Territory Sales Manager (Richmond, VA)

Company Overview:

Strive Pharmacy is a personalized compounding pharmacy built on a simple conviction: medicine should fit the patient, not the other way around. We started Strive because we believed the pharmaceutical industry was overdue for a more human approach—one that prioritizes individualized care, clinical nuance, and genuine partnership with patients and providers.

Compounding gives us the tools to do that. Every formulation we prepare is built to the specific needs of a specific person, and every interaction we have is guided by that same commitment to personalized care.

We're growing, and we're looking for people who share that conviction. If you're ready to be part of a pharmacy that takes the work seriously and the people even more seriously, we'd like to meet you.

Mission:

Strive exists to disrupt an industry long overdue for a more personal approach to care. We put the human element at the center of everything: every formulation, every patient interaction, every provider partnership. We're not just a compounding pharmacy. We're a team on a mission to change what personalized healthcare looks and feels like.

• Location: Remote/Field-Based, Richmond, VA Area ; 70% - 80% travel throughout the assigned territory
• Position Type: Full-Time
• Schedule: Monday - Friday, Eastern Time ( field/office hours as required by territory needs; occasional events/conferences )
• Compensation : $80,000–$90,000 base salary + 10% commission; 10% of gross profit from new clinics and 10% of gross profit above baseline for existing clinics, with baselines re-evaluated every 6 months.

Position Overview:

Strive Pharmacy is seeking a driven, self-motivated, and results-oriented Territory Sales Manager to expand our prescriber network and accelerate commercial growth in the greater Richmond, Virginia area . Reporting to Regional Sales Leadership, this field-based position is responsible for executing territory sales strategies, developing strategic relationships with healthcare providers, and increasing market presence for Strive’s custom compounded pharmaceutical formulations. The Territory Sales Manager serves as a trusted clinical sales partner, collaborating with physicians, medical clinics, healthcare practices, and wellness centers to provide customized compounding solutions, exceptional account support, and ongoing provider education within the Richmond territory.

Key Responsibilities:

Territory Strategy & Revenue Growth: Develop and execute territory business plans designed to achieve monthly, quarterly, and annual sales goals within assigned geographic markets. Own clinic growth and retention post-handoff; paid 10% commission on GP above each clinic's baseline (no quota). Baseline moves with clinic trajectory (Growing/Plateau/Declining)—reps are rewarded differently for growing vs. simply retaining an account. Responsible for catching and working clinics that dip below 10 scripts/mo before they drop into the CSM-only bucket (one-month grace window).

Prescriber Prospecting & Business Development: Identify, prospect, and establish new business relationships with healthcare providers, medical specialists, private practices, and clinical organizations.

Relationship Management & Account Retention: Build and maintain strong relationships with existing prescribers and clinical teams; conduct regular account reviews to improve satisfaction, support retention, and identify growth opportunities.

Clinical Product Education & Presentations: Deliver in-person educational presentations, clinical lunch-and-learns, and product discussions for prescribers and healthcare teams regarding custom compounding solutions, dosage forms, and therapeutic options.

Market Intelligence & Competitive Analysis: Monitor regional healthcare trends, provider preferences, and competitive activity to identify growth opportunities and provide market insights to Sales Leadership.

Customer Relationship Management (CRM) Management: Maintain accurate records of field sales activities, provider interactions, pipeline progression, and follow-up activities within Customer Relationship Management (CRM) software, including HubSpot.

Cross-Functional Collaboration & Marketing Support: Partner with Marketing, Customer Success, and Pharmacy Operations teams to support regional campaigns, streamline new provider onboarding, and resolve customer needs.

Conference & Industry Representation: Represent Strive Pharmacy at local, regional, and national medical conferences, provider education events, and professional networking opportunities to increase brand awareness and generate new business opportunities.

Compliance & Brand Standards: Ensure all provider interactions, educational presentations, and promotional activities align with company policies, healthcare compliance requirements, pharmaceutical advertising standards, and patient privacy regulations under the Health Insurance Portability and Accountability Act (HIPAA).

Required Qualifications:

Bachelor’s degree in Business Administration, Marketing, Biological Sciences, Healthcare Administration, or a related field.

2+ years of successful field sales experience.

Valid driver’s license with a clean driving record and willingness to travel extensively, up to 70–80%, within assigned territory.

Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint) and modern Customer Relationship Management (CRM) platforms, such as HubSpot or Salesforce.

Exceptional interpersonal, negotiation, relationship management, and presentation skills.

Demonstrated ability to independently manage a field territory, prioritize strategic accounts, and achieve sales objectives in a fast-paced environment.

Preferred Qualifications

Direct experience selling 503A or 503B compounded pharmaceutical formulations, bioidentical hormone replacement therapies, dermatology products, anti-aging therapies, or integrative medicine solutions.

Proven track record of territory growth within pharmaceutical sales, specialty pharmacy, medical device, or healthcare provider services.

Strong understanding of medical terminology, provider office workflows, and clinical sales processes.

Established relationships with physicians, physician assistants, nurse practitioners, and medical clinics within assigned markets

Work Environment:

This position is primarily based in a field-based work environment within assigned territory boundaries. The role requires frequent automobile travel, visits to medical offices, provider meetings, educational presentations, keyboarding, and computer use, with occasional lifting of marketing materials, clinical display kits, and conference equipment up to 35 lbs. Reasonable accommodations may be made for individuals with disabilities.

Annual Salary

$80,000 — $90,000 USD

Join Us in Making an Impact:

At Strive, the work is real and the impact is direct. Every role here contributes to a patient experience that's more personal, more attentive, and more human than what most people have come to expect from a pharmacy. Apply today and help us raise the bar.

Benefits/ Perks:

Strive Pharmacy offers a comprehensive benefits package, including:

Employer-paid healthcare coverage, effective the 1st day of the following month of your hire date

Free Strive compounded medications for employees based on a valid patient-specific prescription from a licensed healthcare provider

Paid time off

Sick time

FSA and HSA options

Parental leave

401(k) with employer matching

Life insurance

Vision and dental insurance

Veterinary insurance

Culture:

Culture isn't an afterthought at Strive. It's something we actively build. We foster a collaborative, engaging workplace where employees have opportunities to connect, celebrate, and build meaningful relationships with their colleagues. We're committed to supporting the personal and professional growth of every employee,