Job Summary

The Sr. Director, Sales owns national sales strategy and execution, ensuring alignment with Searchlight’s commercial objectives and long term growth priorities. This role provides leadership to the national sales organization through regional leaders and senior managers, including Sales Operations and Training, and is accountable for organizational effectiveness, customer engagement excellence, and sustained revenue and marketshare performance.

The Sr. Director of Sales plays a critical role in shaping commercial strategy, with decision making authority that drives material enterprise commercial outcomes over a multi year horizon and is positioned as a future successor to senior commercial leadership roles.

Job Responsibilities

• Lead, coach, and develop the sales team, including regional managers and field representatives, to ensure strong execution and performance.
• Translate corporate and brand strategies into actionable field plans and ensure consistent execution across regions.
• Define and own national sales strategy aligned to enterprise commercial objectives, shaping multi‑year go‑to‑market and field execution models that drive sustained performance.
• Own national sales performance and outcomes, assessing enterprise‑level trends, risks, and opportunities, and making strategic trade‑offs to optimize long‑term revenue, market share, and portfolio performance.
• Own national sales financial accountability, including budget ownership, long‑term forecasting, incentive design, territory strategy, and quota setting, with material impact on enterprise revenue and long‑term performance.
• Own cross‑functional commercial integration, partnering with Marketing, Market Access, Medical Affairs, and other enterprise stakeholders to translate strategy into aligned execution.
• Build and maintain strong relationships with Key Opinion Leaders (KOLs) and other Healthcare Professionals (HCPs), key accounts, wholesalers, distributors, and healthcare practitioners.
• Ensure compliance with industry regulations, company policies, and ethical standards.
• Own sales strategy and readiness for product launches, ensuring enterprise‑level alignment, capability build, and execution consistency across the portfolio.
• Provide strategic insights on market dynamics, competitive threats, and customer evolution to inform senior leadership decisions on portfolio strategy and investment prioritization.
• Serve as a senior representative of Sales in executive‑level and leadership forums, actively influencing strategy, priorities, and commercial decisions.
• Set national sales direction and strategic priorities by leading national and regional sales forums for Searchlight.Responsible for reporting adverse events associated with Searchlight & Apotex products.
• Participate and lead performance conversations with employees, including monthly one on ones, to connect on performance; check in on employee’s progress toward achieving Objectives, offer support and remove barriers; and, communicate and revisit performance expectations to reinforce and encourage high performance culture and a safe working environment for all employees.
• Utilize open, honest, two way communication to build trust-based relationships with employees, business partners and direct leader while continuously improving leadership capabilities by personally seeking feedback and development.
• Create a culture which values trust and provides the opportunity for Employee development and growth in pursuit of our purpose and demonstrating our core Values – Integrity, Teamwork, Courage and Innovation.
• Utilize your networks to attract and hire talent in a comprehensive, differentiated and consistent manner essential to our continued growth; then, onboard new employees by providing a consistent experience that reflects the values and commitments made to candidates during the hiring process.
• Ensure adherence of team members (direct reports) with all compliance programs and company policies and procedures.
• All other duties as assigned.

Job Requirements

• Bachelor’s degree required; MBA or graduate degree an asset.
• 12+ years of progressive commercial and sales leadership experience within pharmaceutical or life sciences organizations
• Minimum 3–5 years of leadership experience managing field teams.
• Minimum 5 years of sales leadership experience in a high pace Specialty Pharma environment. Ideally with companies with multiple successful product launches.
• Demonstrated success in leading sales execution and achieving performance targets.
• Demonstrated experience owning national sales strategy and outcomes, including revenue growth, market share expansion, and long term portfolio performance
• Strong business and financial acumen with experience influencing forecasts, incentive strategy, territory design, and enterprise revenue planning
• Experience partnering with senior and executive leadership to shape enterprise commercial strategy, priorities, and long term growth decisions.

Additional Skills and Abilities:

• Strong leadership and coaching capabilities with experience managing multi-level teams.
• Expertise in sales strategy, forecasting, analytics, and territory optimization.
• Excellent communication and interpersonal skills.
• Ability to manage multiple priorities in a fast-paced environment.
• Experience working with wholesalers, trade partners, and key accounts.
• Strong business acumen and understanding of P&L drivers.
• Willingness to travel and work a flexible schedule.

Competencies:

• Drives Results: Delivers consistent performance and fosters a high-accountability culture.
• Builds Effective Teams: Creates a cohesive, motivated, and execution-focused sales organization.
• Business Insight: Uses market and customer knowledge to guide decisions.
• Courage: Addresses challenges directly and makes sound decisions under pressure.
• Builds Networks: Develops strong internal and external relationships to advance business objectives.
• Manages Ambiguity: Navigates uncertainty with confidence and adaptability.
• Analytical Skills: Strong command of sales analytics, forecasting, and performance metrics.