Executive Director, National Sales Leader, Ophthalmology

Merck; Montpelier (VT); Remote; USD 180,000 - 230,000; Full time

Job summary

Merck is seeking a National Sales Leader in Ophthalmology to lead a large sales organization, drive product launches, and optimize field execution across cross-functional teams. The role emphasizes strategic plans, budget management, and rotational development of sales leadership.

Responsibilities include engaging Retina market stakeholders, ensuring compliant activity, and partnering with reimbursement and account management to maximize market access.

Qualifications

• Minimum 12 years combined experience in pharmaceutical/biotech sales, sales leadership, and commercial operational roles.
• Strong knowledge of US healthcare dynamics, including access/reimbursement considerations.
• Track record of building and developing high-performing teams; strategic agility and business acumen.

Responsibilities

• Lead, recruit, onboard, train, develop, and retain a large and high-performing sales organization.
• Drive product launch readiness and commercial growth with cross-functional partners.
• Translate brand strategies into objectives, KPIs and execution plans; monitor progress.

Skills

Analytical

Leadership

Strategic Planning

Stakeholder Collaboration

Commercial Acumen

Team Development

Education

Bachelor's degree

Advanced degree preferred

Job description

Job Description

Our US Ophthalmology team is dedicated to improving the lives of patients with diabetic macular edema (DME) and neovascular age-related macular degeneration (nAMD) through a pipeline of two investigational therapies. We pursue this mission through patient focus, innovation, expanded access to transformative treatments, and collaboration with healthcare systems, governments, and payers. Grounded in scientific rigor and flawless execution, we aim to bring breakthrough therapies to the patients who need them most.

Primary Responsibilities:

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

• Drive insight gathering and stakeholder mapping activities, including appropriate disease state education before product approval

• Drive product launch readiness and commercial growth, partnering with cross-functional teams to optimize product positioning, omnichannel engagement, and field execution.

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

• Establish clear performance standards, set Sales Incentives Plans, 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 core member of the Ophthalmology Leadership Team to drive integrated strategies and executions.

• Ensure robust operational support for the sales team to optimize execution, including systems, data visibility, ongoing upskilling, AI capabilities, and other tools that can optimize sales execution.

• Engage key stakeholders in Retina market as the National Sales Leader

• Partner closely with Field Reimbursement and Account Management teams in line with compliance standards.

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

• In addition to leading sales managers, the National Sales Leader will also be leading a small team of Commercial Operations that optimize training pull through and coordinate field operational activities across sales, field access and account management such as communication planning, meeting planning, and operational capabilities.

Education:

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

• Advanced degree preferred

Required Experience and Skills:

• Minimum 12 years combined experience in pharmaceutical/biotech sales, sales leadership, and commercial operational roles.

• Strong knowledge of US healthcare dynamics, including 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.

• High standards of work ethics

Preferred Experience and Skills:

• Deep experience in Ophthalmology, particularly Retina, including proven success in competitive markets and product launches.

• Experience partnering with Field Reimbursement and Account Management teams in complex specialty markets.

• Strong business acumen, leveraging data analytics to identify business opportunities to improve execution

• Demonstrated ability to collaborate closely with key stakeholders including marketing, market access, field reimbursement, account management, and medical

• Inspirational leader who sets and communicates vision and motivates teams towards common goals

• Excellent communication skills and executive presence

Required Skills:

Analytical Problem Solving, Analytical Problem Solving, Business Acumen, Business Decisions, Business Management, Business Opportunity Identification, Collaborative Leadership, Competency Management, Customer Needs Assessments, Executive Presence, Expense Controls, Goal Attainment, Goal Setting, Inbound Phone Sales, Lead Generation, Market Opportunity Analysis, New Product Marketing, Openness to Change, Partner Relationship Management (PRM), People Leadership, Performance Plans, Professional Networking, Progress Monitoring, Sales Goal Achievement, Sales Management {+ 10 more}

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 (https://survey.sogosurvey.com/r/aCdfqL) if you need an accommodation during the application or hiring process.

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:

25%

Flexible Work Arrangements:

Remote

Shift:

1st - Day

Valid Driving License:

Yes

Hazardous Material(s):

n/a

Job Posting End Date:

10/17/2026

***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.

Requisition ID:

R418370