Area Sales Director - West

Collegium Pharmaceutical•Phoenix, AZ

About The Position

The Area Sales Director (ASD) shapes and drives Collegium’s strategic vision for commercial growth. The ASD implements and contributes to sales strategies that align with corporate goals and respond to changing market conditions, while leading and mentoring Regional Sales Managers and promoting leadership excellence and accountability. In partnership with the Vice President of Sales and cross-functional teams, the ASD supports cohesive execution, business results, and Collegium’s patient-centered culture. The role also provides market intelligence and ensures company policies are communicated, supported, and enforced. The ASD drives area and regional sales performance, manages associated incentive compensation programs, and oversees performance indicators that include market share, customer satisfaction, and team engagement. The role contributes to executive strategic planning, builds leadership capability and succession pipelines, leads change and continuous improvement, develops strategic stakeholder relationships, and champions compliance, ethical conduct, recognition, and employee development.

Requirements

Bachelor’s degree in a relevant field.
12+ years of relevant pharmaceutical sales experience, including at least 5 years as a first-line sales leader and at least 2 years in second-line leadership roles.
Proven track record developing and executing effective regional or national sales strategies, with ability to influence business outcomes beyond direct reports.
Strong financial acumen, including budgeting, forecasting, and resource allocation.
Demonstrated experience leading organizational change and continuous improvement in fast-paced, evolving environments.
Ability to navigate and adapt to change with agility.
Ability to lead with emotional intelligence and adapt leadership style to the person and situation while achieving compliant success across diverse sales environments.
Experience building and maintaining strategic relationships with customers, partners, and internal stakeholders.
Ability to communicate effectively through multiple channels with diverse internal and external audiences.
Strong leadership, strategic thinking, and communication skills.
Ability to navigate ambiguity, prioritize effectively, and drive results across diverse teams.
Exceptional qualitative and quantitative analytical skills, including proficiency with data analytics and CRM technology for decision-making and performance measurement.
Willingness to incorporate emerging technologies, including artificial intelligence, to drive innovation in sales effectiveness.
Proven success fostering a culture of compliance and ethical standards within sales organizations.
Valid driver’s license and clean, safe driving record to meet fleet eligibility and insurance requirements.

Nice To Haves

Advanced degree.

Responsibilities

Meet and exceed sales goals, maximize promotional budgets, and create and execute the national sales strategy.
Drive and manage regional sales goals and associated incentive compensation programs.
Own performance indicators beyond sales, including market share growth, customer satisfaction, and team engagement metrics.
Drive consistent achievement and improvement of quantitative business goals.
Set performance expectations, reinforce accountability, and cultivate continuous improvement and high engagement.
Collaborate with senior leadership to develop and refine area sales strategies that support corporate objectives and optimize market opportunities.
Contribute insights to executive strategic planning and present market trends and strategic recommendations to senior leadership.
Build, coach, and develop Regional Sales Managers, strengthening their leadership capabilities and business acumen.
Implement succession planning and support professional growth through targeted training and individual coaching.
Lead organizational change and continuous improvement initiatives within the sales organization.
Promote adoption of new tools, technologies, and best practices to improve efficiency and effectiveness.
Build and maintain strategic relationships with customers, partners, and external stakeholders; represent the company in industry forums and customer engagements when appropriate.
Maintain strong partnerships across Commercial Operations, Marketing, Medical Affairs, Compliance, Finance, and Training.
Share market insights, best practices, and strategic priorities across departments to support integrated decision-making and execution.
Champion company policies and compliance standards, ensuring alignment and ethical conduct throughout the sales organization.
Model and reinforce Collegium’s patient-centered culture and core values.
Drive employee recognition programs and provide development opportunities that engage and prepare team members for future leadership roles.
Take on additional responsibilities or special projects as business needs evolve.