Executive Director, National Sales Leader, Ophthalmology

Merck; North Wales (Montgomery County); On-site; USD 256,000 - 403,000; Full time

Benefits offered by this job

Annual bonus

Long-term incentive

Medical/dental/vision insurance

401(k) retirement

Job summary

Merck is seeking a National Sales Leader for its US Ophthalmology franchise. You will set strategy, lead field teams, and partner with Marketing, Market Access, Account Management, and Training to drive sustainable commercial growth.

The role centers on building high-performing Retina-focused teams, leveraging deep US healthcare know-how and executive presence to align across stakeholders and optimize field execution.

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 and strategic agility.

Responsibilities

• Lead, recruit, onboard, train, develop, and retain a large field sales organization.
• Drive product launch readiness and commercial growth with cross-functional partners.
• Translate strategies into objectives, KPIs, and execution plans.
• Establish performance standards, incentive plans, reviews, and succession planning.
• Build an inclusive culture focused on collaboration and patient-centricity.
• Oversee operating budgets and ensure compliant, data-driven decision making.

Skills

Pharma sales

Sales leadership

Commercial operations

US healthcare knowledge

Executive presence

Education

Bachelor's degree in Business

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.

Reporting to the US Ophthalmology Franchise Lead and serving as a member of the US Ophthalmology Leadership Team, the National Sales Leader will set strategy and operational plans, lead the field sales teams, and partner closely with Marketing, Market Access, Account Management, Field Reimbursement, Sales Operations, Learning Development, Training, and other stakeholders to deliver sustainable commercial growth and superior customer engagement.

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

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 if you need an accommodation during the application or hiring process.

Requirements

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:

EEOC Know Your Rights

EEOC GINA Supplement

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.

Learn more about your rights, including under California, Colorado and other US State Acts

The salary range for this role is $255,800.00 - $402,700.00

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.

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

• 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