Executive Director, Field Sales

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

📋 Description

• Accountable for leading and energizing a high-achieving, patient-focused field sales organization to achieve sustainable business growth across various specialty therapeutic areas and customer segments.

• Cultivates a culture of purpose, accountability, and resilience while driving commercial excellence in dynamic and complex markets.

• Guides through influence and collaboration to unify teams, strategies, and stakeholders in alignment with organizational goals, customer needs, and enhanced patient outcomes.

• Advocates for excellence in execution while shaping the future of the field organization and fostering the capabilities necessary to support both current and future commercial opportunities.

• Develops and implements business plans for specific products, portfolios, and markets that are in line with the overall commercial strategy, growth objectives, and financial targets.

• Offers strategic leadership and direction to front-line field sales leaders, ensuring accountability for performance, coaching, talent development, compliance, and operational excellence.

• Promotes a customer-centric field strategy that amplifies the voices of healthcare professionals, patients, caregivers, and other key stakeholders across essential touchpoints, informing execution across the commercial organization.

• Identifies opportunities to enhance field effectiveness, optimize resource allocation, and improve execution across various care sites, customer segments, and specialty distribution channels.

• Collaborates with Commercial leadership to develop, communicate, and implement national sales objectives, incentive compensation programs, business strategies, and tactical plans that foster a high-performing sales culture and consistent execution.

• Establishes trusted relationships across the enterprise to ensure cross-functional alignment, effective communication, and successful execution of key strategies and initiatives.

• Contributes to strategic planning and offers recommendations concerning field force effectiveness, targeting, incentive compensation, forecasting, resource deployment, and tactical execution.

• Promotes a culture of accountability, collaboration, innovation, inclusion, and commitment to the patients and communities served.

• Leads organizational change initiatives and supports the successful implementation of evolving business strategies, operating models, capabilities, and field execution methods.

⛳️ Requirements

• BS/BA degree and 17+ years of progressive leadership experience in specialty pharmaceutical or biotech sales management, including extensive experience in field sales management and product launches while leading and developing others in highly complex and competitive environments.

• Experience managing a regional specialty sales force is preferred.

• Proven experience in building, expanding, and leading a pharmaceutical/biotech sales force during periods of rapid growth, ideally in specialty pharmaceuticals, rare diseases, endocrinology, psychiatry, or neurology.

• MBA is preferred alongside 15+ years of relevant experience.

• PhD is preferred with 12+ years of relevant experience.

• Capacity to effectively navigate complex commercial environments that encompass diverse care sites, specialty pharmacy fulfillment, long-term care settings, integrated delivery networks, and evolving customer and market dynamics.

• Established ability, as evidenced by superior product and portfolio performance, to set and meet challenging business objectives.

• Proven capability to effectively lead and develop front-line field sales leaders and their teams.

• Comprehensive understanding of industry standards, various customer segments, specialty product distribution, reimbursement, and market access fundamentals.

• Strong grasp of commercial execution within specialty pharmaceutical and biotechnology markets.

• Results-driven and able to excel in a fast-paced, high-energy environment.

• This role necessitates frequent driving; thus, a valid driver's license, a clean driving record, and the ability to operate a motor vehicle are required as part of the job responsibilities.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance plans.

• Generous paid time off and flexible work arrangements.

• Opportunities for professional development and career advancement.

• Collaborative and inclusive work environment that values innovation.