Vice President, Sales

Job Description

Job Description

The Vice President, Sales will be a critical commercial leader, responsible for executing on the full commercial launch of Anaphylm® for patients with severe allergic reactions, including anaphylaxis. This role holds full accountability for sales’ execution—with direct impact on revenue growth, brand expansion, and market leadership. The VP, Sales will report to and partner closely with the Chief Commercial Officer to ensure strategies, tactical plans, and decisions are based on clear and reliable analytics to ensure successful commercial execution. This individual will work closely with cross functional team members in Commercial Operations & Analytics, Marketing, Market Access & Strategic Accounts, Sales Training, Regulatory, Medical Affairs, Legal, Compliance and Finance.

This role is best suited for candidates who truly thrive as a “roll up your sleeves” leader – this individual will operationalize our go-to-market strategy, lead and scale high-performing teams, be on the ground with the field sales and management teams helping them solve problems and ensuring a deep understanding of Aquestive’s commercial strategies. As the business environment evolves, collaboration with other Commercial leaders to help design and optimize sales force sizing and alignment, along with designing and implementing incentive compensation, performance reporting and field support system adherence and compliance, will be of key importance.

We are seeking a proven executor - someone who thrives in high-impact environments, understands how to translate vision into measurable outcomes, and can drive performance at both strategic and tactical levels.

Job Summary:

Sales Execution & Leadership:

• Build a high-performing sales force field team to outperform against all commercial KPIs, by attracting, selecting, developing and retaining talented individuals who share the goals and vision of Aquestive
• Define and communicate a bold, clear sales vision aligned with Aquestive’s goals and corporate objectives.
• Build and reinforce a culture of accountability, recognition, and performance, ensuring each team member has a clear path to success and development.
• Execute overall strategy and direction for the Field Sales Organization; Build, lead, and develop the Field Sales Organization to execute 90-day business plans to achieve quarterly and annual corporate sales goals
• Lead annual sales planning and execution, integrating insights from the brand planning process and market intelligence.
• Partner with HR to hire, develop, and retain top-performing field leaders who elevate execution.
• Work closely with Commercial Operations to build data-driven incentive programs, define KPIs, optimize targeting, and create territory design and sales operations.
• Cultivate and expand relationships with key HCPs, health systems, and strategic partners to drive market access and adoption.
• Continuously assess field performance, accelerating high-potential talent and course-correcting where needed.
• Lead national and regional sales meetings with purpose, aligning the field force around priorities, strategy, and execution plans.
• Represent the sales function in any commercial partnerships or external engagements.
• Ensure tight collaboration with Market Access to determine strongest territory opportunities
• Work collaboratively with Marketing to ensure product strategies and messages are being fully communicated and executed according to plan
• Implement ongoing process improvement, resource optimization, quality management, timeliness and accuracy of all products and services
• Partner in the development and execution of all training needed to ensure high-level product knowledge and selling skills, plus proficiency in systems and processes to ensure accuracy in reporting metrics
• Provide strong leadership and direction to maximize business opportunities and work collaboratively with other key functions to address customer needs
• Use internal and external resources to collect and analyze various data sources to make sound business decisions
• Ensure all sales activities are executed ethically and in full compliance with healthcare and industry regulations.

Qualifications:

• BA/BS required; MBA or advanced degree preferred.
• 15 + years of progressive experience in pharma/biotech sales, including extensive field sales management and product launch experience with demonstrated results– National Sales Director/VP-level experience required
• Deep expertise in U.S. healthcare and market access environments, ideally in the allergy/immunology/pediatric therapeutic areas.
• Proven track record of building, leading, and scaling high-performing commercial teams that deliver results
• Exceptional strategic thinker with strong business acumen and an execution-focused mindset
• Demonstrated success in creating integrated go-to-market plans and translating strategy into field-level action
• Strong strategic and analytical skills with the ability to translate business goals into specific objectives - experience utilizing secondary data: syndicated sales data by customer channel, longitudinal patient-level data, and payer-level data
• Ability to drive alignment and outcomes across cross-functional teams including Marketing, Market Access, Medical Affairs, Commercial Operations, HR, and Finance.
• Strong interpersonal, presentation, and communication skills with the ability to influence across all levels of the organization.
• History of developing and advancing commercial talent and building succession pipelines.
• Strong understanding of pharmaceutical regulatory/legal environment with knowledge of compliance requirements for appropriate interactions and relationships with healthcare professionals (i.e., PhRMA Code)
• Knowledge of various CRM call reporting and dashboard systems
• Extensive proficiency with Microsoft Office (Word, Excel, PowerPoint, Teams, and Outlook).
• Travel requirement: Approximately 65% including overnight stays
• Preference for candidates with Northeast/Mid-Atlantic or Chicago alignment

The above statements are intended to describe the general nature and level of the work being performed by colleagues assigned to this position. This is not intended to be an exhaustive list of all responsibilities, duties, and skills required. Aquestive reserves the right to make changes to the job description whenever necessary.

As part of Aquestive’s employment process, final candidate will be required to complete a drug test and background check prior to employment commencing. Please Note: Aquestive is a drug-free workplace and has a drug free workplace policy in place.

Aquestive provides equal employment opportunities to all colleagues and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

The Company is required to provide a reasonable estimate of the salary range for this job in certain states and cities within the United States. Final determinations with respect to salary will take into account a number of factors, which may include, but not be limited to the primary work location and the chosen candidate’s relevant skills, experience, and education. Expected Base salary range: $205,600.00 to $335,300.00 USD Plus Bonus