Regional Sales Director - East

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 ZOLYMBUS™, 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.

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.

• 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.

• 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…