Regional Sales Director - Field

NOTE: Ideal Locations - Boston, NYC, Atlanta, Chicago, Denver, Los Angeles or San Francisco. Alternatively, candidates should live within easy commuting distance to a major airport

What is the opportunity?

We are hiring a Regional Sales Director who will lead a diverse and elite biopharma selling team. With a laser focus on the customer, the Regional Sales Director will set the standard of ownership and accountability for their frontline leaders and sales representatives. They will champion a culture of high performance and drive outstanding execution. The Director will also lead engagements with key regional customers, coach and mentor front-line leaders, lead sales meetings, and attend professional conferences, all with the goal of driving performance. The Regional Sales Director will build their team to compliantly and relentlessly pursue excellence in order to maximize the launch and ongoing sales performance of all Tarsus products. In doing so, they will have the unique opportunity to meaningfully contribute to the growth and performance of Tarsus.

Tactically, the Regional Sales Director will ensure that the day-to-day execution of their leadership team and all regional selling stakeholders is in alignment with the strategic goals of the broader organization. They will ensure that all sales goals within their geography are exceeded, budgets are efficiently and effectively managed, and all promotional activity is aligned with corporate ethics and compliance policies. Coaching and commitment to ongoing improvement, at all levels in the region, will ensure the team is in perpetual growth mode and striving to achieve at the highest levels. The Regional Sales Director sets high performance and activity expectations, provides opportunities for constructive feedback, and develops consistent points of accountability across their geography and amongst the broader Tarsus team.

This critical leadership role will be ideal for someone who thinks strategically, operates with tactical precision and is looking to lead a team to greatness.

Let's talk about some of the key responsibilities of the role:

Culture

• Recruit, hire, inspire, develop, & retain a diverse team of high performing frontline sales leaders & sales representatives focused on elite customer engagement
• Foster our culture of commitment, empowerment and teamwork which includes extreme ownership, high accountability, continuous improvement & relentless pursuit of excellence through trust, coaching, development, recognition, & rewards
• Convert high performance culture to high impact action: aligned execution across frontline leaders & sales representatives
• Drive the launch & ongoing performance by inspiring outstanding regional results with monthly, quarterly, & annual accountability & recognition measures
• Work with trainers & marketing to set priorities for critical developments points & drive effective sales meetings
• Partner with the VP of Sales, HR & Training to ensure ongoing skill building across frontline leadership teams

Customer Connection

• Bring the Tarsus values of commitment, empowerment, & teamwork to the forefront of all customer experiences
• Lead from the front lines; establish a clear customer focus by developing 1:1 relationships with important regional customers
• Collaborate directly with customers & build strong relationships with key accounts in the geography to advance the selling process & gather important feedback
• Drive KOL customer engagement while attending customer conventions at the regional & national level
• Connect the broader organization to important & influential regional customers

Execution

• Set clear expectations of performance goals and KPI's across the geography & implement systems of accountability to ensure consistent top tier execution
• Ensure actionable business plans are set - align all selling activities to drive impact
• Analyze sales results to provide coaching, guidance & selling direction to team members
• Achieve success in a complex selling environment partnering with many stakeholders: marketing, market access, medical affairs, sales ops, inside sales, training, & other important stakeholders
• Conduct field rides with front line leaders & sales professionals – coach to excellence of execution & drive leadership customer connectivity
• Provide frontline feedback & intel to sales leadership, marketing, market access, sales ops & other stakeholders to hone sales strategies
• Actively participate &/or lead nation/region/district sales meetings & conference calls
• Ensure regional expenses are aligned to budgets & set to maximize impact
• Ensure PDMA compliance across the team & adhere to all company & industry compliance guidelines

Factors for Success:

• Bachelor's degree in business, science, or related field. A master's degree (MBA or advanced science/medical degree) is strongly preferred
• 10+ years relevant experience required, healthcare/pharma, ophthalmic experience strongly preferred
• Demonstrated strategic leadership, experience translating a corporate vision & strategy into departmental goals, objectives & execution; adjusting plans & tactics to meet changing departmental priorities & circumstances; utilizing data
• Effective talent management, coaching, persuasion, & mentoring skills
• Established track record with evidence of excellent problem solving, collaboration, leadership & communication skills
• Proven track record of working with Marketing, Commercial Operations, Market Access, Training & Development, Medical Affairs, & other cross-functional teams to achieve shared goals & objectives
• Highly adaptable to change, able to quickly pivot, respond & lead given new market information in a fast-paced environment
• Strong communication and change management skills required, in addition to ability to build strong relationships both vertically & horizontally
• Proven ability to escalate difficult issues & make tough decisions
• The ability to independently manage multiple deliverables & shifting priorities with strong skills in project management, collaboration & communication will be key to success.
• Established track record in the following Job Competencies:
  • Leadership & Management
  • Building Teams & Culture
  • Impact & Influence
  • Customer Orientation
  • Decision Making/Judgment
  • Aligning Teams for Performance
  • Teamwork & Collaboration
• Ideal candidate has a combination of small / start-up company experience as well as working at established biopharmaceutical companies.

A Few Other Details Worth Mentioning:

• This is a field-based position reporting to the VP of Sales
• Ideal Locations - Boston, NYC, Atlanta, Chicago, Denver, Los Angeles or San Francisco. Alternatively, candidates should live within easy commuting distance to a major airport
• Travel will be required within the selling geography & beyond to sales meetings, across various customer conventions & to headquarters in Irvine
• Travel required 40%-50%

At Tarsus, we understand the importance of attracting and retaining top talent. The expected base pay range for this position is $176,000 - $250,000 plus incentive, 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: https://alliantbenefits.cld.bz/tarsus2024BenSnapshot

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