Director of Sales, Business Unit - Patient Blood Management; PBM

About the Position

Werfen

Werfen is a growing, family‑owned, innovative company founded in 1966 in Barcelona, Spain. We are a worldwide leader in specialized diagnostics in the areas of Hemostasis, Acute Care Diagnostics, Transfusion, Autoimmunity, and Transplant. Through our Original Equipment Manufacturing (OEM) business line, we research, develop, and manufacture customized assays and biomaterials. We operate directly in 30 countries, and in more than 100 territories through distributors.

Our Headquarters and Technology Centers are located in the US and Europe, and our workforce is more than 7,000 strong.

Our success comes from a specific focus in these rapidly evolving diagnostic areas, our commitment to customers, and our dedication to innovation and quality. We’re passionate about providing healthcare professionals with the most valuable and complete solutions to improve hospital efficiency and enhance patient care.

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, Hemo Hub, 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…