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About the Role

The Regional Sales Director (RSD) leads and executes field sales strategies for the iVIZIA® dry eye portfolio across a multi-state region. This role drives optometric engagement, expands product recommendations, and optimizes retail performance. The RSD coaches a team of Territory Managers, supports national brand strategies, and connects field insights with headquarters.

Responsibilities

• Lead day-to-day sales execution across the region in alignment with national brand strategy.
• Own regional revenue performance, KPI attainment, and sales activity management.
• Ensure effective regional territory planning, routing, and practice targeting.
• Analyze regional trends, competitive dynamics, and dry eye category performance.
• Recruit, coach, and develop a team of high-performing Territory Managers.
• Conduct routine field rides to assess skills, reinforce selling excellence, and provide real-time feedback.
• Foster a culture of accountability, teamwork, continuous learning, and clinical credibility.
• Partner with Sales Training to ensure team competency in product knowledge, selling skills, and optometric business dynamics.
• Strengthen relationships with optometrists, office managers, dry eye coordinators, and optical retail partners.
• Support practices in optimizing dry eye protocols, in-office merchandising, and patient-recommendation pathways.
• Execute localized educational programs, lunch-and-learns, and product demonstrations.
• Collaborate with Key Opinion Leaders (KOLs) and support regional professional society activities.
• Partner with marketing, medical, and access teams to ensure consistent messaging, sampling strategy execution, and effective distribution support.
• Provide field-based “voice of customer” insights on marketing initiatives, product updates, and go-to-market tactics.
• Coordinate with national leadership to support regional conferences, trade shows, and strategic customer meetings.
• Track regional sales performance, call metrics, and activity reports; identify gaps and implement corrective actions.
• Ensure timely and accurate CRM usage, field reporting, and compliance with company policies.
• Oversee regional budget management, including samples, travel, and promotional resources.

Requirements

• Bachelor’s degree required.
• 3–5+ years of successful eye-care, OTC, buy and bill, pharmaceutical, or medical device sales experience.
• At least 3+ years in a field leadership or team-lead capacity preferred.
• Strong understanding of optometric practice operations, dry eye disease, ocular surface health, and consumer OTC recommendation dynamics.
• Demonstrated success driving regional sales growth, coaching field teams, and building customer relationships.
• Excellent communication, presentation, and negotiation skills.
• Must be able to travel within region up to 60–70%.

Skills

• Leadership & team development
• Clinical fluency and comfort discussing dry eye and ocular health
• Strong business acumen & data-driven decision-making
• Territory planning & performance management
• Customer engagement excellence
• High accountability, adaptability, and execution focus

Location

• Defined multi-state region

Work Type

• Field Sales
• Travel required

Experience Level

• 3-5+ years sales experience
• 3+ years leadership/team lead experience

Education Level

• Bachelor's degree

Salary/Compensations

• $150k to $210k

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 approved by the FDA.
• The company's goal is to deliver uncompromising care and envision the future of ophthalmic treatment.

Equal Opportunity

• Thea Pharma Inc. is proud to be an Equal Employment Opportunity employer.
• Thea celebrates the unique backgrounds and experiences of its employees.
• 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.