National Sales Director, D-PLEX100 – US Institutional Sales (Surgical Business Unit)

About the Role 

Azurity Pharmaceuticals is a privately held specialty pharmaceutical company focused on innovative products that meet the needs of underserved patients. Within the Surgical Business Unit — our hospital-focused, targeted-delivery specialty business — we are preparing to launch D-PLEX100, a locally administered, extended-release surgical anti-infective for the prevention of surgical site infection. 

We are seeking a Sales Force Director to serve as the senior-most US sales leader for D-PLEX100. This is a field-based role accountable for building the US institutional sales organization from the ground up and delivering the national sales objective. The Sales Force Director designs the sales model and deployment, recruits and hires the field team and its management layer, builds the training and onboarding program, and leads day-to-day sales execution across US hospitals and surgical facilities. 

D-PLEX100 is an inpatient, DRG-reimbursed product adopted at the account level through institutional Pharmacy & Therapeutics (P&T) and value-analysis committees. Selling it is an institutional sale — the field team must win formulary approval and drive protocol-level adoption by engaging surgeons, pharmacy directors, infection-prevention and antimicrobial-stewardship leaders, and hospital administration, not by calling on individual prescribers alone. The Sales Force Director is hired by and reports to the VP, Azurity US Head of Sales, and partners closely with Brand Marketing, Market Access/HEOR, Medical Affairs, Sales Operations, Training, and Program Management. 

The ideal candidate brings a minimum of 12 years in pharmaceutical or biotech, including significant hospital/institutional field sales experience and a proven record of building and leading field sales teams (first- and second-line leadership). Hospital anti-infective, surgical, or other buy-and-bill / inpatient product experience and prior launch sales leadership are strongly preferred. 

Key Responsibilities 

Sales Force Build & Deployment 

• Design the US institutional sales model for D-PLEX100 — sizing, structure, territory alignment, targeting, and deployment — in partnership with Sales Operations and the brand team. 
• Define the field roles and competency profile required to sell an institutionally governed, DRG-reimbursed surgical product, and build the organization to match. 
• Establish the incentive compensation framework, quotas, and performance expectations in partnership with Sales Operations and Finance. 

Recruiting, Training & Talent 

• Recruit, interview, and hire the field sales team and its first-line sales management layer, building a high-performing organization ahead of launch. 
• Build and oversee the onboarding and training program — disease and product knowledge, the institutional/P&T selling model, compliance, and selling skills — in partnership with Training, Medical, and Legal. 
• Develop sales talent through field coaching, performance management, and succession planning; conduct regular field rides and coaching days with managers and representatives. 

Sales Leadership & Execution 

• Own the US national sales objective for D-PLEX100 and lead the field organization to deliver it across hospitals and surgical facilities. 
• Set the account and territory business-planning framework and hold the field team accountable to formulary access, protocol adoption, and account-level uptake goals. 
• Lead the sales-management layer day to day — setting priorities, reviewing performance, and driving execution against the launch plan and readiness gates. 
• Ensure the field team engages the full institutional decision unit — surgeons, pharmacy directors, infection-prevention and antimicrobial-stewardship leaders, value-analysis committees, and administration — with a consistent, compliant institutional value story. 

Launch & Cross-Functional Partnership 

• Lead field launch readiness for D-PLEX100 and subsequent indications, partnering with Program Management on the integrated launch plan and readiness gates. 
• Partner with Brand Marketing to translate brand strategy into field execution, and to feed field and customer insight back into brand planning. 
• Partner with Market Access/HEOR so the field is equipped on DRG economics, add-on payment (NTAP), coding, and formulary access; align field and account strategy accordingly. 
• Work with Medical Affairs and Sales Operations on compliant field engagement, targeting, analytics, and reporting. 

Compliance & Operations 

• Ensure the field organization operates in full compliance with company policy, healthcare-compliance requirements, and promotional guidelines. 
• Manage the field sales budget and resources, and track field productivity, call activity, and sales performance against plan. 

Measures of Success 

• Team build: the US field team and its management layer are recruited, hired, trained, and deployed on schedule ahead of launch. 
• Sales performance: national sales objective and account-level uptake targets are met or exceeded. 
• Access conversion: field execution converts formulary access into protocol-level adoption at target institutions. 
• Talent: field turnover, ramp-to-productivity, and manager bench strength track to plan. 
• Compliance: the field organization operates within policy with no material compliance findings. 

Required Skills and Experience 

• Bachelor's degree required; MBA or advanced degree preferred. 
• 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 (managing managers). 
• Demonstrated experience recruiting, hiring, training, and developing a field sales organization. 
• Track record of delivering sales objectives for a hospital-administered, DRG-reimbursed, or otherwise institutionally governed product. 
• Command of the hospital selling environment — formulary and P&T processes, value-analysis committees, and the institutional decision unit (pharmacy, infection prevention, surgery, administration). 
• Strong cross-functional leadership and the ability to partner with Marketing, Market Access, Medical, and Sales Operations. 
• Ability to work as a field-based leader with significant US travel (approximately 50–60%). 

Preferred Qualifications 

• Hospital anti-infective, surgical, or other buy-and-bill / inpatient product sales leadership experience strongly preferred. 
• Prior launch sales leadership, ideally standing up a new field force. 
• Familiarity with inpatient reimbursement and coding dynamics (MS-DRG, new technology add-on payment / NTAP, HCPCS/J-code) and antimicrobial-stewardship / infection-prevention stakeholders. 
• Experience leading sales for an in-licensed or newly acquired asset. 
• Experience designing sales models, territory alignments, and incentive compensation with Sales Operations. 

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