Key Account Leader - Tennessee Valley

Thanks for your interest in this position. Please review the details and, if the role aligns with your career goals, discuss your experience and skills with your current manager and HRBP. If everything is a go, please apply and the Talent Acquisition team will contact you for an interview.

The Key Account Leader (KAL) is a high-visibility, high-impact sales opportunity for a commercial standout who thrives at the intersection of strategic thinking, tactical precision, and exceptional collaboration. KALs set the bar for performance, accountability, and compliant execution, orchestrating strategic account growth in lockstep with Territory Leaders to unlock potential across select priority customers. They play a pivotal role in shaping Tarsus’s market presence and accelerating our growth trajectory.

This is an ideal role for someone who owns outcomes, operates with discipline and creativity, and is motivated by the opportunity to influence how eye care evolves.

Candidates must live in Nashville or St. Louis.

• Deliver sales results across a defined strategic target list and geography. Through compliant, high-impact sales engagement, drive adoption, uptake and utilization to exceed sales goals.
• Lead with strong business acumen, utilizing advanced analytics, insights, and field intelligence to identify growth opportunities and performance drivers.
• Develop and execute strategic and tactical account plans that translate data into clear, outcome-driven action.
• Understand stakeholder priorities within key accounts and tailor engagement to accelerate adoption and utilization.
• Execute a disciplined call strategy that deepens relationships, expands product experience, and drives impactful information exchange.
• Leverage market access opportunities to expand reach and improve patient pathways.
• Prioritize and manage a diverse portfolio of strategic accounts with clarity and focus.
• Share ongoing insights with leadership and internal stakeholders to ensure feedback is captured.

• Set a standard of outstanding compliant teamwork and collaboration with partner territory leaders, the district leader, sales leadership, medical team members, field reimbursement managers, sales ops, training, marketing and market access.
• Drive the Tarsus culture of commitment, empowerment and teamwork which includes extreme ownership, inclusion, high accountability, continuous improvement, relentless pursuit of excellence, and FUN.
• Achieve success and adapt in a complex selling environment.
• Ensure PDMA compliance and adhere to all company & industry compliance guidelines.
• Share ongoing best practices among peers and leadership to elevate national performance.
• Connect territory opportunities and strategic customers to sales leadership and senior Tarsus leadership, driving customer connectivity.

• Bring a deep, holistic understanding of the eye care ecosystem, with fluency in anterior segment disease and how ECPs make decisions for total patient care.
• Develop expert-level knowledge of ocular surface disease (OSD) and lid health—diagnostics, treatment modalities (OTC, therapeutic, procedural), and real-world practice behavior.
• Navigate the full practice workflow and understand how each stakeholder—from technicians to prescribers—contribute to patient care.
• Identify gaps and elevate patient care by aligning clinical insights with practice needs.
• Integrate market access considerations into all strategic recommendations.
• Build credible relationships with key opinion leaders and influencers; effectively connect them to Tarsus leadership.
• Serve as a trusted, compliant clinical and product expert who enhances the reputation of Tarsus across the eye care community.

• Bachelor’s degree in business, science, or related field or commensurate experience.
• At least 8 years of professional experience in pharmaceutical sales, account management, market access or relevant healthcare experience, with a minimum of 4+ years of direct pharmaceutical sales experience.
• A proven track record of…