Executive Director, National Head of Sales, Rare Neurology

AstraZeneca

8d • $288,128 - $432,193 • Onsite

About The Position

The Executive Director, National Head of Sales, U.S. Rare Neurology will be responsible for all sales activities across AstraZeneca's rare neurology portfolio, including gMG, NMOSD, and emerging indications, in an increasingly competitive US market. The candidate will lead a team of Area Sales Leaders who each oversee Regional Sales Directors across the country, as well as the National Sales Operations lead and their area leads. The Head of Sales is accountable for implementing marketing strategies, building AI-enabled subnational executional plans, and achieving annual sales goals and aggressive growth expectations in a multi-indication, multi-competitor environment. This leader will also serve as a key architect of AstraZeneca's US Rare Neurology commercial culture, patient-centric identity, and long-term franchise vision. This position reports to the VP of the US Rare Neurology Business Unit.

Requirements

• Bachelor's Degree required; Master's Degree (MBA or scientific field) preferred.
• Minimum of 15 years' experience in the pharma and/or biopharma industry, including significant experience managing sales teams in the US market within highly competitive therapeutic categories.
• Experience in specialty and rare disease pharma sales, preferably in neurology or immunology, with institutional, integrated delivery systems, and community accounts.
• Demonstrated experience leading a second-line or third-line sales leadership organization(leader-of-leaders), with accountability for 75+ field personnel across multiple geographies.
• Proven experience commercializing high-cost specialty biologics or infused/injectable therapies, including familiarity with buy-and-bill economics, specialty distribution, HUB services, and copay/patient assistance program design.
• Demonstrated success competing in portfolio-sales, multi-competitor markets and defending or growing share against established and emerging entrants.
• Successful track record of leading, developing, and managing the performance of sales teams in delivering outstanding results across multiple indications.
• Prior experience launching a rare disease or specialty product in the US market, ideally in a first- or second-in-class competitive position.
• Proven experience adopting and scaling artificial intelligence, machine learning, and advanced analytics tools within a commercial organization to drive targeting, engagement, and productivity.
• Strong command of the US healthcare ecosystem, including academic medical centers, IDNs, community neurology practices, infusion centers, specialty pharmacies, and evolving site-of-care trends.
• Understanding of the regulatory and compliance environment governing rare disease commercialization, including OIG guidance, PhRMA Code, Sunshine Act, and patient support program guardrails.
• Demonstrated ability to influence at the C-suite level, both internally with senior leadership and externally with health system executives and national KOLs.
• Ability to travel within the US on a regular basis (estimated 50–70% travel), including overnight and/or weekend travel, with frequent time expected in Boston.

Nice To Haves

• Direct experience in neuro-immunology, complement biology, or FcRn-targeted therapies.
• Prior general management, business unit lead, or P&L ownership experience in a specialty or rare disease franchise.
• Previous experience in one or more of the following areas is an advantage: Marketing, Product Launch, Finance, Sales Operations, or Digital/AI Commercial Transformation.

Responsibilities

• Portfolio Leadership: Leads Rare Neurology Sales teams in achieving sales performance targets across gMG & NMOSD indications, ensuring differentiated positioning in a crowded marketplace.
• Strategic Execution: Develops and ensures optimal execution of the national and sub-national sales plans across the full rare neurology portfolio; manages the annual budget accordingly.
• Team Leadership: Hires, leads, coaches, develops, motivates, and inspires the Sales Management Team (ASLs, NSO, RSDs), fostering a high-performance culture equipped to compete and win.
• Patient Identification & Diagnostic Journey Leadership: Drives strategies to accelerate patient finding in low prevalence populations, including partnerships with diagnostic labs, genetic testing initiatives, disease awareness programs, and referral network mapping to shorten the diagnostic odyssey characteristics of rare disease patients.
• Launch Excellence: Leads sales force readiness and execution for new indication launches, label expansions, and pipeline assets, including sizing/deployment decisions, launch playbook development, and rapid post-launch performance course-correction.
• AI-Enabled Performance Management: Actively reviews performance metrics maximising AI-powered analytics, predictive modeling, and next-best-action tools with Area Sales Leaders to ensure timely and precise actions to address challenges and capitalize on opportunities in real time.
• Digital and AI Innovation: Champions the adoption of artificial intelligence, machine learning, and advanced analytics tools across the sales organization to enhance HCP targeting, personalize customer engagement, optimize call planning, and accelerate decision-making.
• Market Access & Reimbursement Partnership: Partners closely with Market Access, Trade, and Patient Services to navigate the complex reimbursement environment for high-cost rare disease therapies, including buy-and-bill, specialty pharmacy, site-of-care dynamics, payer utilization management, and prior authorization support.
• Cross-Functional Collaboration: Collaborates closely with key internal and cross-functional partners to shape Marketing Plans and ensures the sales team completes the Rare Neurology's key strategic imperatives.
• Capability Building: Ensures continuous development of capabilities and skills, including AI literacy, digital fluency, competitive selling acumen, and deep neuroscience and immunology clinical expertise, in line with current and future market dynamics.
• Customer Excellence: Oversees handling of priority accounts and ensures best-in-class customer service across academic centers, integrated delivery networks, and community accounts.
• KOL Engagement: Creates, builds, and maintains relationships with National Key Opinion Leaders in partnership with Marketing, TLLs, and Medical Affairs.
• Patient Advocacy Engagement: Cultivates strong, compliant relationships with national and regional rare neurology patient advocacy organizations in partnership with AZ patient advocacy team to deepen community understanding and support patient-centric commercial strategies.
• Operational Excellence: Ensures AI-enabled operational systems are in place, enabling ASLs and RSDs to evaluate regional and territory sales activity, competitive dynamics, and results with speed and precision.
• Integrated Customer Approach: Ensures close collaboration of the US Rare Neurology Sales Team with patient services, Medical Science Liaisons, SALs, and Market Access to optimize AstraZeneca's approach to meeting customer needs across the patient journey.
• Enterprise Partnership: Collaborates cross-functionally with Commercial Operations on Sales Training, Business Analytics, AI-driven Sales Compensation Plans, as well as Legal and Compliance.
• Forecasting & Business Planning: Partners with Finance and Commercial Analytics to develop accurate demand forecasts, MTP (mid-term plan) inputs, and quarterly business reviews for a portfolio characterized by small patient populations, high per-patient revenue, and volatile demand patterns.
• Executive Reporting: Plays an active role in ongoing Senior Leadership Business Reviews through analysis and reporting of KPIs, competitive intelligence, and AI-driven performance insights in partnership with the VP of the US Rare Neurology Business Unit.
• Culture & Talent Steward: Builds a diverse, inclusive, and mission-driven sales organization; serves as a talent magnet in the rare disease space and actively develops succession pipelines for critical commercial leadership roles.
• Compliance and Ethics: Ensures all activities meet the highest ethical standards, are in full compliance with the AstraZeneca Code of Ethics and Business Conduct, and align with company policies, including the responsible use of AI tools.

Benefits

• short-term incentive bonus opportunity
• equity-based long-term incentive program
• qualified retirement program [401(k) plan]
• paid vacation and holidays
• paid leaves
• health benefits including medical, prescription drug, dental, and vision coverage

What This Job Offers

• Job Type: Full-time
• Career Level: Executive