National Sales Director - Eastern United States

About the role

The National Sales Director (NSD) leads and provides strategic direction for Commercial Sales, including sales strategies, productivity, sales training and effectiveness, and ensures achievement of performance targets and budgeted sales goals. Reporting to the Vice President, Sales, this role participates on the Commercial leadership team to drive the Commercial strategy and oversees field Sales.

Essential Duties and Responsibilities

• Develop and implement Area business plans, Area and regional budgets and maintain overall responsibility of action plans for the Area and Regions.
• Establish and maintain effective communications among all National Sales Directors (NSDs) and Regional Sales Managers (RSMs); organize and monitor performance to achieve the business potential of Areas and Regions.
• Review performance metrics with RSMs to ensure sales team is achieving maximum sales results.
• Maintain accuracy and efficient distribution of sales reports and other analytical intelligence.
• Plan and conduct meetings with the Sales Management Team; ensure appropriate leadership by developing and inspiring the Sales Management Team.
• Monitor and strive to maintain consistency between Sales and Marketing efforts and ensure high standards for executing business initiatives.
• Implement marketing plans set according to the Company’s strategic brand imperatives.
• Work closely with leadership and Market Access to maximize reimbursement and pull through from commercial & government payers.
• Provide input on the development and implementation of IC plans, sales training strategies, plans and processes to support commercial goals, including all training programs involving customer-facing roles within the Sales team.
• Collaborate cross-functionally with Marketing, Commercial Operations, Business Analytics & Insights, and Market Access.
• Create and manage Area and Regional plans including message, reach and frequency, and budget goals.
• Responsible for goal- and target-setting.
• Conduct performance reviews for direct reports and oversee the process of Region and Territory Manager reviews.
• Develop and maintain good business relationships with key customers and thought leaders through personal contacts while working with the field.
• Co-travel with RSMs and Representatives to remain knowledgeable on customer needs and address customer issues if necessary.
• Evaluate account management performance against budget to ensure a cost-effective allocation of resources and appropriate management reporting.
• Develop and implement plans for sales force optimization, including understanding of processes for expansion/contraction of sales territories and regions consistent with corporate revenue and expense targets.
• Hire, inspire, align, mentor, and motivate direct reports and other Sales team members.
• Ensure that all actions and those of his/her team both internally and through vendors working on our behalf, are in compliance with all laws, regulations and policies and demonstrate Company values.

Qualifications (Education & Experience)

• Bachelor’s degree in Marketing, Business, scientific or related field and 12+ years leading a sales and/or marketing operational function in a U.S. pharmaceutical or biopharmaceutical organization with a minimum of 8 years of direct management experience required; or equivalent education and experience.
• Advanced degree or MBA preferred.
• Broad cross-functional experience in other commercial roles, such as Marketing, Sales Operations, Medical, National/Corporate Accounts, Managed Markets, etc.
• Prominent track record of success in launching new products and/or indications and building sales teams.
• 5 years’ experience in Cardiology (Statin, PCSK9, and NOAC) launch preferred.
• Possess exemplary understanding of current issues within the marketplace, pharmaceutical industry, and national health care system.
• Strategic outlook, combined with outstanding analytical ability and problem-solving skills.
• Well-developed leadership skills, and the ability to influence people at all levels inside and outside the organization.
• Proven track record of successfully commercializing new products and/or expanding commercial opportunities for existing products.
• Sets compelling goals and is tenacious in accomplishing them.
• Ability to set priorities, allocate resources, take accountability, and achieve results.
• Ability to embrace the Esperion culture, and to provide the insight and leadership to allow the culture to continue to develop and thrive as the company grows.
• Passionate about the mission and reputation of the Company, and the importance of alignment with internal and external stakeholders.
• Has an entrepreneurial spirit and is comfortable multi-tasking and working in a fast-paced, growth-oriented environment.

Additional Duties and Responsibilities

Additional duties and responsibilities as assigned.

Qualifications

• Bachelor’s degree in Marketing, Business, scientific or related field and 12+ years leading a sales and/or marketing operational function in a U.S. pharmaceutical or biopharmaceutical organization with a minimum of 8 years of direct management experience required; or equivalent education and experience.
• Advanced degree or MBA preferred.
• Broad cross-functional experience in other commercial roles, such as Marketing, Sales Operations, Medical, National/Corporate Accounts, Managed Markets, etc.
• Proven track record of success in launching new products and/or indications and building sales teams.
• 5 years’ experience in Cardiology (Statin, PCSK9, and NOAC) launch preferred.
• Possess exemplary understanding of current issues within the marketplace, pharmaceutical industry, and national health care system.
• Strategic outlook, combined with outstanding analytical ability and problem-solving skills.
• Well-developed leadership skills, and the ability to influence people at all levels inside and outside the organization.
• Proven track record of successfully commercializing new products and/or expanding commercial opportunities for existing products.
• Sets compelling goals and is tenacious in accomplishing them.
• Ability to set priorities, allocate resources, take accountability, and achieve results.
• Ability to embrace the Esperion culture, and to provide the insight and leadership to allow the culture to continue to develop and thrive as the company grows.
• Passionate about the mission and reputation of the Company, and the importance of alignment with internal and external stakeholders.
• Has an entrepreneurial spirit and is comfortable multi-tasking and working in a fast-paced, growth-oriented environment.