The Role
We are seeking a strategic and results-driven Director of Sales to drive growth and deepen client relationships within the healthcare payer and specialty pharmacy ecosystem. This role works closely with health plans, pharmacy benefit managers (PBMs), self-funded employers, and other healthcare stakeholders to develop and implement innovative solutions that improve access to specialty medications, optimize pharmacy network performance, and reduce healthcare costs.
The Director of Sales serves as a trusted advisor throughout the sales lifecycle, from prospecting and solution design through implementation and ongoing account management. This individual will be responsible for expanding existing client relationships, identifying new business opportunities, and supporting the successful launch and optimization of client programs.
This is an opportunity to play a key role in helping healthcare organizations improve patient access, lower specialty medication costs, and optimize pharmacy benefit programs. You will work alongside cross-functional teams and industry leaders while driving meaningful growth and delivering measurable value to clients and patients alike.
What You'll Do
Business Development & Sales Strategy
- Partner with sales leadership to identify, engage, and cultivate relationships with high-value prospects and strategic clients.
- Support the development and execution of sales strategies, processes, and tactics that drive new client acquisition and revenue growth.
- Collaborate with consultants, brokers, and intermediary partners to position solutions and participate in prospect presentations and proposal responses.
- Assist with Requests for Proposal (RFPs), client meetings, and solution presentations.
Client Consulting & Relationship Management
- Serve as the primary point of contact for clients from sale through implementation and ongoing account management.
- Build and maintain relationships with senior-level stakeholders, including Directors, Vice Presidents, and Senior Vice Presidents.
- Consult with clients to understand strategic objectives, define business requirements, and recommend customized program solutions.
- Advise clients on program design, structure, and performance optimization to achieve operational and financial goals.
Implementation & Cross-Functional Leadership
- Collaborate closely with Pricing, Analytics, Finance, Network Strategy, and Implementation teams to ensure successful program launches.
- Lead implementation handoff meetings, clearly communicating program objectives and requirements.
- Ensure client expectations, contractual commitments, and program intent are accurately reflected throughout implementation and execution.
Growth & Account Expansion
- Drive organic growth within existing accounts through upselling, cross-selling, and expansion into new lines of business.
- Develop and maintain strategic account plans that identify growth opportunities and strengthen executive-level relationships.
- Forecast revenue opportunities and support business development initiatives for prospective payer clients.
- Lead post-launch strategic business reviews and recommend enhancements that improve client outcomes, patient experience, and revenue performance.
Industry Expertise
- Stay current on healthcare, specialty pharmacy, payer, and PBM market trends, including regulatory and legislative developments.
- Leverage market insights and competitive intelligence to identify growth opportunities and inform client recommendations.
- Understand healthcare technology infrastructure and integration requirements, including data exchange solutions and APIs.
What We're Looking For
- Bachelor's degree in Business, Healthcare Administration, Marketing, or a related field.
- 8+ years of professional business experience, including at least 4 years in healthcare, payer sales, or related healthcare services.
- Minimum 4 years of experience working with healthcare technology solutions, including data integrations, file exchanges, and APIs.
- Demonstrated success managing complex sales cycles and building relationships with executive-level stakeholders.
- Strong understanding of health plans, PBMs, specialty pharmacy, and self-funded employer healthcare markets.
- Knowledge of pharmacy benefit management infrastructure, including claims adjudication systems, utilization management platforms, network administration, drug databases, and copay assistance programs.
- Understanding of healthcare regulations and industry trends affecting payers, pharmacies, and pharmaceutical manufacturers.
- Advanced analytical skills and proficiency with tools such as Microsoft Excel and Tableau.
- Experience conducting market research and leveraging data to identify growth opportunities and support sales strategies.
- Excellent communication, presentation, relationship-building, and negotiation skills.
- Highly organized with exceptional attention to detail and the ability to manage multiple priorities in a fast-paced environment.
- Ability to travel up to 25% for client meetings, industry events, and relationship-building activities.
Life at FMH
Working at FMH means being part of a people-first culture where collaboration and balance matter. Our employee-led Culture Club helps foster connection through team events, volunteer opportunities, and both virtual and in-person social activities.
Benefits & Perks
We believe taking care of our employees isn’t just a perk - it’s a responsibility. We intentionally invest in benefits that support the whole person, reduce real‑life stress, and reflect a culture that truly puts people first. We are committed to providing thoughtfully designed benefits including:
- 100% employer‑paid medical, dental, and vision premiums for individual coverage, with additional support for employees who cover dependents
- Employer funded HSA contributions — we cover 100% of the individual deductible (and a significant amount for families) over the plan year
- Paid Parental Leave — thoughtfully provided so both parents can bond with their new child during this meaningful season of life
- 401(k) with company match, supporting long‑term financial wellbeing
- Onsite & Transportation Support — Employees may receive fully subsidized onsite parking or pre‑tax commuter FSA contributions.
- Dependent Care FSA, allowing employees to save pre‑tax dollars for childcare expenses
- Employer‑paid short and long‑term disability
- Optional employee‑paid protection benefits
- A truly remarkable culture - supportive, inclusive, and deeply committed to growth, belonging, and doing meaningful work together
Benefit eligibility is subject to employment status.
Why FMH
FMH is building infrastructure that helps simplify one of the most complex areas of healthcare. Team members have the opportunity to do meaningful work, operate with high levels of ownership and autonomy, and help shape how the organization scales during a critical stage of growth.
FMH is proud to be an Equal Opportunity Employer
We are committed to building a diverse, equitable, and inclusive workplace and encourage all qualified individuals to apply. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to anything else.
FMH is committed to providing reasonable accommodations for individuals with disabilities throughout the hiring process. If you need assistance or accommodation due to a disability, please contact us and we will work with you to meet your needs.