Job Summary:

The Director of Sales, Business Unit is responsible for national sales, budgeting, and expenses management within Werfen's North American Commercial Operations for their assigned Business Unit. In this high-level leadership position, the Business Unit Director will influence, develop, and implement long-term strategies and key performance indicators. This role requires high levels of collaboration with internal customers as well as field-based peer departments.

Key Accountabilities

• Develop and execute Werfen’s PBM commercial strategy — aligning national sales objectives with Werfen’s long-term growth plans and global PBM
• Lead, mentor, and develop a high-performing PBM-focused sales organization, expanding Werfen’s footprint across hospitals, health systems, and IDNs implementing PBM programs.
• Drive cross-BU collaboration across Hemostasis, Acute Care, and Transfusion to deliver integrated PBM solutions that support real-time clinical decision- making and patient safety.
• Partner with Marketing and Global BU teams to launch and position Werfen’s PBM technologies (ROTEM, ACL TOP, GEM Premier, HemoHub, etc.) as core enablers of PBM excellence.
• Collaborate with Corporate Accounts and Contracting teams to secure long- term partnerships with key health systems, PBM networks, and national group purchasing organizations (GPOs).
• Develop and monitor KPIs for PBM adoption, sales performance, and customer engagement, ensuring data-driven execution across the sales team.
• Serve as a thought leader and Werfen ambassador at PBM-related conferences, societies, and hospital consortiums, strengthening brand reputation and clinical alignment.
• Provide leadership in forecasting, budgeting, and expense management, ensuring alignment with Werfen financial goals and compliance standards.
• Gather and communicate market insights from hospital PBM leaders, transfusion committees, and perioperative stakeholders to guide future product and service innovation.
• Foster a culture of clinical value selling focused on outcomes, data, and workflow integration rather than product features alone.

Networking / Key Relationships

• Commercial Operations – to ensure execution of national PBM strategies.
• Corporate Accounts & Contracting – to strengthen partnerships with IDNs and GPOs.
• Marketing & Global Business Units – to align on messaging, product positioning, and global PBM strategy.
• Finance – to track performance, forecasting, and profitability.
• Quality & Regulatory Affairs – to ensure PBM offerings meet industry and compliance standards.
• Operations & Supply Chain – to support product availability and logistics.
• Medical & Scientific Affairs – to reinforce Werfen’s leadership in PBM evidence generation and education.

Minimum Knowledge & Experience required for the position:

• Bachelor’s degree in business, Engineering or Biomedical Engineering or related field, or equivalent experience required. Master's Degree Preferred.
• Minimum of 7 years’ experience in sales management capacity required.

Management has the discretion of substituting relevant work experience for a degree and/or making exceptions to the years of experience requirement.

Skills & Capabilities:

• Advanced organizational positioning skills
• Strategic business planning, with the ability to execute tactically
• Proven ability to drive for results
• Highly accountable, strong leadership with superior knowledge of management methodologies
• Ability to effectively manage multiple priorities while driving results in a fast paced and deadline driven environment
• Ability to cross-functionally work on projects that significantly impact the overall success of an organization
• Extremely strong communication skills with the ability to influence varying roles across the company
• High level of decision-making ability
• Strong business acumen

Travel Requirements:

• Up to 50% travel.

The annual base salary range for this role is currently $200,000 range to $245,000 range. Individual employee compensation will ultimately depend on factors including education, relevant experience, skillset, knowledge, and particular business needs.

This role is eligible for medical, dental, and vision insurance, 401k plan retirement benefits with an employer match, as well as paid vacation and sick leave. Our sales roles are eligible for participation in a commission plan and our management, and select professional roles, are eligible for a performance-based bonus.