National Sales Director

National Sales Director
Location: Norwood, MA Job Type: Hybrid – 2- 3 days/week in office. Ability to travel frequently, as needed, to meet with clients and team members across the country.
Reports To: Global Commercial Director

Job Overview:
The National Sales Director is responsible for leading the sales strategy across the U.S., developing and executing strategies to achieve revenue growth, managing a team of sales professionals, and ensuring the company’s sales targets are met. This position requires strategic thinking, leadership skills, and a deep understanding of national pharma retail markets, customer behavior, and sales processes. The role involves collaborating with various departments, including marketing, operations, and finance, to align on business goals and sales strategies.

Key Responsibilities:

Strategic Planning:
o Identify market trends, competitor landscape, target customer needs, and pricing/unique selling proposition to grow business.
o Develop and implement national sales strategies to drive revenue growth and market share.
o Set sales goals and KPIs aligned with the company’s overall objectives.
o Oversee the sales target & budgets, allocating resources effectively.
• Team Leadership and Management:
o Identify, train, and build high-performance sales players from within the existing team to deliver on goals. o Lead by example through willingness to jump in to demonstrate what best practices look like. o Implement strategies to motivate and reward sales team achievements and drive this through a regular cadence of sales meetings. o Foster collaboration and the Hungry, Humble, Smart winning mind set along with the culture of Rapid Fire Zones. • Sales Execution: o Oversee the sales pipeline, identify potential bottlenecks, and ensure timely progression of opportunities. o Coach the team on e=ective sales call techniques and customer interactions. Provide ongoing training to ensure maximum return on sales calls. o Support sales team in closing complex deals and negotiating contracts and ensuring they have best-in-class presentations. • Customer Relationship Management: o Build and maintain relationships with key clients and managing customer expectations. o Implement strategies to retain existing customers & SKUs. Enforce strict cadence of F2F QBRS and virtual monthly meetings. o Gather customer feedback to identify areas for improvement and gaps along with potential market opportunities. • Reporting and Analytics: o Track key sales metrics (e.g. revenue/profits, sell-through, account performance, sales activities) and analyzing trends. o Provide accurate sales forecasts weekly, based on market data and sales pipeline. o Communicate sales performance data to stakeholders in strict cadence of reports. Qualifications: • Education: o Bachelor’s degree in Business Administration, Sales, Marketing, or related field • Experience: o 10+ years of experience in sales, specifically selling into retail. o At least 5 years in a leadership or management role. o Proven track record of managing national or regional sales teams. o Experience in driving sales growth across multiple markets and industries. Non-Negotiable Traits • Humble o Understands the importance of putting the team ahead of the individual o Quick to point out success of others o Relentless focus on taking feedback and continuously improving • Hungry o A competitive desire to win, hitting KP’s and metrics o Always striving for better o Self-motivated • People Smart o Ability to adapt to whatever stakeholder group you are dealing with o Understand the needs/requirements of your audience and modifying your approach to deliver in every situation.