Executive Director, Sales

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

📋 Description

• Convert neffy® brand strategy into actionable execution across the ARS Pharmaceuticals portfolio.

• Take ownership of customer targeting and segmentation, enhance sales force effectiveness, field messaging execution, and payer pull-through.

• Direct the sales organization for the Western US region.

• Cultivate and maintain a high-performing team by recruiting, hiring, developing, and retaining top talent.

• Contribute to budget planning, incentive compensation design, compensation strategy, competitive responses, messaging adjustments, and neffy® brand positioning.

• Collaborate with Marketing, Market Access, Medical Affairs, Strategy, and Commercial Operations to align priorities and develop the annual brand plan.

• Provide strategic guidance and motivational leadership to the national sales organization.

• Achieve revenue and market share objectives through disciplined selling strategies.

• Evaluate sales performance, market trends, competitive dynamics, and opportunities in cooperation with Commercial Operations.

• Mentor, coach, and develop Area Sales Managers.

• Ensure that training translates into effective selling performance.

• Lead national sales meetings and supervise large-scale business and development training sessions.

• Assist in field-force sizing, structuring, and territory alignment.

• Foster relationships with regional thought leaders in partnership with Medical Affairs.

• Oversee the sales budget and track monthly expenditures.

• Support customer and payer strategies while executing national and area pull-through tactics.

• Collaborate with Marketing on brand messaging, promotional materials, and responses to competition.

• Utilize analytics, reporting, and performance tools to enhance field effectiveness.

• Provide insights into incentive compensation, goal setting, and annual business planning.

• Work with HR to recruit, develop, train, and retain the sales team.

• Address employee relations issues and ensure compliance with field sales promotional activities.

⛳️ Requirements

• Bachelor’s degree from an accredited institution, ideally in business or life sciences; a combination of education and experience will also be considered.

• At least 10 years of experience in the pharmaceutical/biotech industry with a proven record of sales leadership and performance.

• Second-line leadership experience is highly preferred, although significant field leadership, cross-functional influence, or readiness for expanded leadership responsibilities will be evaluated.

• Experience in executing or training on leadership development principles is beneficial.

• Preferred: background in Allergy/Immunology.

• Familiarity with marketing, analytics, targeting strategies, emotional intelligence principles, and challenger selling.

• Strong business acumen with the ability to formulate business plans based on key performance indicators and market opportunities and challenges.

• Knowledge of the reimbursement landscape and expertise in traditional retail and specialty pharmacy/distribution models.

• Understanding of account selling, including centers of excellence, major academic medical centers, and patient referral strategies.

• Demonstrated success in developing and executing sales strategies that drive revenue growth and expansion.

• Capacity to foster relationships and collaborate both internally and externally.

• Ability to apply innovative thinking and resolve challenges effectively.

• Comprehensive understanding of pharmaceutical marketing principles with the capacity to learn and communicate disease-state information.

• Willingness to travel by car and plane up to 60% within designated territories and for national conferences and meetings.

• May be required to meet credentialing criteria for access to academic institutions, medical facilities, and organizations, including background checks, drug screens, and proof of immunization and/or vaccinations.

🏝️ Benefits

• Discretionary annual performance bonus.

• Equity participation.

• 401k matching plan.

• Complete employer-paid Medical, Dental & Vision coverage for employees.

• Comprehensive benefits package.

• Reasonable accommodations for qualified individuals with disabilities.