning to an ESOP, a team member owned company! Each year team members are allocated shares of stock through our ESOP, a Qualified Retirement plan!
- Employee Assistance Program
- A wellness program including financial incentives, chiropractic and massage services, and fitness stipends
- Dream Manager Program (yes, it’s a real thing!)
- A cohesive, family-based culture
- Charitable contributions and volunteer time
Ok, enough about us. Here’s what we need from you: A future team members' values need to align with TrueScripts' core values of Integrity, Respect, Innovation, and Service. This match in value systems is critical for our team's chemistry and continued success. Our culture is positive, and our people possess a ‘can do, proactive attitude. Honesty and transparency are the foundation that we build upon. What sets us apart from our competitors is the programs that we bring, the education that we provide, and the utmost respect for clients and their members to assist them when and where needed.
Position Overview:
TrueScripts is seeking a Director of Business Development with deep experience selling Pharmacy Benefit Management (PBM) solutions through the broker and consultant channel. This role is ideal for a results-driven sales professional who understands employer-sponsored health plans, PBM pricing models, and the complexity of navigating broker-led, consultative sales cycles.
In this role, you will own regional new business growth, developing broker and consultant relationships, leading enterprise and mid-market opportunities from prospecting through close, and positioning TrueScripts as a differentiated PBM partner. You’ll work closely with executive leadership, client success, and operations to bring competitive, transparent PBM solutions to market.
What You'll Own:
- Build and execute a regional business development strategy focused on broker, consultant, and employer-led opportunities
- Cultivate and deepen relationships with employee benefits brokers, consultants, and employer decision-makers
- Lead complex, consultative sales cycles from initial discovery through close, often involving PBM repricing, RFPs/RFIs, and finalist presentations
- Clearly articulate TrueScripts’ PBM model, pricing approach, clinical strategy, and value proposition to sophisticated stakeholders
- Serve as the primary sales lead for PBM quote activity, collaborating with internal pricing, operations, and clinical teams
- Maintain accurate pipeline forecasts and sales activity within CRM
- Consistently achieve and exceed new business revenue targets
- Partner with Client Success to ensure smooth client onboarding and long-term retention
- Bring forward market intelligence on PBM trends, competitive positioning, and broker feedback to inform leadership decisions
This is a producer role with a base salary plus incentive plan and expected travel within the region.
Requirements
- 5+ years of experience in B2B healthcare sales, with direct PBM sales experience strongly preferred
- Proven success selling through employee benefits brokers and consultants
- Demonstrated ability to close mid-market and enterprise employer groups
- Strong understanding of:
- PBM pricing models (traditional vs. transparent/pass-through)
- Employer-sponsored health plan structures
- Broker and consultant influence on buying decisions
- Track record of consistently meeting or exceeding sales targets
- Executive-level communication skills; comfortable presenting to C-suite and boards
- Highly self-directed with strong pipeline management and organizational discipline
- Experience using CRM tools and sales reporting dashboards
- Health Insurance License preferred