Regional Sales Director - East

Regional Sales Director

The Regional Sales Director (RSD) is responsible for leading and executing field sales strategies for the company's expanding iVIZIA® dry eye portfolio across a defined multi-state region. This role focuses on driving optometric engagement, expanding product recommendations, and optimizing retail performance within targeted practices. The RSD will coach and manage a team of Territory Managers, support execution of brand strategies developed at the national level, and serve as a critical connector between field insights and headquarters teams.

This is a hands-on leadership role for a results-driven commercial professional who understands the optometric landscape, thrives in a growth environment, and excels at inspiring high-performance field teams.

Key Responsibilities

• Lead day-to-day sales execution across the region in alignment with national brand strategy and direction from the National Director of Dry Eye Sales.
• Own regional revenue performance, KPI attainment, and sales activity management.
• Ensure effective regional territory planning, routing, and practice targeting to maximize growth in retail as well as buy and bill specific to optometry offices.
• Analyze regional trends, competitive dynamics, and dry eye category performance to identify opportunities and guide team focus.

• 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 across the region.
• Support practices in optimizing dry eye protocols, in-office merchandising, and patient-recommendation pathways.
• Execute localized educational programs, lunch-and-learns, and product demonstrations to increase brand familiarity and portfolio adoption.
• Collaborate with Key Opinion Leaders (KOLs) and support regional professional society activities as needed.

• 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.

Qualifications & Requirements

• Bachelor's degree required.
• 3–5+ years of successful eye-care, OTC, buy and bill, pharmaceutical, or medical device sales experience, with 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%.

Key Competencies

• 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

Physical Demands & Work Environment

This position requires prolonged sitting. Additionally, requires eye-hand coordination and manual dexterity enough to operate a keyboard, photocopier, telephone, and other office equipment. Requires normal range of hearing and vision to record, prepare, and communicate appropriately. Additional physical requirements include hearing spoken communication clearly.

• 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

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Benefits and Perks

Thea offers a full suite of employee benefits, including employer-paid medical, dental, and vision insurance; a generous schedule of paid time off (PTO); life and disability insurance; paid parental leave; and a competitive 401(k) company match. Thea is a flexible and entrepreneurial work environment where you will enjoy an inclusive culture and the opportunity to have your voice and ideas directly shape the future of the company.

For U.S. locations that require disclosure of compensation, the starting pay for this role is between $150k to $210k. The estimated salary range reflects an anticipated range for this position. The actual base salary offered may depend on a variety of factors.

EEO Statement

Thea Pharma Inc. is proud to be an Equal Employment Opportunity employer. At Thea, we not only support the diversity of our employee population, we celebrate the way our team member's unique backgrounds and experiences contribute to the success of our company. 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.

Additional Information

Your information will be kept confidential according to EEO Guidelines.

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