National Sales Director – US Institutional Sales, Surgical Business Unit

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

📋 Description

• Develop the institutional sales framework for D-PLEX100 in the US, encompassing sizing, structure, territory alignment, targeting, and deployment.

• Create field roles and competency profiles tailored for selling a DRG-reimbursed surgical product governed by institutions.

• Set up incentive compensation plans, quotas, and performance benchmarks.

• Recruit, interview, and onboard the field sales team along with the first-line management layer.

• Design and oversee the onboarding and training programs, which include disease and product knowledge, institutional/P&T selling, compliance, and selling skills.

• Cultivate sales talent through field coaching, performance management, succession planning, and regular field visits.

• Take ownership of the US national sales objectives and lead execution across hospitals and surgical facilities.

• Establish frameworks for account and territory business planning, driving formulary access, protocol adoption, and account-level uptake.

• Direct the sales management team, establish priorities, assess performance, and implement the launch strategy.

• Ensure engagement with surgeons, pharmacy directors, infection prevention and antimicrobial stewardship leaders, value analysis committees, and hospital administration.

• Oversee field launch readiness for D-PLEX100 and subsequent indications.

• Collaborate with Brand Marketing, Market Access/HEOR, Medical Affairs, Sales Operations, Training, Legal, and Program Management.

• Guarantee adherence to company policies, healthcare compliance requirements, and promotional guidelines.

• Manage the field sales budget and resources while tracking productivity, activity, and performance against objectives.

⛳️ Requirements

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

• At least 12 years of experience in pharmaceutical or biotech sectors, with significant hospital/institutional field sales exposure.

• Proven success in building and leading field sales teams, including first- and second-line sales leadership and managing managers.

• Experience in recruiting, hiring, training, and developing a field sales organization.

• A strong track record of achieving sales objectives for hospital-administered, DRG-reimbursed, or institutionally governed products.

• Expertise in hospital selling environments, including formulary and P&T processes, value analysis committees, and institutional decision-making units.

• Strong cross-functional leadership skills and the ability to collaborate with Marketing, Market Access, Medical, and Sales Operations teams.

• Willingness to operate as a field-based leader with extensive travel in the US, approximately 50–60% of the time.

• Preferred experience in hospital anti-infective, surgical, or buy-and-bill/inpatient product sales leadership.

• Previous experience in launch sales leadership, ideally establishing a new field force.

• Familiarity with MS-DRG, NTAP, HCPCS/J-code, inpatient reimbursement and coding dynamics, as well as antimicrobial stewardship/infection prevention stakeholders is preferred.

• Experience in leading sales for an in-licensed or newly acquired asset is preferred.

• Background in designing sales models, territory alignments, and incentive compensation in collaboration with Sales Operations is preferred.

• Must be capable of sitting for extended periods; frequently standing, walking, talking, and/or hearing is required.

• May occasionally need to climb stairs and/or use elevators.

• Must occasionally lift and/or move up to 25 pounds.

• Proficiency in manipulating a keyboard and operating a telephone and handheld devices is necessary.

🏝️ Benefits

• Competitive compensation package

• Annual bonus based on company performance

• Sales incentive compensation program, including opportunities to exceed plans

• Car reimbursement program and gas card for both business and personal use

• Comprehensive medical, dental, vision, and prescription coverage

• 401(k) retirement savings plan with dollar-for-dollar matching up to 5%

• Up to 15 vacation days per year, with the option to roll over up to 40 hours

• Five sick/wellness days

• Company closure between Christmas and New Year’s for an additional week off

• 13 recognized holidays

• Tuition reimbursement for undergraduate and graduate courses or certifications

• Azurity High Five peer recognition platform