2026 Sales Compensation Calculator

Strive Pharmacy · Sales Operations · Confidential
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Your Estimated Annual Variable Comp
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Based on inputs below — adjusts live

🎯 Account Executive Inputs

Activation model · Hunters
Activation Volume
?Number of new clinics you activate per month. A clinic "activates" when it hits the 10-script threshold within a 60-day window. Each activation earns a base bonus plus a velocity kicker based on your monthly total.📄 Ref Guide § 2.2 — Velocity Kicker Tiers
Triggers $250 base + velocity kicker
?How many months of the year you are actively selling. Use 12 for a full-year model. Adjust down for ramp periods, mid-year hires, or partial-year projections. Activation comp and Day-90 payments are pro-rated by this number.📄 Ref Guide § 2.1 — AE Compensation Structure
Day-90 Trailing Payments
?Percentage of your activated clinics still ordering ≥5 scripts/month at the 90-day mark. Clinics that go dark before Day 90 do not qualify — and may trigger a clawback. A healthy retention rate is typically 70–85%.📄 Ref Guide § 2.1 — Day-90 Trailing Payment
Clinic still active ≥5 scripts at day 90
?Estimated gross profit above the ~5-script/month activation baseline during the 30-day Day-90 window. The AE earns 10% of this amount. Discounting reduces GP directly, so pricing integrity protects this payment.📄 Ref Guide § 2.1 — Day-90 Trailing Payment
GP above ~5 script/mo baseline in the 30-day window
Self-Gen Activations (as TSM, optional)
?If an AM independently sources and activates a new clinic (without AE involvement), they earn a $200 self-gen bonus per clinic — subject to the same 10-script / 60-day threshold. This field is optional for AEs modeling AM-style self-gen activity.📄 Ref Guide § 3.5 — TSM Self-Gen Activations
$200 per clinic · same 10-script threshold
Clawbacks (Optional)
?Number of clinics expected to go dark (stop ordering) within the 6-month clawback window after activation. When this happens, the full activation bonus — base + any velocity kicker earned — is recovered. The clawback clock starts at activation_date.📄 Ref Guide § 2.4 — Clawback Policy · Appendix: activation_date
Went dark within 6 months · full bonus recovery
?The average velocity kicker amount that was paid on the clinics now being clawed back. The total clawback = $250 base bonus + this kicker amount, per clinic. If you earned no kicker on those clinics, enter $0.📄 Ref Guide § 2.4 — Clawback Policy

Estimated Annual Earnings

All figures annualized · before taxes
Activation Comp
Activation bonuses — × $250 × 12 mo
$24,000
Velocity kickers 8 act/mo → +$500/clinic
$48,000
Day-90 Trailing Payments
Qualifying clinics 75% of 8/mo = 6 clinics/mo
$19,440
10% × incremental GP above activation baseline (~5 scripts/mo). Rewards AEs who protect pricing — discounting reduces this payment directly.
Other
Self-gen activation bonuses $200 per clinic · AM context
$0
Clawbacks (deduction) — clinics × $550 avg
-$1,100
Total Variable Comp $90,340
Estimated Annual Variable Comp $90,340
Your Estimated Monthly GP Commission
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Based on inputs below — adjusts live

📈 TSM / Sr. TSM Inputs

Incremental GP model · Growth & Retention
Base Compensation
?Standard rate is 10% on all incremental GP. Preferred SKUs (non-GLP1 preferred drugs) earn 12.5%. Use 11.2% blended if your book is a mix. Applies to both TSM and Sr. TSM.📄 Ref Guide § 3.1 — TSM Compensation Structure
Book of Business
?Total clinics in your assigned territory that are currently ordering. Clinics below the 10-script/month floor contribute $0 commission but still count toward your total here — use the floor % field below to exclude them from earnings.📄 Ref Guide § 3.1 — AM Compensation Structure
?Average monthly script volume across all active clinics in your book. Commission is earned on incremental scripts above each clinic's individual baseline — this is the current average volume, not the baseline.📄 Ref Guide § 3.1 — AM GP Commission
?The per-clinic baseline is set at handoff_date (first of the month after activation). For SLA clinics, the effective baseline is MAX(trailing average at signing, MOQ) — whichever is higher. You earn commission only on scripts above this baseline.📄 Ref Guide § 2.3 — Handoff Rule · § 3.2 — Baseline Mechanics
Incremental = scripts - baseline. Clinics below 10 scripts earn $0.
?Average gross profit per script across your book. This varies by SKU mix, formulary, and pricing. Your commission is calculated as: commission rate × (scripts − baseline) × GP per script × 12 months. Ask Sales Ops for your book's blended GP/script if unsure.📄 Ref Guide § 3.1 — AM GP Commission
?Clinics ordering fewer than 10 scripts/month earn $0 commission regardless of GP. Enter the estimated percentage of your book below this floor. These clinics are still in your territory and count toward stagnancy monitoring — but do not generate commission until they exceed 10 scripts.📄 Ref Guide § 3.1 — AM GP Commission · § 9.1 — CSM Bucket
These earn $0 commission regardless of GP
SLA Contracts
?SLA (Service Level Agreement) contracts lock a clinic into a minimum order quantity (MOQ) for a defined term. In exchange, the TSM earns a signing bonus at execution and an elevated baseline protection. SLA eligibility requires ≥250 scripts/month trailing average.📄 Ref Guide § 4.3 — SLA Signing Bonus · § 4.1 — Eligibility
?The minimum order quantity the clinic committed to in scripts per month. The SLA signing bonus is calculated as: MOQ ÷ 100 × $500. The MOQ also sets the floor for the AM's commission baseline on that clinic.📄 Ref Guide § 4.3 — SLA Signing Bonus
?The clinic's actual average script volume in the months before the SLA was signed. The effective commission baseline is set to MAX(this trailing average, MOQ) — whichever is higher. This prevents "sandbagging" where an AM signs a low MOQ on an already high-volume clinic to collect a bonus without growing the account.📄 Ref Guide § 4.2 — Baseline Freeze Under SLA
Effective baseline = MAX(this, MOQ). Prevents sandbagging.
?Number of SLA contracts coming up for renewal this year. Renewal bonuses are tapered based on contract year — Year 2 = 50%, Year 3 = 25%, Year 4+ = 0% of the original signing bonus rate. MOQ increases at renewal always pay 100% on the incremental scripts regardless of year.📄 Ref Guide § 4.4 — SLA Renewal Taper
?Select the renewal scenario that applies. "Same MOQ" = clinic renews at the same volume commitment. "MOQ Increase" = clinic commits to a higher MOQ — you earn 100% on the incremental scripts only, regardless of year. "MOQ Decrease" = same taper as same-MOQ, applied to the new lower amount.📄 Ref Guide § 4.4 — SLA Renewal Taper
Taper: Year 2=50% · Year 3=25% · Year 4+=0% on same/decrease MOQ. Growth always 100%.
?Only required for "MOQ Increase" or "MOQ Decrease" renewal types. Enter the new MOQ the clinic is committing to at renewal. For increases, the bonus is calculated on the incremental scripts only (new MOQ − original MOQ). For decreases, the bonus is calculated on the new lower MOQ with the appropriate year taper.📄 Ref Guide § 4.4 — SLA Renewal Taper
Only used for increase / decrease renewal types
Self-Gen Activations
?If you independently source and activate a new clinic — without an AE involved — you earn a $200 self-gen bonus per clinic. The same 10-script / 60-day activation threshold applies. The clinic then becomes part of your book of business at your normal TSM commission rate.📄 Ref Guide § 3.5 — TSM Self-Gen Activations
$200 per clinic · same 10-script / 60-day threshold

Estimated Annual Earnings

All figures annualized · before taxes
GP Commission
Effective earning clinics 40 of 45 above floor
40
Non-SLA clinics commission 35 clinics × $320 incr GP × 10% × 12 mo
$13,440
SLA clinics commission 5 clinics · effective baseline: 340 (trailing > MOQ)
$1,920
SLA Contract Bonuses
New SLA signing bonuses 5 contracts × 320 MOQ × $5/100
$8,000
SLA renewal bonuses 3 renewals · same MOQ at 50%
$2,400
Self-Gen Bonuses
Self-gen activation bonuses 4 clinics × $200
$800
Total Variable Comp $26,560
Estimated Annual Variable Comp $26,560
Your Estimated Annual Variable Comp
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Based on inputs below — adjusts live

🤝 Partnership Rep Inputs

Hunter Model · Stream 1 (Upfront Signing Bonus + Clawback) + Stream 2 (GP Milestone)
Stream 1 — Deal Volume & MOQ
?Number of new partnership MOQ contracts executed this year. Each deal generates a signing bonus of MOQ × $1, paid in full at signing. A clawback applies if the clinic misses MOQ for 2 consecutive months (months 1–6: 100% recovery; months 7–12: 50% recovery).📄 Ref Guide § 7.1 — Stream 1
?The average monthly script volume committed in each deal. Signing bonus per deal = MOQ × $1, paid in full at signing. A 20,000 script/mo deal generates a $20,000 signing bonus paid immediately on contract execution.📄 Ref Guide § 7.1
Bonus per deal = MOQ × $1 (e.g. 20K scripts = $20,000 paid at signing)
Stream 2 — Delivered GP Milestone
?Average adjusted gross profit per dispensed script, sourced from orders_enriched.adj_gross_profit. Used to estimate total delivered GP from your deal portfolio. Typical range: $30–$70 depending on product mix.📄 Ref Guide § 7.2 — Stream 2
From orders_enriched.adj_gross_profit — NOT MOQ-based
?Estimated average delivery as a % of committed MOQ across all active deals. 80% delivery on a 20K MOQ deal means 16,000 scripts/month actually dispensed. This drives delivered GP and determines whether you hit the $50M Stream 2 threshold.📄 Ref Guide § 7.2 — Stream 2
Stream 2 unlocks at $50M delivered GP · 0.1% of total once crossed

Estimated Annual Earnings

Hunter Model · All figures annualized · before taxes
Stream 1 — Upfront Signing Bonus
Total signing bonus 6 deals × 20,000 scripts × $1
$120,000
Paid at signing (100%) Full bonus paid on contract execution
$120,000
⚠️ Clawback applies: 2 consecutive months below committed MOQ triggers recovery. Months 1–6: 100% of signing bonus. Months 7–12: 50%. Clawback window closes at month 12 (CSM handoff).
Stream 1 Total
$120,000
Stream 2 — Delivered GP Milestone
Annual delivered GP (estimated) 6 deals × 20K MOQ × 80% × $50/script × 12 mo
$57,600,000
Stream 2 bonus (0.1% of delivered GP) $57.6M delivered GP × 0.1%
$57,600
Total Variable Comp $159,600
Estimated Annual Variable Comp $159,600
Your Estimated Monthly Retention Bonus
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Based on inputs below — adjusts live

CSM Inputs

Retention Bonus · Reactivation Bonus
Portfolio — Retention Bonus
?Average number of clinics in your managed CSM bucket across the year. This is your denominator for retention rate. Minimum 10 clinics required to qualify for the retention bonus.📄 Ref Guide § 5.3 — Portfolio Mechanics
Minimum 10 clinics to qualify for retention bonus
?Your average monthly retention rate across the year. Active = at least one Rx fill placed in the calendar month. Retention rate = active clinics ÷ total portfolio. Enter as a percentage (e.g. 85 for 85%).

Tier thresholds: <70% = $0 · 70–79% = $15/active clinic · 80–89% = $25/active clinic · ≥90% = $40/active clinic.📄 Ref Guide § 5.1 — Retention Bonus Tiers
% active clinics per month · <70% = no bonus
Reactivation Bonus (Additive)
?Number of clinics you successfully return to TSM ownership during the year. A clinic qualifies when it crosses the 10-script threshold in a trailing 60-day window. Each reactivation earns a flat $100 bonus — paid in addition to your monthly retention earnings.📄 Ref Guide § 5.2 — Reactivation Bonus
$100 per clinic · additive on top of retention bonus

Estimated Annual Earnings

All figures annualized · before taxes
Monthly Retention Bonus
Retention tier 85% retention · $25/active clinic
$25 / clinic
Monthly retention bonus 30 active clinics × $25
$750
Annual retention bonus
$9,000
Reactivation Bonuses
Clinic reactivations 6 clinics × $100
$600
Total variable compensation
$9,600
Estimated Annual Variable Comp
$9,600
Tier Reference
Retention Rate Bonus / Active Clinic
< 70%$0
70% – 79%$15
80% – 89%$25
≥ 90%$40