Regional Sales Director - East

Regional Sales Director

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.

Key Responsibilities

• 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.

Qualifications & Requirements

• Bachelor's degree required.
• 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 communication, presentation, and negotiation skills.
• Must be able to travel within region up to 60–70%.

Key Competencies

• Leadership & team development
• Clinical fluency and comfort discussing dry eye and ocular health
• Strong business acumen & data-driven decision-making
• Territory planning & performance management
• Customer engagement excellence
• High accountability, adaptability, and execution focus

Physical Demands & 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.

• Can…