Head of Sales
REPORTS TO: Vice President, Sales & Marketing
About This Role:
The Head of Sales will lead ITF Therapeutics’ U.S. field sales organization and oversee national sales strategy and execution for DUVYZAT® (givinostat), the first nonsteroidal therapy approved for all genetic variants of Duchenne muscular dystrophy.
The Head of Sales will translate brand strategy into disciplined and consistent field execution. This includes enhancing and executing the field operating model, territory coverage, targeting, incentives, performance measures, and talent strategy required to drive continued growth. The role will also work closely with Marketing, Market Access, Medical Affairs, Patient Advocacy, Commercial Operations, Legal, and Compliance to support patients, providers, and the broader DMD community.
What You'll Do:
- Lead and develop a national field sales organization consisting of Regional Business Directors and Key Account Managers.
- Mentor and coach regional leaders to effectively manage their teams, strengthen performance, and support the continued development of field talent.
- Set national/regional sales objectives and priorities that support patient starts, patient adherence, market share, demand, and revenue growth for DUVYZAT.
- Develop and maintain the field operating model, including territory alignment, coverage, targeting, segmentation, account prioritization, and resource deployment.
- Establish key sales processes, including incentive compensation plans, KPIs, business reviews, recognition programs, and performance management practices.
- Partner with Marketing to ensure brand strategy, messaging, programs, and tactics are consistently and compliantly implemented across the field organization.
- Work closely with Market Access, patient services, and the ITF ARC program to help address payer coverage, prior authorization, specialty distribution, and reimbursement challenges.
- Build and maintain strong relationships with neuromuscular centers, MDA care centers, academic and pediatric institutions, and the clinicians and care teams treating patients with DMD.
- Use field insights, market data, and performance analytics to inform forecasting, resource allocation, commercial strategy, and future portfolio planning.
- Lead and maintain a culture of compliance, integrity, accountability, collaboration, and patient focus.
Required Skills:
- Minimum of 10 years of biotech or pharmaceutical commercial experience, including at least 5 years leading field sales teams.
- Demonstrated experience leading first-line sales managers across a multi-region or national field organization.
- Strong rare or orphan disease commercial experience, with an understanding of small patient populations, concentrated treatment centers, and advocacy-connected communities.
- Experience building, scaling, or maturing field organizations for specialty or rare disease products through launch and early commercialization.
- Strong command of territory design, targeting and segmentation, incentive compensation, KPIs, business planning, and performance management.
- Working knowledge of specialty pharmacy distribution, payer coverage, prior authorization, reimbursement, and patient support services.
- Analytical and data-driven leader who can identify performance trends, allocate resources effectively, and develop actionable business plans.
- Motivational and credible leader who can develop high-performing teams and collaborate effectively with senior leaders across Marketing, Medical Affairs, Value and Access, Patient Advocacy, and Compliance.
- Neuromuscular, DMD, pediatric neurology, or related rare disease experience is highly preferred.
- Experience supporting additional product launches or integrating new products into an existing rare disease field organization is preferred.
- Experience working within the U.S. affiliate of a global organization is preferred.
- Must demonstrate the highest standards of ethics, compliance, integrity, and commitment to patients and families.
- Substantial national travel, including overnight travel, is required.
Additional Information:
The base compensation range for this role is: $275,000 - $310,000. Compensation is determined through an analytical approach utilizing a combination of factors including, but not limited to, relevant skills & experience, job location, and internal equity.
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