Territory Leader - East Bay

Livermore, California, United States;
Oakland, California, United States

Thank you for your interest in this position. Please review the details and if the role aligns with your career goals, contact your current manager and HRBP to discuss your fit. If everything is a go, apply and the Talent Acquisition team will contact you for an interview.

- Your Human Resources Team

We are hiring frontline sales professionals to be part of a diverse and elite biopharma sales team dedicated to helping patients in need. The Territory Leader will focus on eye care customers, responsible for territory disease state education, launch and ongoing growth of XDEMVY, and champion outstanding performance, compliance, and ownership of all activity and results. The Territory Leader will be expert in account management, business ownership, sales execution, resource utilization, and relationship building with key eye care customers.

Candidates must live in Livermore, Danville, Stockton, or Turlock.

• Expert knowledge of eye care clinical information: anatomy, disease state, products, XDEMVY, and office treatment patterns.
• Account development: build relationships with all key stakeholders.
• Pull‑through tactics with a full understanding of managed care hurdles.
• Understand functions within an ophthalmology/optometry practice and how they impact product prescribing and pull‑through.
• Maximize managed care opportunities within the territory and provide feedback to District, Region, and Nation.
• Identify key opinion leaders in the region and engage with Tarsus leadership.
• Champion compliant promotion in alignment with corporate values.
• Drive top‑tier execution by exceeding sales performance goals and key productivity metrics.
• Use analytical skills to prioritize key customer engagements and drive reach and frequency.
• Monitor performance metrics weekly, monthly, quarterly, and annually and adjust approach as needed.
• Ensure actionable business plans are set and aligned with selling activities.
• Share insights with leadership and stakeholders; provide frontline feedback.
• Maintain high standards of ethics and compliance.
• Drive a culture of commitment, empowerment, and teamwork: extreme ownership, high accountability, continuous improvement, and relentless pursuit of excellence.
• Adapt in a complex selling environment partnering with district leaders, marketing, market access, medical affairs, sales ops, inside sales, training, and other stakeholders.
• Maximize resources that lead to territory success.

• Bachelor’s degree in business, science, or related field, or commensurate experience.
• 2+ years pharmaceutical sales or relevant healthcare sales experience, or proven B2B sales track record—required.
• Proven track record of pharmaceutical launch experience—strongly preferred.
• Eye care experience—preferred.
• Excellent problem solving and collaboration skills.
• Highly adaptable to change, able to pivot quickly in a fast‑paced environment.
• Strong communication and change management skills.
• Proven ability to resolve difficult issues and make tough decisions.
• Track record in selling skills, high performance, impact & influence, customer focus & account management, maximizing resources, analytical skills, relationship building, decision making & judgment, teamwork & collaboration, adaptability & grit.

• Field‑based position reporting to the District Sales Leader.
• Travel required within selling geography and beyond—up to 40–50% travel.
• Territory Leader salary ranges depend on experience:
  • Associate Territory Leader – 2+ years proven B2B selling: $108,000
  • Territory Leader – 1–2 years pharma selling: $120,000
  • Territory Leader – 2–5 years pharma selling: $137,000
  • Sr. Territory Leader – 5–8 years pharma selling: $140,000
  • Sr. Territory Leader – 8+ years pharma selling: $152,000

Competitive base pay, incentive bonus, stock equity, and comprehensive benefits. Benefits include health, dental, vision, paid time off, vacation, holidays, and personal days. For more details, visit (Use the "Apply for this Job" box below)..

For government reporting, candidates may respond to a…