Executive Director, Area Sales – East

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee a multi-state network of Regional Sales Directors and their respective sales teams.

• Take ownership of Area sales performance to meet monthly, quarterly, and annual targets.

• Convert national commercial priorities into actionable Area business plans and measurable outcomes.

• Collaborate with the VP of Sales & Sales Enablement and cross-functional leaders to gather marketplace insights, customer trends, competitive intelligence, and identify growth opportunities.

• Set performance expectations, establish accountability, define KPIs, and conduct regular business reviews.

• Direct Area readiness and execution throughout pre-launch, launch, and post-launch phases.

• Collaborate with Enablement & Training for onboarding, ongoing training, launch meetings, and sales meetings.

• Implement launch strategies into consistent field execution and adjust tactics based on local market dynamics.

• Attract, recruit, develop, and retain Regional Sales Directors and sales professionals.

• Provide coaching and mentorship to RSDs through business reviews, field rides, feedback sessions, and leadership development initiatives.

• Build talent pipelines through succession planning and development in partnership with HR and Enablement & Training.

• Oversee performance management, conduct evaluations, and make compensation recommendations.

• Create and manage Area budgets while optimizing resource allocations.

• Collaborate on territory alignment, customer targeting, performance metrics, and incentive compensation strategies.

• Utilize CRM analytics, business intelligence, and market insights to assess performance and guide decision-making.

• Formulate strategies for organized customers including health systems, IDNs, large group practices, and tobacco treatment programs.

• Foster relationships with key thought leaders in addiction medicine, pulmonology, psychiatry, primary care, and tobacco treatment.

• Collaborate with Market Access, Marketing, and Medical Affairs to address customer needs and payer dynamics.

• Bring customer insights and market intelligence gathered from the field back to the home office.

• Promote ethical business practices and compliance with Achieve policies, FDA regulations, OIG guidance, the PhRMA Code, as well as state and federal requirements.

• Exemplify integrity, accountability, and professionalism within the field organization.

⛳️ Requirements

• A Bachelor's degree is required; an MBA or advanced degree is preferred.

• At least 15 years of experience in pharmaceutical or biotechnology sales and sales leadership.

• A minimum of 5 years in a role directly leading sales managers, with a proven record of developing and coaching leaders.

• Demonstrated success in developing and executing Area or multi-region business plans, managing budgets, and achieving commercial objectives.

• Experience in driving business with organized customers, such as health systems, IDNs, academic medical centers, ACOs, and large group practices.

• Strong scientific and medical knowledge, with the capability to communicate complex clinical concepts clearly and effectively.

• Excellent analytical skills and business acumen, including experience with CRM data interpretation and familiarity with Veeva, Excel, or similar platforms.

• Comprehensive understanding of pharmaceutical promotional compliance, including FDA regulations, OIG guidance, and the PhRMA Code.

• Proven ability to collaborate across multiple functions, manage competing priorities, and deliver results in a dynamic, fast-paced environment.

• Outstanding communication, presentation, relationship-building, and influencing skills.

• Strong attention to detail and proficiency in Microsoft Office applications.

• A valid driver's license and a clean driving record.

• Willingness to travel up to 75% of the time.

• Significant experience with U.S. product launches is preferred.

• Previous experience in building commercial capabilities and field organizations from the ground up is a plus.

• Experience in respiratory care, primary care, addiction medicine, or smoking cessation is preferred.

• Proven experience leading teams that engage with primary care and a broad range of healthcare professional audiences is preferred.

• Familiarity with retail, non-retail, specialty pharmacy, and HUB access models is preferred.

• Exposure to Marketing, Market Access, Sales Training, or Commercial Operations is preferred.

🏝️ Benefits

• Annual target bonus.

• Equity compensation.

• Medical insurance.

• Dental insurance.

• Vision insurance.

• 401(k) retirement plan.

• Employee Stock Purchase Plan.

• Company-paid life insurance.

• Short- and long-term disability coverage.

• Paid time off.

• Paid company holidays.

• Remote, field-based work arrangement.