National Sales Director – US Institutional Sales, Surgical Business Unit

Azurity Pharmaceuticals

National sales leader building Azurity Pharmaceuticals’ US field organization for D-PLEX100, an extended-release surgical anti-infective. Driving hospital formulary access, protocol adoption, launch readiness, and national sales performance.

Posted 8/5/2026full-timeRemote • 🇺🇸 United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in designing and executing institutional sales models, leading field sales teams, and driving sales objectives for DRG-reimbursed surgical products. Proficient in cross-functional collaboration and compliance with healthcare regulations.

Highest-signal resume keywords

Institutional Sales Model DesignField Sales Team LeadershipSales Objectives DeliveryCross-Functional CollaborationHospital Selling Environment Expertise

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Model DesignField Sales ManagementRecruiting and HiringTraining and DevelopmentIncentive Compensation StructuringPerformance ManagementTerritory AlignmentAccount Business PlanningSales Budget ManagementHospital Reimbursement Knowledge

Soft Skills

LeadershipCoachingCommunicationCollaborationStrategic Planning

Certifications & Qualifications

Bachelor's DegreeMBA or Advanced Degree Preferred

Industry Keywords

Pharmaceutical SalesBiotech SalesDRG-Reimbursed ProductsHospital AdministrationValue-Analysis CommitteesP&T ProcessesInfection PreventionAntimicrobial StewardshipField Launch ReadinessSales Operations

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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