The VP, U.S. Sales is a senior commercial leader responsible for leading the organization's commercial sales strategy and execution across all U.S. trade and provider channels, including retail pharmacy, wholesalers, distributors, group purchasing organizations (GPOs), long-term care (LTC), acute care, post-acute care, and other strategic channel partners. This leadership role oversees a team of senior sales leaders who maintain direct ownership of key customer relationships while also leading teams of Account Directors, National Account Managers, and Regional Account Managers. The position is accountable for driving revenue growth, customer engagement, channel strategy, contract execution, and commercial excellence across the U.S. business. The role partners closely with Marketing and Market Access leadership to ensure alignment between customer needs, commercial strategy, pricing, contracting, reimbursement, patient access, and portfolio growth objectives. This critical role reports to the SVP & President, North America, as a key member of the embecta North America Leadership Team.
Responsibilities
Strategy & Account Leadership
- Develop and execute the U.S. sales strategy to achieve revenue, profit, market share, and customer growth objectives.
- Drive annual business planning, long-range planning, forecasting, and budget development for the U.S. sales organization.
- Establish strategic priorities and customer engagement models across retail, wholesale, distributor, GPO, long-term care, acute care, and post-acute channels and ensure consistent execution of strategic account plans.
- Identify market opportunities, competitive threats, emerging customer needs, and evolving healthcare delivery trends.
- Serve as a key member of the North America Leadership Team, contributing to enterprise strategy and business planning.
- Oversee all customer relationships within retail pharmacy, wholesaler, distributor, GPO, long-term care, acute care, and post-acute care channels.
- Strengthen relationships with executive decision-makers and purchasing stakeholders across the healthcare ecosystem.
- Develop channel-specific growth strategies that increase product availability, utilization, and customer satisfaction.
Sales Execution & Performance Management
- Drive pipeline generation and achievement of revenue, volume, profitability, and market share goals.
- Monitor business performance through key performance indicators, forecast accuracy, customer metrics, and financial outcomes.
- Ensure disciplined sales processes, account planning, opportunity management, and pipeline visibility.
- Lead business reviews and provide strategic recommendations to executive leadership regarding risks, opportunities, and growth initiatives.
- Develop corrective action plans when performance gaps are identified.
Cross-Functional Partnership
- Foster a high performance, accountability–driven sales culture
- Partner closely with Marketing to drive demand generation, ensure customer insights, competitive intelligence, and market trends inform brand strategy, promotional planning, product launches, and customer communications.
- Partner closely with Market Access and Strategic Pricing & Contracting leadership to align customer contracting, pricing, reimbursement, patient access, and distribution strategies and ensure customer agreements support profitability goals
- Collaborate with Finance to support forecasting, budgeting, profitability analysis, and investment decisions.
- Work closely with Supply Chain, Operations, Legal, Compliance, Customer Service, and Medical Affairs to ensure successful execution of customer commitments.
- Provide customer and market insights to influence portfolio strategy and future business investments.
Talent Leadership
- Lead a team of senior sales leaders who maintain direct customer responsibility while also leading teams of account managers.
- Establish clear performance expectations and accountability measures across all levels of the organization.
- Create a high-performance culture focused on customer engagement, execution excellence, collaboration, accountability and results.
- Attract, retain, and develop top commercial talent.
Experience & Education
- Bachelor’s degree and minimum 15 years of progressive healthcare, pharma, biotech, or medical device industry experience; MBA or other advanced business degree preferred
- Minimum of 8 years of leadership experience managing large commercial organizations.
- Demonstrated success managing national accounts, wholesalers, distributors, GPOs, retail pharmacy customers, and healthcare provider channels.
- Experience leading senior sales leaders.
- Proven track record of exceeding revenue and profitability targets.
- Experience working in highly matrixed organizations with extensive cross-functional collaboration.
Knowledge, Skills and Abilities
- Deep understanding of healthcare distribution channels, retail pharmacy, wholesalers, distributors, GPOs, long-term care, acute care, and post-acute markets.
- Strong commercial acumen and strategic business planning capabilities.
- Executive-level negotiation and relationship management skills.
- Expertise in sales leadership, forecasting, customer segmentation, and account planning.
- Strong financial and analytical capabilities.
- Experience leading complex customer negotiations and strategic partnerships.
- Exceptional communication and influence skills.
- Proven ability to lead organizational change and develop high-performing teams.
- Ability to effectively collaborate with Marketing, Market Access, Finance, Operations, and Executive Leadership.
Competitive base salary based on experience and qualifications: $250,000-$350,000 (subject to variation).
Posted salary ranges are provided in good faith. embecta reserves the right to adjust ranges depending on the selected candidate’s experience, qualifications, external market conditions, and internal equity considerations.
Base pay is one component of the Total Rewards package at embecta, which also includes eligibility for an annual bonus. Benefits include medical, dental, vision, retirement savings plans, and paid time off. More details about our benefits programs can be found on our Careers page.
