Executive Director, National Sales Leader, Immunology

Job Description

We are seeking an experienced, strategic, and inspirational sales leader to lead the Immunology field sales team. This leader will be accountable for delivering multi-billion dollar opportunity, managing operating expenses, driving market development, and ensuring compliant execution across a high-performing immunology sales organization.

Reporting to the Associate Vice President, US Pharma, Sales and serving as a member of the US Pharma Sales Leadership team, the Executive Director will set strategy and operational plans, lead the field sales teams, and partner closely with Marketing, Market Access, Sales Operation, Training, and other stakeholders to deliver sustainable commercial growth and superior customer engagement.

Primary Responsibilities:

• Develop and execute a national business plan for the Immunology portfolio informed by brand strategy, market insights, customer data, and competitor dynamics.

• Translate corporate and brand strategies into operational objectives, KPIs, and regional execution plans; track progress and refine plans to meet targets.

• Drive launch readiness and lifecycle management, partnering with cross-functional teams to optimize product positioning, omnichannel tactics, and field implementation.

• Lead, recruit, develop, and retain a large and high‑performing sales organization in a competitive sales environment, including regional and district sales managers and customer team representatives.

• Establish clear performance standards, set annual objectives, conduct regular reviews, coach managers, and provide succession planning and professional development.

• Build an inclusive culture that values collaboration, accountability, patient-centricity, and ethical conduct.

• Serve as a subject matter expert on Immunology commercial strategy and contribute as a core member of the therapeutic area team to create integrated commercial strategies.

• Work closely with Marketing, Market Access, Sales Training, and Operations to align programs, messaging, and resources that drive field adoption and customer impact.

• Ensure the sales team is trained on portfolio, disease, market access dynamics, business acumen, technology and omnichannel/customer engagement tools.

• Build and maintain productive relationships with Key Opinion Leaders (KOLs), top customers, advocacy groups, and healthcare system stakeholders.

• Lead efforts to educate healthcare professionals and systems on clinical and economic benefits, supporting uptake and optimal patient care.

• Define salesforce sizing, alignment, territory design, incentive frameworks, and deployment to maximize coverage, productivity, and ROI.

• Manage operating expense budgets, ensure compliant activity, and drive disciplined, fact-based decision making across the team.

• Use data and metrics to monitor performance, identify opportunities for optimization, and implement change while maintaining employee engagement during transitions.

• Foster a transparent, ethical, and patient-centric culture; ensure all sales activities conform with company policies, industry standards, and applicable regulations.

• Promote use of omnichannel approaches and technology tools for consistent customer experiences and effective territory management.

Education:

• Bachelor’s degree in Business, Life Sciences, or related field required

• Advanced degree preferred

Required Experience and Skills:

• Minimum 10–12 years combined experience in pharmaceutical/biotech sales, sales leadership, and commercial strategy.

• Demonstrated ability to develop strategic business plans, implement omnichannel strategies, and partner cross-functionally to achieve launch and growth objectives.

• Strong knowledge of US healthcare dynamics, including provider organizations, IDNs, specialty pharmacies, and access/reimbursement considerations.

• Track record of building and developing high-performing teams; strengths in strategic agility, business acumen, decision quality, driving results, managerial courage, and building effective teams.

• At least 5 years leading national or regional sales teams.

Preferred Experience and Skills:

• Deep experience in immunology, specifically Inflammatory Bowel Disease within Gastroenterology, including proven success in competitive markets and product launches.

Travel Requirements: Up to 50%

Required Skills:

Accountability, Accountability, Analytical Problem Solving, Brand Strategy, Business Acumen, Clinical Immunology, Commercial Strategies, Customer Needs Assessments, Inbound Phone Sales, Inflammatory Bowel Diseases, Lead Generation, Managerial Courage, New Product Marketing, People Leadership, Product Positioning, Professional Networking, ROI Management, Sales Goal Achievement, Sales Leadership, Sales Negotiations, Sales Performance Coaching, Sales Reporting, Sales Strategy Development, Sales Training, Strategic Thinking {+ 2 more}

Preferred Skills:

Current Employees apply HERE

Current Contingent Workers apply HERE

US and Puerto Rico Residents Only:

Our company is committed to inclusion, ensuring that candidates can engage in a hiring process that exhibits their true capabilities. Please click here if you need an accommodation during the application or hiring process.

As an Equal Employment Opportunity Employer, we provide equal opportunities to all employees and applicants for employment and prohibit discrimination on the basis of race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status, or other applicable legally protected characteristics.  As a federal contractor, we comply with all affirmative action requirements for protected veterans and individuals with disabilities.  For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit:

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We are proud to be a company that embraces the value of bringing together, talented, and committed people with diverse experiences, perspectives, skills and backgrounds. The fastest way to breakthrough innovation is when people with diverse ideas, broad experiences, backgrounds, and skills come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively.

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U.S. Hybrid Work Model

Effective September 5, 2023, employees in office-based positions in the U.S. will be working a Hybrid work consisting of three total days on-site per week, Monday - Thursday, although the specific days may vary by site or organization, with Friday designated as a remote-working day, unless business critical tasks require an on-site presence.This Hybrid work model does not apply to, and daily in-person attendance is required for, field-based positions; facility-based, manufacturing-based, or research-based positions where the work to be performed is located at a Company site; positions covered by a collective-bargaining agreement (unless the agreement provides for hybrid work); or any other position for which the Company has determined the job requirements cannot be reasonably met working remotely. Please note, this Hybrid work model guidance also does not apply to roles that have been designated as “remote”.

The salary range for this role is

$255,800.00 - $402,700.00

This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. An employee’s position within the salary range will be based on several factors including, but not limited to relevant education, qualifications, certifications, experience, skills, geographic location, government requirements, and business or organizational needs.

The successful candidate will be eligible for annual bonus and long-term incentive, if applicable.

We offer a comprehensive package of benefits.  Available benefits include medical, dental, vision healthcare and other insurance benefits (for employee and family), retirement benefits, including 401(k), paid holidays, vacation, and compassionate and sick days. More information about benefits is available at https://jobs.merck.com/us/en/compensation-and-benefits.

You can apply for this role through https://jobs.merck.com/us/en (or via the Workday Jobs Hub if you are a current employee). The application deadline for this position is stated on this posting.

San Francisco Residents Only: We will consider qualified applicants with arrest and conviction records for employment in compliance with the San Francisco Fair Chance Ordinance

Los Angeles Residents Only: We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance

Search Firm Representatives Please Read Carefully 
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company.  No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails. 

Employee Status:

Regular

Relocation:

Domestic

VISA Sponsorship:

No

Travel Requirements:

50%

Flexible Work Arrangements:

Hybrid

Shift:

1st - Day

Valid Driving License:

Yes

Hazardous Material(s):

n/a

Job Posting End Date:

05/13/2026

*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.