Vice President of Sales in San Antonio, Texas at Confidential

Vice President of Sales

Reports to: CEO / Executive Team

Direct Reports: Regional Sales Manager(s), sales management personnel and Territory Sales Representatives

Location: Field-based with regular travel across all territories; Southeast US strongly preferred to be close to the current sales representative footprint

Status: Full-time

Position Summary:

Lead the field sales organization that promotes the company's portfolio to dermatologists, primary care, pain management, podiatry and the pharmacies that serve them. The VP of Sales owns the national sales plan and holds managers and territory representatives accountable for monthly, quarterly and annual targets. The role builds the team's skills through training and field ride-alongs, and reports progress against the sales plan to the executive team, all within pharmaceutical marketing and compliance rules.

Responsibilities

Team Leadership and Management

• Lead, coach and manage Regional Sales Manager(s), sales management personnel and Territory Sales Representatives; set clear expectations, call targets and performance goals.
• Recruit, hire, onboard and retain top sales talent; build a bench for key territories and address underperformance promptly and fairly.
• Conduct regular one-on-ones and formal performance reviews; manage incentive compensation, territory alignment and headcount planning.

Training and Field Coaching

• Assist with and help lead training activities, including new-hire onboarding, product and disease-state training, selling skills, objection handling and compliance.
• Conduct regular ride-alongs with sales representatives and managers to observe calls, coach in the field and reinforce core messaging.
• Document field coaching with written follow-up and development plans; track skill improvement over time.

Sales Strategy and Execution

• Own the national sales plan; translate company goals into regional and territory targets, call frequency and account priorities.
• Meet or exceed company sales objectives across every product portfolio; identify new business and growth opportunities across therapeutic categories.
• Guide managers and reps on territory business plans, targeting, routing and access to hard-to-see offices, referral sources and key thought leaders.
• Use territory analytics and CRM data to track performance, spot trends and shift resources where they drive the most growth.

Executive Reporting

• Report progress against the sales plan to the executive team on a regular cadence, covering sales results, call activity, rep performance, market trends and competitor activity.
• Build and maintain sales dashboards and forecasts; flag risks early and recommend corrective actions.
• Partner with marketing, medical, market access and operations to execute national strategy locally and resolve coverage or formulary issues.

Compliance and Budget

Ensure the sales team follows all laws, regulations and company policies governing pharmaceutical sales and marketing. Manage the sales budget, including promotional spend, speaker and dinner programs, travel and expenses. Model ethics and integrity and set the standard for professional conduct across the team.

Qualification Requirements

• Bachelor's degree from an accredited institution; MBA or advanced degree a plus.
• 10+ years of pharmaceutical, specialty pharma or medical sales experience, including 5+ years managing sales managers and field sales teams.
• Proven record of hitting or exceeding regional or national sales targets, with documented rankings or results.
• Experience designing and delivering sales training, and coaching reps in the field through ride-alongs.
• Strong analytical skills; comfortable with CRM, prescription data, territory analytics, forecasting and building executive-level reports.
• Excellent leadership, communication and presentation skills; able to present results and recommendations to executives clearly and concisely.
• Thorough knowledge of pharmaceutical sales compliance rules and industry codes of conduct.
• Valid driver's license and a driving record that meets company policy; able to travel extensively, including overnight.

Preferred

• Based in the Southeast US, with established relationships and market knowledge in the region.
• Dermatology, pain management, podiatry or primary care specialty sales leadership.
• Product launch experience and experience in competitive, complex market-access environments.
• Experience building or scaling a field sales team, including territory design and incentive compensation plans.
• History of top-ranked performance and promotion into progressively larger leadership roles.

Travel

Regular travel across all territories for ride-alongs, training, speaker programs and conventions, typically 50%+, including overnight and some weekends.

Compensation and Benefits

Compensation commensurate with experience: base salary plus a performance bonus tied to company sales results. Benefits include medical, dental and vision coverage, 401(k) with company match, vacation and sick, company paid life, and car allowance.