Territory Sales Leader

2 weeks ago

Providence, Rhode Island, United States Tarsus Pharmaceuticals, Inc. Full time
About the Role:

We are seeking a highly skilled and experienced Territory Leader to join our diverse and elite biopharma sales team. As a key member of our team, you will be responsible for driving sales growth and delivering high standards of performance in your assigned territory.

The successful candidate will have a strong background in pharmaceutical sales, with a proven track record of success in launching and growing products in the eye care market. You will be an expert in account management, business ownership, sales execution, and resource utilization, with a strong ability to build and foster relationships with key eye care customers.

You will be responsible for delivering high standards of performance, compliance, and full ownership of all activity and results in your territory. This will involve working closely with our marketing, market access, medical affairs, sales operations, inside sales, training, and other stakeholders to ensure seamless execution and maximum sales growth.

The ideal candidate will be a strategic thinker, with a strong ability to analyze data, prioritize key customer engagements, and drive reach and frequency to extend depth and breadth of product trial and utilization. You will be a strong communicator, with excellent problem-solving and collaboration skills, and a proven ability to escalate difficult issues and make tough decisions.

Key Responsibilities:
  • Account Management & Eye Care Experts
  • Experts in eye care clinical information: anatomy, disease state, products, XDEMVY, and office treatment patterns
  • Experts in selling skills and account development, including building relationships with all key stakeholders
  • Experts in pull-through tactics with a full understanding of managed care hurdles
  • Understand all functions within an ophthalmology/optometry practice and how their roles impact product prescribing and pull-through
  • Maximize managed care opportunities within the territory and have an understanding of how it impacts the District, Region, and Nation and share important feedback
  • Understand key opinion leaders within respective geographies and foster engagement with Tarsus leadership
  • As eye care experts, champion compliant promotion in alignment with our corporate values
Business Acumen & Sales Execution:
  • Drive top-tier execution by exceeding sales performance goals and key productivity metrics across the territory
  • Use expert analytical skills to guide highly productive activity - prioritize key customer engagements, drive reach and frequency to extend depth and breadth of product trial and utilization
  • Drive a successful launch and ongoing performance by monitoring all key performance metrics weekly, monthly, quarterly, and annually - ability to adjust approach as needed based on data
  • Ensure actionable business plans are set - align all selling activities to drive impact
  • Share ongoing insights with leadership and internal stakeholders to ensure feedback is captured
  • Personal accountability for driving the highest standards of ethics and compliance
Business Owners & Culture Champions:
  • Drive our culture of commitment, empowerment, and teamwork, which includes extreme ownership, high accountability, continuous improvement, and relentless pursuit of excellence
  • Achieve success and be prepared to adapt in a complex selling environment partnering with many stakeholders: district leaders, marketing, market access, medical affairs, sales ops, inside sales, training, and other important stakeholders
  • Provide frontline feedback and intel to sales leadership and the broader organization
  • Ensure PDMA compliance and adhere to all company & industry compliance guidelines
  • Share ongoing best practices among peers and leadership to elevate national performance
  • Maximize all key resources that lead to territory success
Requirements:
  • Bachelor's degree in business, science, or related field or commensurate experience
  • 2+ years pharmaceutical sales / relevant healthcare sales experience or a proven track record of business-to-business sales - required
  • Proven track record of pharmaceutical launch experience - strongly preferred
  • Eye care experience - preferred
  • Established track record with evidence of excellent problem-solving and collaboration
  • Highly adaptable to change, able to quickly pivot and respond given new market information in a fast-paced environment
  • Strong communication and change management skills
  • Proven ability to escalate difficult issues and make tough decisions
Competencies:
  • Selling skills
  • High performance
  • Impact & influence
  • Customer focus & account management
  • Maximizing resources
  • Analytical skills
  • Relationship building
  • Decision making & judgment
  • Teamwork & collaboration
  • Adaptability & GRIT
Additional Information:

This is a field-based position reporting to the District Sales Leader. Candidates must live in Providence, Norwich. Travel will be required within the selling geography and beyond to sales meetings, possibly across various customer conventions and occasional travel to HQ in Irvine, CA. 40% - 50% travel required in some larger geographies.

Territory Leader Salary Range:

  • Associate Territory Leader - 2+ years proven B2B selling - $105,000
  • Territory Leader - 1-2 years pharma selling - $110,000
  • Territory Leader - 2-5 years pharma selling - $125,000
  • Sr. Territory Leader - 5-8 years pharma selling - $135,000
  • Sr. Territory Leader - 8+ years pharma selling - $148,000

At Tarsus, we understand the importance of attracting and retaining top talent. In addition to a competitive base pay, we offer an incentive bonus, stock equity, and comprehensive benefits. The base pay range reflects the target range for this position, but individual pay will be determined by additional factors such as job-related skills, experience, and relevant education or training.

Our benefits include health, dental, and vision insurance benefits to ensure your well-being. We believe in work-life balance and offer generous paid time off, including vacation, holidays, and personal days.

For more details regarding Tarsus benefits, please visit.

Tarsus Pharmaceuticals, Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.

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