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Sr. Director National Sales, Mental Health

Boehringer Ingelheim

Last Updated: 4/21/24

Job Description

Compensation Data

This position offers a base salary typically between $227,000 and $340,000.  The position may be eligible for a role specific variable or performance-based bonus and or other compensation elements.  For an overview of our benefits please click here.


As an employee of Boehringer Ingelheim, you will actively contribute to the discovery, development, and delivery of our products to our patients and customers. Our global presence provides opportunity for all employees to collaborate internationally, offering visibility and opportunity to directly contribute to the companies' success. We realize that our strength and competitive advantage lie with our people. We support our employees in several ways to foster a healthy working environment, meaningful work, diversity and inclusion, mobility, networking, and work-life balance. Our competitive compensation and benefit programs reflect Boehringer Ingelheim's high regard for our employees.

The Sr. Director National Sales, MH is responsible for leading a National sales organization spanning across life science sectors (MedTech and Pharma), focused on deep understanding of the Mental Health Ecosystem as well as the identification and execution of national opportunities to deliver impactful customer experience, informed by state and local healthcare market dynamics that supports growth of Boehringer's Mental Health Products and Pipeline. This includes driving pull-through and creating mutually beneficial business relationships with key customers including strategic Mental Health outpatient community and provider accounts. The Sr. Director National Sales, MH drives the development and implementation of integrated strategic and tactical business plans for key customers in order to drive joint value for Boehringer, for customers, and for patients. The Sales leader plays a key role in identifying gaps and building internal capabilities in a new therapeutic area for Boehringer (Mental Health).
The Sr. Director National Sales, MH leads two sales teams for 2 distinct brands (with the potential to grow into more launch brands) who are the primary owners of key HCP stakeholder relationships within these Mental Health specific accounts. This candidate collaborates with a coalition of Value & Access, Global Marketing, Analytics and Insights, Patient Services, Policy, and Advocacy teams in the development and implementation of strategies and plans that ensure access for Boehringer Mental Health brands with customers and patients. The Sr. Director National Sales, MH will ensure equal and consistent application of established policies and procedures in the management of employees.

Duties & Responsibilities

  • Account Performance: Provides oversight to the Sales team, including Regional Ecosystem Directors, Ecosystem Managers, Account Managers, and Sales Consultants, to shape and support the development and execution of strategic business initiatives to deliver meaningful outcomes to patients as well as Rx and revenue growth, profitability and overall value creation for Boehringer. Leads the development and execution of National and Regional strategy and is responsible for creating mutually beneficial Mental Health business relationships with key Mental Health customer accounts. Leads team to establish critical relationships with key stakeholders in Mental Health customer groups that will be important for future pipeline product introductions.
  • Business Planning: Leads and contributes to development of national and regional strategic plans for a MedTech product and a pharmaceutical product with Mental Health Leadership, Global, Brand Lead, Value & Access Lead, and other cross-functional partners, and represents external customer insights and needs of the team.
  • Ability to maneuver and manage different targets for different products, while also finding synergies where there is overlap. Applies deep strategic insights and business acumen to shape a long-term integrated perspective to facilitate effective decision making and allocation of resources and investment that will deliver long-term value and competitive advantage
  • Leads team to develop and implement integrated strategic and tactical business plans for national, regional, local and key customer accounts in collaboration with cross-functional team members including Global, Sales, Marketing, Value & Access/HEOR, Policy, Advocacy, Patient Services, and Medical where appropriate.
  • Effectively communicates these plans to senior leadership (US, Global) which ensure a thorough understanding of the complex and evolving Mental Health landscape. Attends management, marketing and Global meetings to recommend and evaluate business strategies and opportunities to achieve maximum brand access and utilization.
  • Value & Access: Partner with Value & Access/ Reimbursement Access Leadership to monitor payer and competitive environment and ensure access for Mental Health products with providers and appropriate patients. Maintains in-depth understanding of the processes and mechanisms for appropriate engagement with respect to treatment guidelines through Regional and National pathway companies. Partners with Value & Access/HEOR and field-based Payer teams to drive evaluation of the Mental Health payer landscape, represent the needs of the team and customer insights, develop and execute a Value & Access strategy, and ensure each brand has an aligned value proposition with the goal of providing optimal access for appropriate patients.
  • Leading the Team: Recruits, leads, develops and coaches an entire sales organization with varying skills sets, including account, traditional, and MedTech, to execute the Mental Health National and Regional Customer Strategy. Oversees sales operations including A&I, KPIs, sales goals and forecasting, territory alignment and targeting, customer relationship management, and training. Ensures the correct training tools and process are in place for both MedTech and pharma-focused teams.


  • Bachelor’s degree required, advanced degree preferred.
  • 12+ years of relevant experience including sales, sales leadership, and Mental Health customer facing experience, including 8+ years of people leadership.
  • Prior in-depth and recent experience with Mental Health accounts/customers required; MedTech Experience and/or Digital Health strongly preferred
  • Launch experience required
  • Ability to create a vision and lead/inspire an entire sales and cross functional field-based organizations to achieve that vision
  • Ability to lead through complexity and manage change while creating a new capability
  • Ability to lead and develop people and enable team members to realize the most of their potential
  • Ability to build and manage internal/external partnerships and relationships that are necessary to lead the team and perform responsibilities
  • Ability to lead national business planning for target accounts and engage cross-functional stakeholders to identify key challenges and opportunities, develop solutions, and implement integrated action plans with specific objectives and timelines. Ability to lead the regional and local teams to translate national plans to local plans
  • Strong product, customer, patient journey and marketplace knowledge
  • High degree of travel to engage with customers where, when, and how they want, attend relevant medical meetings and congresses, engage with field-based colleagues for key customer meetings, and partner with home office colleagues – estimated up to 50% of the time
  • Valid Driver’s License and acceptable driving record. Authorization and ability to drive a company leased vehicle or authorized rental vehicle.
  • Displays AAI behaviors: Agility, Accountability, and Intrapreneurship

Eligibility Requirements:

  • Must be legally authorized to work in the United States without restriction.
  • Must be willing to take a drug test and post-offer physical (if required)
  • Must be 18 years of age or older

Desired Skills, Experience and Abilities

  • Builds the cultural foundation for an entire sales organization. Establishes expectations/objectives for team members, empowers and provides support for team members, and holds team accountable to accomplish its goals.
  • Encourages direct reports to own their careers and take full advantage of Boehringer career development offerings.
  • Responsible for the development of team member skills specifically related to developing and implementing account-based and business strategy, allocating resources and engaging cross-functional partners, and prioritizing key customers at the account level.

Company Details

Binger Strasse, Germany