Area Sales Director - West

POSITION OVERVIEW

The Area Sales Director (ASD) plays a critical role in shaping and driving Collegium’s strategic vision for commercial growth. This leader not only implements but also contributes to the development of sales strategies that align with corporate goals and respond proactively to dynamic market conditions. The ASD leads and mentors a high-performing team of Regional Sales Managers, fostering leadership excellence and accountability across the organization. Working collaboratively with the Vice President of Sales and cross-functional partners, such as Marketing, Compliance, Medical, and Commercial Operations, the ASD ensures cohesive execution that maximizes business results while embodying Collegium’s patient-centered culture. As a key source of market intelligence, the ASD will anticipate and respond effectively to marketplace dynamics. Additionally, the ASD serves as a compliance leader, ensuring all Collegium’s policies are communicated, supported, and enforced across the organization.

RESPONSIBILITIES

• Meet/exceed sales goals, maximize promotional budgets, and create and execute the national sales strategy.
• Responsible for driving and managing sales goals at the regional level and the associated incentive compensation programs.
• Own key performance indicators beyond sales, such as market share growth, customer satisfaction, and team engagement metrics.
• Drive consistent achievement and improvement of quantitative business goals.
• Set clear performance expectations, drive accountability, and cultivate a culture of continuous improvement and high engagement.
• Collaborate with senior leadership to develop and refine area sales strategies that support long-term corporate objectives and optimize market opportunities.
• Act as a thought leader contributing insights to executive strategic planning.
• Present market trends and strategic recommendations to senior leadership teams.
• Build, coach, and develop a high-functioning team of Regional Sales Managers, focusing on strengthening their leadership capabilities and business acumen.
• Implement succession planning to ensure a robust leadership pipeline aligned with future organizational needs.
• Foster professional growth through targeted training programs and individual coaching.
• Lead organizational change initiatives and continuous improvement efforts within the sales organization.
• Champion adoption of new tools, technologies, and best practices to increase efficiency and effectiveness.
• Build and maintain strategic relationships with key customers, partners, and external stakeholders.
• Represent the company in industry forums and customer engagements when appropriate.
• Lead and sustain strong partnerships across Commercial Operations, Marketing, Medical Affairs, Compliance, Finance, and Training teams.
• Share market insights, best practices, and strategic priorities across departments to support integrated decision making and execution.
• Champion company policies and compliance standards to ensure alignment and ethical conduct throughout the sales organization.
• Model and reinforce Collegium’s patient-centered culture and core values in all aspects of leadership and business operations.
• Drive employee recognition programs that reward excellence and promote retention of top talent.
• Ensure ongoing development opportunities that engage, motivate, and prepare team members for future leadership roles.
• Take on additional responsibilities or special projects as business needs evolve.

REQUIRED LEADERSHIP BEHAVIORS 

Leadership Behaviors are a core set of behaviors that vary based on Level in the organization. We have categorized these under Head, Heart, and Guts.

• Head
• Think Entrepreneurially
• Takes Decisive Action
• Drives Results
• Heart
• Communicate Effectively
• Enables High Performance
• Collaborates with Purpose
• Guts
• Take Smart Risks
• Tenacious about Change
• Compete to Win

QUALIFICATIONS

• Bachelor’s degree in a relevant field required; advanced degree preferred.
• 12+ years of relevant pharmaceutical sales experience, including at least 5 years as a first-line sales leader and a minimum of 2 years in second-line leadership roles.
• Proven track record of developing and executing effective sales strategies at regional or national levels, with demonstrated ability to influence business outcomes beyond direct reports.
• Strong financial acumen, including budgeting, forecasting, and resource allocation skills.
• Demonstrated experience leading organizational change and continuous improvement initiatives in fast-paced, evolving environments.
• Ability to successfully navigate and adapt to change with agility.
• Demonstrated ability to lead with emotional intelligence, adapting leadership style to the person and situation to compliantly achieve success across diverse sales environments.
• Experience building and maintaining strategic relationships with customers, partners, and internal stakeholders.
• Ability to effectively communicate via multiple channels with diverse internal and external audiences.
• Strong leadership, strategic thinking, and communication skills.
• Demonstrated ability to navigate ambiguity, prioritize effectively, and drive results across diverse teams.
• Exceptional qualitative and quantitative analytical skills, with proficiency in using data analytics and CRM technology to guide decision-making and performance measurement.
• Willingness to incorporate emerging technologies, including artificial intelligence, to drive innovation in sales effectiveness.
• Proven success in fostering a culture of compliance and ethical standards within sales organizations.
• Valid driver’s license and clean, safe driving record required to comply with fleet eligibility and insurance requirements.