National Sales Director – US Institutional Sales, Surgical Business Unit

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🔥 14 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

🤑 Sales

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Azurity Pharmaceuticals

WebsiteLinkedInAll Job Openings

201 - 500 employees

🏥 Healthcare

🏭 Manufacturing

💊 Pharmaceuticals

💰 Private Equity Round on 2015-01

Healthcare • Manufacturing • Pharmaceuticals

Azurity Pharmaceuticals is a privately held company committed to delivering innovative, high-quality medicines for overlooked patients. With a global footprint spanning over 50 countries, Azurity has a diversified portfolio of more than 30 marketed brands across 10 dosage forms and key therapeutic areas. The company utilizes a Next-Gen Commercial Model powered by data, analytics, and AI-driven digital tools to enhance its market reach and stakeholder engagement, benefiting millions of patients through its medical products.

📋 Description

• Design the US institutional sales model for D-PLEX100, including sizing, structure, territory alignment, targeting, and deployment. • Define field roles and competency profiles for selling an institutionally governed, DRG-reimbursed surgical product. • Establish incentive compensation, quotas, and performance expectations. • Recruit, interview, and hire the field sales team and first-line management layer. • Build and oversee onboarding and training covering disease and product knowledge, institutional/P&T selling, compliance, and selling skills. • Develop sales talent through field coaching, performance management, succession planning, and regular field rides. • Own the US national sales objective and lead execution across hospitals and surgical facilities. • Set account and territory business-planning frameworks and drive formulary access, protocol adoption, and account-level uptake. • Lead the sales-management layer, set priorities, review performance, and execute the launch plan. • Ensure engagement with surgeons, pharmacy directors, infection-prevention and antimicrobial-stewardship leaders, value-analysis committees, and hospital administration. • Lead field launch readiness for D-PLEX100 and subsequent indications. • Partner with Brand Marketing, Market Access/HEOR, Medical Affairs, Sales Operations, Training, Legal, and Program Management. • Ensure compliance with company policy, healthcare-compliance requirements, and promotional guidelines. • Manage the field sales budget and resources, and track productivity, activity, and performance against plan.

🎯 Requirements

• Bachelor's degree required; MBA or advanced degree preferred. • Minimum of 12 years in pharmaceutical or biotech, including substantial hospital/institutional field sales experience. • Proven record building and leading field sales teams, including first- and second-line sales leadership and managing managers. • Experience recruiting, hiring, training, and developing a field sales organization. • Track record delivering sales objectives for a hospital-administered, DRG-reimbursed, or institutionally governed product. • Command of hospital selling environments, including formulary and P&T processes, value-analysis committees, and institutional decision units. • Strong cross-functional leadership and ability to partner with Marketing, Market Access, Medical, and Sales Operations. • Ability to work as a field-based leader with significant US travel of approximately 50–60%. • Hospital anti-infective, surgical, or buy-and-bill/inpatient product sales leadership experience strongly preferred. • Prior launch sales leadership, ideally standing up a new field force. • Familiarity with MS-DRG, NTAP, HCPCS/J-code, inpatient reimbursement and coding dynamics, and antimicrobial-stewardship/infection-prevention stakeholders preferred. • Experience leading sales for an in-licensed or newly acquired asset preferred. • Experience designing sales models, territory alignments, and incentive compensation with Sales Operations preferred. • Must be able to sit for long periods; frequently stand, walk, sit, talk, and/or hear. • May occasionally climb stairs and/or ride elevators. • Must occasionally lift and/or move up to 25 pounds. • Must be able to manipulate a keyboard and operate a telephone and hand-held devices.

🏖️ Benefits

• Competitive compensation package • Annual bonus based on company performance • Sales incentive compensation program, including earning over plan • Car reimbursement program and gas card for business and personal use • Medical, dental, vision, and prescription coverage • 401(k) retirement savings plan with dollar-for-dollar matching up to 5% • Up to 15 vacation days annually, with rollover up to 40 hours • Five sick/wellness days • Company closure between Christmas and New Year’s for an extra week off • 13 recognized holidays • Tuition reimbursement for undergraduate and graduate courses or certifications • Azurity High Five peer recognition platform