Territory Manager - Indianapolis

Territory Manager

The Territory Manager is responsible for driving in-office adoption, recommendation, and retail performance of the company's iVIZIA® dry eye portfolio within a defined geographic territory. This individual serves as the primary field representative to optometrists, dry eye specialists, optical retailers, and practice staff. The TM executes sales tactics at the practice level, delivers outstanding customer education, and develops long-term relationships that improve patient outcomes and support revenue growth.

This role is ideal for a self-motivated, relationship-driven sales professional who thrives in the eye-care environment and excels at influencing clinical and retail behaviors.

Key Responsibilities

• Achieve and exceed territory sales goals, activity metrics, and distribution targets.
• Conduct in-office visits, product detailing, merchandising support, and staff education to increase brand visibility and performance.
• Drive adoption in targeted optometry accounts including dry eye specialty clinics, independent ODs, multi-location practices, and optical retailers.
• Execute selling strategies at the practice level to expand iVIZIA® dry eye product recommendations and patient purchases at retail outlets.
• Establish buy and bill opportunities within offices.

Build strong, consultative relationships with optometrists, technicians, office managers, and retail optical staff.

Deliver product demonstrations, clinical education, and patient-recommendation training.

Support in-office dry eye workflow optimization (diagnosis, recommendation, retail placement, patient handoff).

Represent the company at local society meetings, customer events, and territory-level educational programs.

Manage territory routing, call planning, frequency, and segmentation to maximize reach and impact.

Analyze territory sales data, market trends, and competitive activities to identify new opportunities.

Maintain accurate CRM documentation, call notes, sampling logs, and customer data.

Monitor and support in-office inventory, point-of-sale materials, and merchandising execution.

Work closely with the Regional Sales Manager to align on priorities, tactics, and growth initiatives.

Provide actionable "voice of customer" feedback to marketing, sales leadership, and medical teams.

Support national campaigns, sampling programs, pilot initiatives, and conference activities as assigned.

Maintain full compliance with company policies, promotional guidelines, and regulatory standards.

Manage territory budget responsibly, including travel, samples, and promotional materials.

Participate in team trainings, national meetings, and ongoing skills development sessions.

Qualifications & Requirements

• Bachelor's degree preferred; equivalent experience considered.
• 2+ years of sales experience in OTC consumer health, pharmaceuticals, buy and bill, or medical devices preferred.
• Eyecare experience is strongly preferred.
• Strong knowledge of optometric practice operations and patient recommendation behavior highly valued.
• Demonstrated success in territory management, customer relationship building, and driving sales results.
• Excellent communication, presentation, and interpersonal skills.
• Ability to travel within assigned territory on a daily basis.
• Self-starter with strong organizational, analytical, and problem-solving abilities.

Key Competencies

• Customer-first mindset
• Strong execution and follow-through
• Clinical and product learning agility
• Relationship development & influence
• Territory planning & business acumen
• High accountability and professionalism

Travel Requirements:

• As a Field Sales Territory Manager, it is expected that you will travel within your territory 90% of your time. Territory coverage may require long drives, short flights, and/or overnight stays.

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 hear…