Regional Sales Director

Overview

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 Acell

FX™ 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.

• 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,…