Director, Sales Direct-to-Patient (DTP)

 

The Director, Sales DTP will lead the strategic development, execution, and optimization of Direct-to-Patient (DTP) commercial programs in the U.S. market. This role is responsible for driving commercialization excellence across DTP initiatives, including product launches, Specialty Pharmacy partnerships, contract sales organizations (CSO), digital marketing initiatives, and performance optimization programs. The position requires strong cross-functional leadership, data-driven decision-making, and deep pharmaceutical commercialization expertise to ensure revenue growth, patient access expansion, and sustainable brand performance.

 

Responsibilities

 

• Lead the U.S. product launch and ongoing commercialization of the Direct-to-Patient (DTP) program. Oversee Contract Sales Organization (CSO) initiatives, including management of the inside sales team, to ensure achievement of sales objectives and revenue targets.
• Develop and execute comprehensive project plans, timelines, and cross-functional milestones from strategy development through full commercialization. Oversee Specialty Pharmacy partnerships, sample distribution programs, and key marketing initiatives, including social media and direct-to-consumer campaigns. Leverage qualitative and quantitative insights to inform strategic direction and drive data-based tactical decision-making.
• Continuously evaluate consumer engagement, conversion metrics, and channel performance to optimize commercial outcomes. Conduct in-depth analyses to identify revenue growth opportunities and operational efficiencies. Define and articulate the long-term strategic vision for DTP, collaborating closely with Commercialization and Marketing teams to ensure effective market positioning and execution.
• Serve as the primary liaison between internal stakeholders, including Supply Chain, Legal/Compliance, Marketing, Finance, and Senior Leadership, and external partners to ensure strategic alignment, operational excellence, and timely issue resolution.
• Oversee commercial product supply coordination and data-driven initiatives to support market strategy execution. Provide leadership and mentorship to the inside sales team to drive performance and accountability. Develop and deliver educational materials, training programs, and user guides to enhance stakeholder understanding and program effectiveness. Manage Specialty Pharmacy relationships through defined KPIs and structured quarterly business reviews to ensure alignment with commercial objectives.
• Establish and track key performance indicators (KPIs), provide regular performance updates to senior leadership, and manage budget forecasting to support brand and revenue goals. Ensure all promotional materials and sales activities comply with FDA regulations and internal governance processes (e.g., MLR/PRC review). Monitor competitive activity, analyze NRx/TRx performance data, and conduct market research to identify trends and unmet patient needs.

 

Qualifications

 

• Bachelor’s degree in Business, Life Sciences, or related field required; MBA or advanced degree preferred
• 8–12 years of pharmaceutical industry experience
• Proven experience in Direct-to-Patient (DTP), OTC, or branded pharmaceutical commercialization
• Experience in product launches and lifecycle management
• Background in sales, marketing, trade, or market access roles
• Demonstrated leadership of cross-functional teams and external partners
• Experience managing Specialty Pharmacy relationships preferred
• Deep understanding of pharmaceutical commercialization and product launch strategy
• Strong knowledge of regulatory, trade compliance, and promotional review processes
• Advanced analytical capabilities with experience interpreting prescription and sales data
• Strong financial acumen (budgeting, forecasting, ROI analysis)
• Expertise in managing CSO and inside sales teams
• Experience in digital marketing and direct-to-consumer engagement strategies
• Strategic thinker with strong execution orientation
• Data-driven decision-maker
• Strong leadership presence with ability to influence without authority
• Excellent negotiation and stakeholder management skills
• Results-oriented with accountability mindset
• High adaptability in dynamic commercial environments

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Base salary range: $170,000 - $180,000 per year. This is the anticipated salary range for fully qualified candidates. The final salary offered will be dependent on several factors that include and are not limited to relevant previous experience, job responsibilities and duration of experience, the type and length of experience within the industry, education, etc.