Business Development & Sales Operations Repre

About the Role

The Business Development & Sales Operations Specialist will play a dual role in driving revenue growth by generating qualified leads and supporting the sales team with administrative and operational tasks. This individual is primarily responsible for proactive outreach, lead qualification, and follow‑up on marketing initiatives, and secondarily ensures sales processes run smoothly by managing CRM data, reporting, and appointment scheduling. The role bridges Sales, Marketing, and Operations to ensure seamless communication, improved efficiency, and a strong pipeline of opportunities for iA.

Responsibilities

Business Development (Outbound & Lead Generation)

• Proactively cold call, email, and engage prospective customers to generate interest and book qualified meetings for the sales team.
• Own pre‑booking tradeshow/event appointments and post‑event follow‑ups on leads.
• Research target accounts and identify key decision‑makers to expand outreach efforts.
• Maintain a consistent follow‑up cadence using multi‑channel outreach (phone, email, ZoomInfo, LinkedIn).
• Qualify leads based on BANT criteria (budget, authority, needs, timing) and ensure smooth handoff to the sales team.
• Collaborate with Marketing to optimize outreach messaging and provide continuous feedback on customer engagements.
• Customize outreach messaging to resonate with specific customer pain points and industry trends.
• Monitor key performance metrics (meetings booked, response rates, conversion rates) and adjust tactics as needed.
• Stay informed on industry trends, competitive landscapes, and customer challenges to identify new outreach opportunities.
• Develop strategic account‑penetration plans with account executives to prioritize high‑value prospects and accelerate lead generation.

Sales Support (Operational & Administrative Tasks)

• Manage and maintain CRM records (e.g., Salesforce) to ensure accurate, up‑to‑date information on leads, contacts, and opportunities.
• Assist Account Executives with scheduling new customer meetings.
• Prepare sales collateral and supporting materials for in‑person meetings and outreach activities.
• Contribute to cross‑functional process improvements, templates, and outreach best practices to increase team efficiency.
• Develop and maintain proposal templates and slide decks to standardize outreach and customer presentations.
• Provide competitive intelligence by monitoring competitor activity and sharing insights with the sales and marketing team.

Requirements

• Minimum of 3 years of experience in Sales, Business Development, or Sales Support roles.
• Experience prospecting in pharmacy automation/healthcare, preferably selling to Senior Director or C‑level buyers.
• Demonstrated ability to manage a detailed, robust sales pipeline across commercial, health‑system, and government customers.
• Track record of meeting or exceeding KPIs such as booked meetings, response rates, and pipeline contribution.
• Background in outbound and/or account‑based marketing with the ability to quickly understand customers’ real needs.
• Strong organizational and time‑management skills; ability to prioritize multiple tasks.
• High attention to detail and capacity to manage multiple projects simultaneously, including event logistics and sales collateral preparation.
• Proactive mindset with a drive to meet goals, learn, and contribute to sales team success.
• Familiarity with CRM systems (Salesforce preferred) and sales engagement tools such as ZoomInfo, Outreach, or LinkedIn Sales Navigator.
• Problem‑solving mindset; Six Sigma certification is a plus.
• Excellent written and verbal communication skills, with the ability to tailor messaging for different industries and customer pain points.
• Authorization to work for any employer in the United States (no visa sponsorship available).

Compensation

The estimated base annual salary range for this position is $54,167 to $73,285, determined by qualifications and experience. The role is also eligible for commission payments.

Benefits

• Generous time‑off policy that allows you to put your family first.
• Opportunity to work on the cutting edge of pharmacy automation in a high‑growth tech company.
• Competitive benefits, salary, and talent development opportunities.
• Commitment to professional development and a workplace where your voice is heard.

About iA

iA® (Innovation Associates®) is a pharmacy fulfillment company that provides an integrated platform of capabilities to support centralized and community pharmacy fulfillment solutions. With over 30 years of experience, iA has developed automation and software solutions that streamline the prescription fulfillment process from acceptance to delivery, serving commercial, health‑system, government, and mail‑order/e‑commerce markets. The company’s mission is to partner with providers to transform pharmacy through leading‑edge, software‑enabled fulfillment technology, deepening the patient‑pharmacist relationship, enhancing safety and choice, and