National Sales Director

About the Role

The National Sales Director (NSD), Rare Emergency Medicine (REM) serves as the senior commercial field leader responsible for driving portfolio performance across SERB's U.S. Rare Emergency Medicine portfolio. Reporting to the Vice President and Head of the Rare Emergency Medicine Business Unit, this role develops and executes the national sales strategy, leads a high-performing team of Regional Business Directors, and translates business unit priorities into consistent execution across key customer segments, including hospitals, health systems, integrated delivery networks, emergency medicine, critical care, and specialty provider settings.

As a member of the REM Leadership Team, the National Sales Director contributes to portfolio planning, resource allocation, long-range strategic planning, and business unit decision-making to support the continued growth and evolution of the REM franchise. This role is accountable for sales force effectiveness, forecasting, organizational capability, launch readiness, and the successful commercialization of both established brands and future growth opportunities, including Bentracimab.

Responsibilities

• Commercial Strategy & Business Leadership
  • Lead national commercial execution and performance across the Rare Emergency Medicine portfolio.
  • Drive achievement of revenue, profitability, market share, and strategic growth objectives.
  • Partner with Commercial Operations and Finance to develop forecasts, identify risks and opportunities, and implement business action plans.
  • Develop and execute national sales strategies aligned with business unit objectives and portfolio priorities.
  • Lead annual planning, forecasting, budgeting, and business review processes while identifying risks, opportunities, and actions to optimize performance.
  • Monitor business performance, customer trends, competitive dynamics, and market opportunities to inform commercial strategy and resource allocation.
  • Foster a culture of accountability, execution excellence, agility, and continuous improvement.
• Launch Excellence & Portfolio Leadership
  • Lead launch readiness and commercialization efforts for Bentracimab and future portfolio expansion opportunities.
  • Collaborate with Marketing, Commercial Development, and Value & Access leadership to optimize promotional strategies, educational initiatives, speaker programs, and customer engagement activities.
  • Leverage field insights and innovative customer engagement approaches to optimize launch execution and portfolio performance.
  • Ensure seamless integration of Bentracimab into the broader REM portfolio strategy while balancing performance of existing brands.
• Sales Leadership & Talent Development
  • Lead, coach, and develop a team of Regional Business Directors responsible for field execution across the United States.
  • Conduct regular field engagement with Regional Business Directors, Key Account Managers, and customers to assess execution quality and identify development opportunities.
  • Build organizational capability through performance management, coaching, succession planning, talent assessment, and targeted development initiatives.
  • Foster an inclusive, collaborative, and performance-driven culture aligned with SERB's values and leadership expectations.
  • Recruit, retain, and develop top talent to support current and future business needs.
• Strategic Account & Customer Leadership
  • Provide leadership and strategic direction for national and regional account engagement strategies.
  • Ensure consistent execution of enterprise account strategies by aligning Regional Business Directors, Key Account Managers, and cross-functional stakeholders around customer priorities.
  • Partner with Value & Access teams to develop and execute national health-system, IDN, and organized customer strategies.
  • Provide executive sponsorship and leadership support for priority health systems, national accounts, and strategically important customer relationships.
  • Collaborate with Value & Access teams to ensure effective pull-through of pricing, contracting, reimbursement, and value-based initiatives.
• Commercial Operations, Planning & Field Force Effectiveness
  • Partner with Commercial Operations to develop and execute national sales force strategies, including territory alignment, organizational design, deployment optimization, and resource allocation.
  • Lead field input into annual planning, forecasting, budgeting, and business review processes.
  • Utilize performance metrics, analytics, customer insights, and CRM data to evaluate organizational effectiveness and drive continuous improvement.
  • Oversee incentive compensation, leadership development, selling capabilities, and field force effectiveness initiatives.
• Cross-Functional Leadership
  • Serve as a member of the REM Leadership Team, contributing to business unit strategy, portfolio prioritization, investment decisions, and long-range planning.
  • Represent the voice of the customer and field organization in strategic planning and business decision-making.
  • Influence and align cross-functional stakeholders to deliver integrated commercial strategies and business objectives.
  • Lead governance forums supporting launch readiness, portfolio performance, and organizational effectiveness.
  • Partner with executive leadership to evaluate growth opportunities, lifecycle management initiatives, and future portfolio expansion strategies.
• Compliance & Operational Excellence
  • Ensure all commercial activities are conducted in compliance with company policies, industry regulations, and applicable laws.
  • Maintain the highest standards of ethics, integrity, and professionalism.
  • Utilize analytics, CRM systems, dashboards, and business intelligence tools to drive data-informed decision-making.
  • Drive operational excellence through disciplined planning, resource management, performance measurement, and evaluation of commercial investments.

The above duties and responsibilities are not exhaustive, and you may be required to undertake other reasonable duties compatible with your experience and competencies.

Requirements

• Bachelor's degree required; advanced degree preferred.
• Minimum of 12 years of pharmaceutical, biotechnology, or medical device commercial experience.
• Minimum of 5 years of second-line sales leadership experience, including responsibility for national sales strategy, organizational leadership, forecasting, and commercial execution.
• Demonstrated success leading national sales teams within acute care, hospital, specialty pharmaceutical, rare disease, critical care, or emergency medicine markets.
• Proven track record of driving commercial performance through both in-line brand optimization and successful product launches.
• Experience commercializing injectable pharmaceutical products within hospital and health-system environments.
• Demonstrated success leading geographically dispersed sales organizations operating within complex account-based selling models.
• Strong understanding of hospital purchasing processes, formulary review, IDN decision-making, reimbursement dynamics, and health-system account management.
• Experience partnering with commercial headquarters functions to develop and execute strategic initiatives including forecasting, incentive compensation, speaker programs, launch planning, customer targeting, training, and commercial excellence programs.
• Proven ability to lead through organizational change while maintaining employee engagement and business performance.
• Demonstrated strategic thinking, business acumen, analytical capability, and exceptional communication, leadership, coaching, and influencing skills.
• Experience operating successfully within growth-stage, entrepreneurial, or highly matrixed organizations preferred.
• Ability to travel approximately 60-70%.

Leadership Competencies

• Strategic Leadership: Develops and communicates a compelling vision, aligns teams around business priorities, and translates strategy into execution.
• Results Orientation: Consistently delivers business objectives while balancing short-term execution with long-term strategic priorities.
• Collaborative Leadership: Builds strong partnerships across functions, values diverse perspectives, and fosters teamwork to achieve common goals.
• Talent Development: Invests in people, develops future leaders, and creates an environment where team members can thrive.
• Change Leadership: Leads effectively through ambiguity and organizational change while maintaining engagement and performance.
• Customer Focus: Maintains a deep understanding of customer needs and ensures business decisions are grounded in delivering value to patients and healthcare providers.
• Strategic Agility: Anticipates change, evaluates opportunities and risks, and adjusts plans quickly to meet evolving business needs.
• Enterprise Mindset: Prioritizes organizational success over individual, regional, or functional interests and actively contributes to achieving broader company objectives.
• Executive Presence: Communicates with confidence and credibility, influences senior stakeholders, and effectively represents the organization internally and externally.