Regional Sales Director - San Francisco, CA

Thea Pharma Inc. is the newly established US commercial organization of French-based pharmaceutical company, Laboratoires Théa (Clermont-Ferrand). Thea Pharma markets a suite of leading eye-care drugs that have been approved by the U.S. Food and Drug Administration (FDA), including iYUZEH, Zioptan®, Cosopt®, Cosopt® PF, Azasite®, Akten®, and Betimol®, as well as AcellFX™ Acellular Amniotic Membrane and the portfolio of iVIZIA dry-eye drops and eyelid hygiene products. 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.

Summary:

The primary responsibility of the Regional Sales Director position at Thea Pharma Inc. will be to ensure that all direct reports have the necessary work ethic, motivation, product, market, and individualized customer specific knowledge and understanding to formulate, create and deliver effective sales messages that are meaningful and relevant to the individualized needs and practices of each of their customers. The success of this activity will be measured by the production of consistent incremental sales volumes that meet or exceed the sales goals established for the region. In addition, managing their team’s effort metrics including reach and frequency targets, in-service budgets, sampling plan adherence, and ensuring the team delivers meaningful sales presentations, while following all Thea compliance and ethical guidelines. This role reports to the VP of Sales.

Key Responsibilities:

• Recruiting, hiring, training, motivating, developing, and maintaining all direct reports within his/her assigned sales region. Recruiting, hiring, training, onboarding, developing, motivating, and retaining direct reports within the assigned sales region in close partnership with HR and Field Sales training team.
• Ensuring that all direct reports have clear performance expectations and plans for successful execution that are measurable and consistent with the priorities of Thea Pharma US.
• Conducting regular sales representative “field rides” that include interim performance reviews with each direct report to ensure that their day-to-day activities meet expectations and that performance against sales objectives are being met consistently on a quarterly basis. Ensure that their sales representatives have a thorough and complete understanding of their abilities, responsibility, and accountability in achieving the budgeted results expected.
• Ensuring all direct reports have individualized territory level and doctor level objectives and plans that are maintained and updated against actual performance against their plans and sales objectives. This will include insuring that each representative is achieving and maintaining an adequate reach and call frequency upon all targeted physicians such that the individualized doctor level objectives and plans are successfully executed to achieve required sales budgets and quotas.
• Regional Sales Director is responsible ensuring their direct reports are aware, proficient, and using all available tools and resources provided to help them achieve sales objectives. This includes but is not limited to;

• • All existing and newly created promotional pieces and the corresponding targeted sales messages and relevant sales points that can be made with these materials for all promoted branded ophthalmic products.
  • All approved clinical studies and relevant sales points that can be made from the studies in support of promotional efforts for each of the currently promoted products.
  • All promotional programs (Lunch & Learns, Direct-to-Patient, etc.) with specific and clear expectations for monthly utilization of each of these programs and materials by their representatives during their daily sales call activities.
  • Proper and consistent utilization of product samples such that expected levels of sampling activity are maintained in order to drive and /or maintain business across all promoted products
  • Proper and consistent utilization of territory planning and doctor level performance tracking tools (VEEVA, V-Insights, etc.)
  • Full adherence to all Thea compliance and ethical guidelines
• The Regional Sales Director is expected to travel in the field with their direct reports conducting and instructing on the above activities on a consistent basis for an average of 3.5 to 4 days per week.

Qualifications:

Education and Experience:

• Bachelor’s degree, or equivalent combination of education and experience
• 2+ years supervisory experience within specialty pharmaceutical sales
• 3+ years of successful pharmaceutical sales experience, ideally with at least 2 years of successful ophthalmic sales experience
• Documentable sales accomplishments at both the individual contributor and team leader levels
• Demonstrated ability to lead teams, develop individuals to their fullest potential, and facilitate both in-person and virtual meetings

Job Prerequisites:

• Strong work ethic, sound judgement, and ability to influence others in a positive manner
• Resourceful and organized
• Proficient with personal computers and standard business software (Microsoft

Office (Word, Excel, PowerPoint, etc.)

• Experience using PowerBI or other sales metrics dashboards or tools to monitor sales performance, analyze trends, and support data driven decision making.Strong verbal and written communication skills
• Valid Driver’s License, required
• Can read, interpret and understand standard documents such as procedure manuals, anatomy and physiology manuals, sales reports, spread sheets, sales analysis, productivity analysis, and write routine reports and correspondence.
• Demonstrates skill in solving practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written and oral communications.

Travel Expectations:

• Domestic travel required (70%+)
• The Regional Sales Director must be able to travel by car and by airplane extensively, and must be able to be away from home for multiple days per week and some weekends.
• The Regional Sales Director is expected to travel in the field with their direct reports conducting and instructing on the above activities on a consistent basis for an average of 3.5 to 4 days per week.

Physical Demands and 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.

Capabilities Requirements:

• Capable of applying deductive reasoning and understanding complicated issues.
• Capable of receiving instructions and following work rules and company policies.
• Capable of adhering safety and security practices.
• Capable of managing workload, meet deadlines and effectively dealing with workplace stress.
• Capable of accurately communicating ideas, facts, and technical information.
• Maintain confidentiality.

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

Benefits:

Thea offers a full suite of employee benefits, including employer-paid health insurance, a generous schedule of paid time off (PTO), Life and Disability insurance, and 401K. 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.