Job DescriptionWe are seeking an experienced, strategic, and inspirational sales leader to lead the field sales organization in Pulmonary Arterial Hypertension (PAH). This leader will be accountable for delivering growth for a high-priority rare disease business, managing operating expenses, driving market development, and ensuring compliant execution across a high-performing specialty sales organization. This role is critical to help appropriately expand utilization of our company's increasing role as a leader in the PAH ecosystem.
Reporting to the Vice President, PAH & Rare Disease Business Unit and serving as a member of the PAH Leadership Team and the US Human Health (USHH) Sales Council, the National Sales Director will set strategy and operational plans, lead the field sales organization, and partner closely with Marketing, Market Access, Sales Operations, Training, Medical, and other stakeholders to deliver sustainable commercial growth and superior customer engagement.
Primary Responsibilities:- Develop and execute the national business plan informed by brand strategy, market insights, customer data, access dynamics, and competitor activity.
- Translate corporate and brand strategies into operational objectives, KPIs, and field execution plans; track progress and refine plans to meet business targets.
- Drive launch readiness and lifecycle management, partnering with cross-functional teams to optimize product positioning, field execution, and customer engagement in a concentrated rare disease market.
- Lead, recruit, develop, and optimize a high-performing sales organization in a highly specialized and competitive market environment, including sales managers and field sales representatives, as applicable.
- 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 brand commercial strategy and contribute as a core member of the therapeutic area and commercial team to create integrated strategies.
- Work closely with Marketing, Market Access, Sales Training, Sales Operations, and Medical to align programs, messaging, and resources that drive field adoption and customer impact.
- Promote use of omnichannel approaches and technology tools for consistent customer experiences and effective account and territory management.
- Build and maintain productive relationships with key specialists, centers of excellence, and other healthcare system stakeholders to support uptake and optimal patient care.
- Define sales force customers in focus and deployment to maximize coverage, productivity, and ROI in a concentrated customer base.
- 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.
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 and field engagement strategies, and partner cross-functionally to achieve launch and growth objectives
- Strong knowledge of US healthcare dynamics, including provider organizations, IDNs, specialty pharmacies, centers of excellence, 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 rare disease commercialization, ideally within PAH market
- Experience in specialty markets with a concentrated customer base
- Proven success in competitive markets and product launches
Travel RequirementsRequired Skills: Analytical Problem Solving, Analytical Problem Solving, Business Agility, Business Decisions, Business Growth Strategies, Business Metrics, Business Planning, Customer Centricity, Customer Needs Assessments, Engagement Strategies, Financial Acumen, Goal Setting, Inbound Phone Sales, Lead Generation, Market Opportunity Analysis, Metrics Development, New Product Marketing, Partnership Development, People Leadership, People Management, Performance Metrics, Professional Networking, Progress Monitoring, Retail Management, Sales Goal Achievement {+ 9 more}
Preferred Skills: Current Employees apply HERE
Current Contingent Workers apply HERE
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:Remote
Shift:1st - Day
Valid Driving License:No
Hazardous Material(s):N/A
Job Posting End Date:10/7/2026
*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. 
