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About the Role

The Territory Manager (TM) is responsible for driving in-office adoption, recommendation, and retail performance of the company’s iVIZIA ® dry eye portfolio within a defined geographic territory. This individual serves as the primary field representative to optometrists, dry eye specialists, optical retailers, and practice staff. The TM executes sales tactics at the practice level, delivers outstanding customer education, and develops long-term relationships that improve patient outcomes and support revenue growth. This role is ideal for a self-motivated, relationship-driven sales professional who thrives in the eye-care environment and excels at influencing clinical and retail behaviors.

Responsibilities

Achieve and exceed territory sales goals, activity metrics, and distribution targets.
Conduct in-office visits, product detailing, merchandising support, and staff education to increase brand visibility and performance.
Drive adoption in targeted optometry accounts including dry eye specialty clinics, independent ODs, multi-location practices, and optical retailers.
Execute selling strategies at the practice level to expand iVIZIA® dry eye product recommendations and patient purchases at retail outlets.
Establish buy and bill opportunities within offices.
Build strong, consultative relationships with optometrists, technicians, office managers, and retail optical staff.
Deliver product demonstrations, clinical education, and patient-recommendation training.
Support in-office dry eye workflow optimization (diagnosis, recommendation, retail placement, patient handoff).
Represent the company at local society meetings, customer events, and territory-level educational programs.
Manage territory routing, call planning, frequency, and segmentation to maximize reach and impact.
Analyze territory sales data, market trends, and competitive activities to identify new opportunities.
Maintain accurate CRM documentation, call notes, sampling logs, and customer data.
Monitor and support in-office inventory, point-of-sale materials, and merchandising execution.
Work closely with the Regional Sales Manager to align on priorities, tactics, and growth initiatives.
Provide actionable “voice of customer” feedback to marketing, sales leadership, and medical teams.
Support national campaigns, sampling programs, pilot initiatives, and conference activities as assigned.
Maintain full compliance with company policies, promotional guidelines, and regulatory standards.
Manage territory budget responsibly, including travel, samples, and promotional materials.
Participate in team trainings, national meetings, and ongoing skills development sessions.

Requirements

Bachelor’s degree preferred; equivalent experience considered.
2+ years of sales experience in OTC consumer health, pharmaceuticals, buy and bill, or medical devices preferred.
Eyecare experience is strongly preferred.
Strong knowledge of optometric practice operations and patient recommendation behavior highly valued.
Demonstrated success in territory management, customer relationship building, and driving sales results.
Excellent communication, presentation, and interpersonal skills.
Ability to travel within assigned territory on a daily basis.
Self-starter with strong organizational, analytical, and problem-solving abilities.
Can hear accurately the spoken word with moderate office noise
Can apply deductive reasoning and understand complicated issues
Can follow instructions and work rules and company policies
Can follow safety and security practices
Can meet deadlines and effectively deal with work stress
Can accurately communicate ideas, facts and technical information
Can maintain confidentiality of certain information

Skills

Customer-first mindset
Strong execution and follow-through
Clinical and product learning agility
Relationship development & influence
Territory planning & business acumen
High accountability and professionalism

Location

Within assigned territory

Work Type

Field Sales
Full-time

Experience Level

2+ years of sales experience

Education Level

Bachelor’s degree preferred

Salary/Compensations

$80k to $145k

Benefits

Employer-paid medical, dental, and vision insurance
Generous schedule of paid time off (PTO)
Life and disability insurance
Paid parental leave
Competitive 401(k) company match
Flexible and entrepreneurial work environment
Inclusive culture
Opportunity to shape the future of the company

About the Company

Thea Pharma Inc. is the newly established US commercial organization of French-based pharmaceutical company, Laboratoires Théa.
Thea Pharma markets a suite of leading eye-care drugs that have been approved by the U.S. Food and Drug Administration (FDA).
By focusing its parent company’s passion and expertise within the U.S. market, Thea Pharma’s goal is to deliver uncompromising care that enables all stakeholders to envision the future of ophthalmic treatment with eyes wide open.

Equal Opportunity

Thea Pharma Inc. is proud to be an Equal Employment Opportunity employer.
Thea supports the diversity of its employee population and celebrates the way team members' unique backgrounds and experiences contribute to the company's success.
Thea does not discriminate on the basis of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.
Thea Pharma Inc. does not tolerate harassment or discrimination of any kind.