National Sales Director - Eastern United States

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Full Time Sales Remote, Ann Arbor, MI, US

30+ days ago Requisition ID: 1790

Salary Range: $270,000.00 To $316,000.00 Annually

Company Overview

Our Mission: At Esperion, we are working tirelessly to deliver innovative medicines that help patients reach their goals today, tomorrow, and into the future.

Esperion is a fully remote based company with a corporate headquarters located in Ann Arbor, MI. The Company offers a competitive salary including a performance-based bonus program, a comprehensive benefits package including a 401(k) matching plan and health insurance, and paid time off and holidays.

The National Sales Director (NSD) is responsible for leading and providing strategic direction for Commercial Sales, including sales strategies, productivity, sales training and effectiveness, and ensuring achievement of performance targets and budgeted sales goals. As the leader of the Company’s field sales force for half the nation, the NSD is responsible for direct management, development, and supervision of Regional Sales Managers and their implementation of processes within local geography in accordance with approved sales and marketing resources and ensuring all sales personnel operate in an effective, efficient and compliant manner. This role reports into the Vice President, Sales participating on the Commercial leadership team to drive the Commercial strategy and overseeing field Sales. Available as a remote position from a home-based office.

Preferred Location: Remote – Eastern US

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.
• Monitor 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.
• Responsible for implementing the 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.

*additional duties and responsibilities as assigned

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.
• 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.
• Demonstrates a 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.
• Forges strong, diverse teams of people with multiple perspectives and talents. Creates an environment in which cross-functional teams are highly motivated to accomplish goals.
• High degree of customer focus.
• Demonstrates excellent presentation and communication skills. Has the ability to influence and work successfully with varied audiences, including customers, colleagues, scientific and technical leaders, pharmaceutical and business partners, collaborators, and senior executives.
• Demonstrated leadership focused on driving results and the ability to manage through adversity.
• Strong vision to building out functional area within a fast-moving environment. Successful track record in hiring, managing and developing direct reports, including external partners.
• Travel requirement: Up to 70% including overnight stays.