Executive Director, Area Sales - East

Achieve Life Sciences

3d•$230,000 - $280,000•Remote

About The Position

Build the Team. Lead the Launch. Change the Trajectory of Nicotine Dependence. At Achieve Life Sciences, we're working to change the way nicotine dependence is treated by advancing cytisinicline, a potential new treatment designed to help people break free from nicotine addiction. As we prepare for our anticipated U.S. commercial launch, we're building a high-impact commercial organization with the people, capabilities, and vision to bring this important treatment to patients. This is a unique opportunity to join a growing specialty pharmaceutical company at a pivotal moment. As Executive Director, Area Sales, you'll play a defining role in shaping our commercial launch, building a high-performing field organization, and translating national strategy into meaningful results across your geography. You'll lead and develop a team of Regional Sales Directors, influence our commercial direction, and establish the culture, capabilities, and executional excellence that will carry Achieve from launch through long-term growth. We're looking for an entrepreneurial, strategic, and hands-on leader who thrives in a build-from-the-ground-up environment, knows how to develop exceptional leaders, and is energized by the opportunity to make a meaningful impact on both the business and the patients we serve. The Executive Director, Area Sales is a senior commercial leader responsible for leading a multi-state geography through a team of Regional Sales Directors (RSDs) and their respective sales teams. This leader will own Area business performance, drive execution of the national sales strategy, and build a culture of accountability, collaboration, and continuous development. As a leader of leaders, you'll serve as a strategic partner to the VP, Sales & Sales Enablement and collaborate closely with Marketing, Market Access, Medical Affairs, and Enablement & Training to ensure the field organization is equipped to execute successfully. You'll bring a deep understanding of the healthcare marketplace, customer dynamics, and local access landscape to inform business decisions and identify opportunities for growth. This role is ideal for a proven pharmaceutical sales executive who combines strategic vision with strong operational discipline, brings a track record of developing sales leaders, and is motivated by the opportunity to help build a commercial organization during a critical stage of growth.

Requirements

Bachelor's degree required; MBA or advanced degree preferred.
15+ years of pharmaceutical or biotechnology sales and sales leadership experience.
5+ years of experience directly leading sales managers, with a demonstrated track record of developing and coaching leaders.
Proven success developing and executing Area or multi-region business plans, managing budgets, and delivering against commercial objectives.
Demonstrated experience driving business with organized customers, such as health systems, IDNs, academic medical centers, ACOs, and large group practices.
Strong scientific and medical aptitude, with the ability to communicate complex clinical concepts clearly and effectively.
Strong analytical and business acumen, including experience interpreting CRM data, generating insights, and leveraging tools such as Veeva, Excel, or comparable platforms.
Deep understanding of pharmaceutical promotional compliance, including FDA regulations, OIG guidance, and the PhRMA Code.
Proven ability to collaborate across multiple functions, manage competing priorities, and deliver results in a fast-paced, entrepreneurial environment.
Exceptional communication, presentation, relationship-building, and influencing skills, with strong attention to detail and proficiency in Microsoft Office.
Valid driver's license, suitable driving record, and willingness to travel up to 75%, including field rides, customer engagement, and national and regional meetings.

Nice To Haves

Significant U.S. product launch experience, ideally spanning the full commercial lifecycle from pre-launch through post-launch.
Experience building commercial capabilities and field organizations from the ground up, particularly within small or mid-sized specialty pharmaceutical companies.
Experience in respiratory, primary care, addiction medicine, or smoking cessation, with established relationships across relevant healthcare and thought leader communities.
Experience leading teams that engage primary care and broad healthcare professional audiences, with an understanding of retail, non-retail, specialty pharmacy, and HUB access models.
Exposure to additional commercial functions, such as Marketing, Market Access, Sales Training, or Commercial Operations.

Responsibilities

Lead Area Strategy & Business Performance: Lead a multi-state Area of Regional Sales Directors and their sales teams, ensuring effective execution of national commercial strategy and achievement of business objectives.
Own Area sales performance, driving the breadth and depth of customer engagement to achieve monthly, quarterly, and annual goals.
Translate national commercial priorities into focused Area business plans, actionable strategies, and measurable outcomes.
Partner with the VP, Sales & Sales Enablement and cross-functional leaders to share marketplace insights, customer trends, competitive intelligence, and opportunities for growth.
Establish clear performance expectations and accountability through goal setting, KPI management, and regular business reviews.
Drive Launch Readiness & Execution: Lead Area readiness and execution across pre-launch, launch, and post-launch phases, ensuring field teams are prepared to deliver a successful commercial launch.
Partner with Enablement & Training to develop the capabilities, tools, and resources needed to support effective field execution, including onboarding, ongoing training, launch meetings, and national and regional sales meetings.
Translate launch strategy into consistent field execution while identifying opportunities to adapt tactics to local market dynamics.
Reinforce a culture of continuous learning, field effectiveness, and commercial excellence.
Build & Develop High-Performing Teams: Attract, hire, develop, and retain exceptional Regional Sales Directors and sales professionals who embody Achieve's values and commercial objectives.
Coach and mentor RSDs through regular business reviews, field rides, structured feedback, and leadership development, empowering them to build and lead high-performing teams of their own.
Establish a strong talent pipeline through succession planning, mentoring, and ongoing development in partnership with HR and Enablement & Training.
Manage performance, conduct regular reviews, and provide compensation recommendations to recognize and support individual and team contributions.
Foster a culture of accountability, inclusion, collaboration, and continuous improvement.
Optimize Business Planning & Resource Allocation: Develop and manage Area budgets, ensuring resources are deployed effectively to maximize business impact and achieve commercial objectives.
Partner on territory alignment, customer targeting, performance metrics, and incentive compensation strategies.
Use CRM analytics, business intelligence, and market insights to evaluate performance, identify opportunities, and inform decisions.
Balance strategic priorities with operational execution while ensuring all activities are delivered on time, within budget, and in accordance with company policies and compliance standards.
Strengthen Customer Relationships & Cross-Functional Partnerships: Develop Area strategies to engage organized customers, including health systems, integrated delivery networks (IDNs), large group practices, and tobacco treatment programs.
Build strategic relationships with key thought leaders across addiction medicine, pulmonology, psychiatry, primary care, and tobacco treatment.
Partner with Market Access, Marketing, and Medical Affairs to address customer needs, navigate local payer dynamics, and support appropriate engagement with key stakeholders.
Serve as a critical link between the field and home office, bringing forward customer insights and market intelligence to inform commercial strategy and execution.
Champion Compliance & Commercial Excellence: Serve as a compliance leader for the Area, reinforcing a culture of ethical business practices and ensuring adherence to Achieve policies and procedures.
Ensure all promotional and customer engagement activities comply with applicable FDA regulations, OIG guidance, the PhRMA Code, and state and federal requirements.
Model the highest standards of integrity, accountability, and professionalism across the field organization.