Director, Shared Central Fill
About this role
The Role:
Shared Central Fill is a new operating model for iA, and this role will own the offering end to end — from the first proof sites, through commercial repeatability, to a permanent offering at scale.
As Director, Shared Central Fill, you will define what the offering is, what it costs, who qualifies to run it, and where it needs to go over the long-term business planning horizon. You will carry the offering into the market until it is repeatable without you. In the early phases, that means being close to the work: shaping the product, supporting early customer opportunities, helping implement and troubleshoot with the first sites, and translating those learnings into a model others can executed.
As Shared Central Fill proves out, you will set the standard the offering must meet before repeatable sales activity transitions to the Sales organization. Once that transition occurs, the commercial motion moves to Sales, while this role continues to own the offering’s long-term strategy, economics, operating model, and scalability.
The work spans product ownership, pricing, commercial execution, and operating design. This role is built for someone who is credible in a pharmacy back room, comfortable working through ambiguity, and energized by building the offering themselves before handing off the repeatable motion to others.
What you’ll do:
- Ongoing Responsibilities
- These responsibilities define the core scope of the role and continue as the Shared Central Fill offering matures.
- Define and maintain the Shared Central Fill offering, including what the offering includes, what it excludes, customer use cases, and alignment to the three-year product and business roadmap.
- Own the Shared Central Fill roadmap and growth strategy, including prioritization of capabilities, target segments, sequencing, and long-term scalability.
- Develop and maintain pricing and margin standards in partnership with Finance and Commercial teams, including pricing structure, discount parameters, economic assumptions, and key variables that impact profitability.
- Establish site qualification standards by evaluating volume, order mix, system requirements, operational readiness, and other factors needed to determine whether a customer site is appropriate for Shared Central Fill.
- Define the operating model and software integration standards required for successful Shared Central Fill engagements, including expectations for workflow control, software attachment, and operational consistency across sites.
- Align cross-functional teams across Product, Engineering, Services, Finance, Sales, and Commercial functions to ensure execution against a single Shared Central Fill strategy.
- Identify risks, dependencies, and points of misalignment and escalate as needed to keep the offering on track.
- These responsibilities define the core scope of the role and continue as the Shared Central Fill offering matures.
- Launch Phase Responsibilities
- These responsibilities apply while the offering is being proven and will transition to the appropriate sales or delivery teams once the model becomes repeatable.
- Support early business development activities, including identifying initial customer opportunities, engaging directly with prospective customers, and supporting early pipeline development.
- Lead beta and reference site strategy, including defining what each site must prove, establishing performance expectations, and translating learnings into improvements to the offering.
- Partner with Services on implementation learnings, while ensuring delivery execution, site staffing, and day-to-day operations remain owned by the appropriate delivery teams.
- Engage directly with customers during early deals, implementations, and escalations to understand operational needs, remove barriers, and build a repeatable model for future deployments.
- Develop scalable tools and playbooks, including implementation guides, pricing tools, qualification checklists, sales enablement materials, and operating standards that can be used by teams beyond the initial build phase.
- Define the criteria for transitioning the commercial motion to Sales, including the standards that must be met before Sales assumes primary ownership of the repeatable selling process.
- These responsibilities apply while the offering is being proven and will transition to the appropriate sales or delivery teams once the model becomes repeatable.
- Scope of Authority
- Owns: offering definition, roadmap priorities, site qualification standards, operating model standards, software integration expectations, and criteria for transitioning the commercial motion to Sales.
- Influences: pricing architecture, pipeline strategy, account selection, services delivery model, and engineering roadmap sequencing where Shared Central Fill is a dependency.
- Does not own: services delivery execution, site staffing, engineering resourcing, or sales quota after the commercial motion has transferred.
Who you are:
- 10+ years of experience across some combination of pharmacy operations, healthcare distribution, healthcare services, automation, or B2B services, with demonstrated depth in at least one area and working fluency across related functions.
- Experience owning or leading an offering, product line, service line, business initiative, or commercial program from concept through execution.
- Experience developing pricing models, business cases, customer qualification criteria, operating models, or go-to-market strategies.
- Demonstrated experience working directly with customers, commercial teams, or cross-functional stakeholders to support business development, implementation, or market launch activities.
- Strong understanding of operational workflows, throughput, staffing models, volume planning, or service delivery in a complex operating environment.
- Proven ability to lead cross-functional work across Product, Engineering, Services, Finance, Sales, or Commercial teams without direct authority.
- Demonstrated ability to build repeatable tools, playbooks, processes, or standards that can be executed by others.
- Strong business judgment and ability to make decisions in ambiguous or evolving business environments.
- Ability to travel approximately 25%, primarily to customer and reference sites.
Even better if you have:
- Experience with pharmacy workflow, pharmacy data, central fill operations, mail order pharmacy, specialty pharmacy or pharmacy automation.
- Experience scaling a new offering, service line, or operating model from early build/proof-of-concept through repeatable commercial execution, including transition of the commercial motion to a sales organization.
Applicants must be authorized to work for ANY employer in the U.S. Employer will not sponsor applicants for work visas.
Compensation:
The estimated base annual salary range for this position is $165,750 to $224,250, though a candidate’s base annual salary shall be determined on a range of factors, including, but not limited to, qualifications and experience. This position may additionally be eligible for an annual discretionary bonus.
What are the perks?
- 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 working for a company where your voice is heard
More 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 in the pharmacy fulfillment business, we have developed and implemented a suite of automation and software solutions that help deliver quick and sustainable business results. Our integrated Pharmacy Fulfillment Platform enables scalable solutions that helps run the prescription fulfillment process from prescription acceptance to delivery, supporting dynamic design flexibility to service pharmacies in a variety of volumes and settings. Our solutions improve workflow, and increase efficiency, while enabling more time for pharmacists to focus on their patients. iA works with pharmacy providers in the Commercial, Health Systems, Government, and Mail Order/eCommerce markets. iA can help customers transform their pharmacy. For more information, visit iARx.com.
Our Mission: We partner with providers to transform pharmacy through our leading-edge software enabled fulfillment technology and partners to deepen the patient-pharmacist relationship, enhancing patient safety and choice while increasing operational efficiency. iA empowers pharmacists to focus on patient care. iA can run the prescription fulfillment process from start to finish, helping pharmacies manage fulfillment and inventory to help lower costs, improve efficiency, increase safety, and provide comprehensive Rx tracking and real-time support.
Our Products:
- Software
- Modular Hardware
- Sophisticated Counting and Collation Devices
Our Core Values:
- Solutions Driven
- Customer Centric
- Championing Diversity
- Empowering Ownership
- Trust Daringly
To learn more about iA’s product, people and culture visit us at iARx.com OR check us out on LinkedIn, Facebook, or YouTube!
iA provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
#LI-DNI
Company at a glance
iA® (Innovation Associates®) is a pharmacy fulfillment company that provides an integrated platform of capabilities to support centralized pharmacy fulfillment and community pharmacy fulfillment solutions.
With over 30 years of experience in the pharmacy fulfillment business, we have developed and implemented advanced robotics and enterprise software solutions that help deliver quick and sustainable business results. Our Pharmacy Fulfillment Platform helps run the prescription fulfillment process from prescription order acceptance to delivery, supporting dynamic design flexibility to service pharmacies in a variety of volumes and settings. Our solutions can improve workflow, increase efficiency, and help deliver immediate and sustainable business results, while enabling more time for pharmacists to focus on their patients.
We embrace being a company powered by technology with the goal to accelerate the pharmacy industry move to centralization. We look to the future with great anticipation, because we know even bigger, better, faster, safer solutions are yet to be revealed. We will continue to tap into our own inventive philosophies and develop partnerships that, above all, will drive innovation at every turn.
iA is a committed partner, ready to work with you to transform your pharmacy and help improve patient care.
Top Benefits
- Generous time off policy
- Competitive benefits
- Talent development opportunities
- Professional development
Tired of cold applications?
Sign up with Clera and we'll reach out the moment a role actually fits you — no more spraying applications into the void.
Know someone who'd be great for this?