Regional Account Manager - Pharmaceutical Distribution / Independent Pharmacy /

A 90-year-old pharmaceutical cooperative — debt-free, mission-driven, and growing — is looking for a relationship-first account manager to take over a $12M Philadelphia Metro territory from a rep retiring after 19 years. The book of business is established, the relationships are warm, and the platform you'd be selling is genuinely differentiated from the Big Three. If independent pharmacy is your world, this is a rare opportunity to step into a strong, protected territory.

In This Role You Will

Manage a portfolio of approximately 70 independent pharmacy accounts across the Philadelphia metro area, including surrounding suburbs and select accounts in Reading, Lancaster, and the Jersey Shore. Roughly 75% of your time is spent deepening and protecting existing relationships — driving retention, solving problems, and growing share of wallet within accounts. The remaining 25% is growth: converting tier 2 accounts to primary supplier status, accepting inbound leads, and closing referrals from your existing network. You'll call on pharmacy owners, pharmacists-in-charge, and VP-level decision makers at LTC accounts.

What Makes This Role Worth a Conversation

• Inherited book from a 19-year rep with strong Philadelphia relationships — you're not starting cold
• $12M established territory — the infrastructure is built; your job is to protect and grow it
• Cooperative model: members are shareholders; annual profit dividends build loyalty that McKesson and Cardinal can't replicate
• Full platform beyond drug distribution: specialty pharmacy services, LTC support, clinical programs, 340B, buy/sell advisory, marketing tools — you're a business partner, not an order taker
• 99.97% order fulfillment accuracy and 2-week onboarding — the service story sells itself
• 97% customer retention / 2.3% annual churn — this is a sticky business when managed well
• Pharmacy Strategy team in the field — pharmacists helping your accounts grow clinical revenue, which keeps them loyal
• Access to Business Analytics team for account profitability modeling — come to every account review with real numbers

Compensation & Benefits

• Base Salary: $80,000–$90,000+
• Commission: $7,500/quarter at 100% of plan + uncapped accelerators above plan
• OTE: $125,000–$130,000 at 100% goal (uncapped above plan)
• Mileage: $0.725/mile reimbursed
• T&E: Hotels, meals, and client entertainment reimbursed bi-weekly
• Medical, Dental, Vision, and Disability insurance
• 401(k) with company match
• Generous PTO and company holidays
• Industry conference attendance and professional development

The Hardest Part of the Job

Independent pharmacy owners are small business operators under serious pressure — PBM reimbursement cuts, chain competition, and margin squeeze are constant realities. They make every decision themselves and they've heard every distributor pitch. Building the kind of trust that earns primary supplier status takes time, consistency, and genuine business acumen. You'll need to speak their language — margin, programs, and cooperative value — not push product. And while the territory is established, there's real expectation to move accounts from secondary to primary spend and grow revenue meaningfully year over year.

The Right Background

• 1–5 years of sales experience calling on independent pharmacies or pharmacy owners
• Consultative selling mindset — wins with ROI analysis, margin conversations, and service differentiation
• Comfort selling to independent business owners — small operator mindset, not corporate buyer psychology
• Salesforce CRM experience or equivalent strongly preferred
• Familiarity with the GPO/cooperative wholesale model a plus
• Philadelphia Metro market knowledge helpful but not required
• No specific degree requirement — independent pharmacy relationships and results matter most