Regional Sales Director - Northeast

Regional Sales Director

The Regional Sales Director (RSD) is responsible for leading and executing field sales strategies for the company's flagship glaucoma product ZOLYMBUS™, and the expanding iVIZIA® dry eye portfolio across a defined multi-state region. This role focuses on driving growth with glaucoma prioritized providers, as well as expanding retail iVIZIA® portfolio recommendations. 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 ophthalmic 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 VP of Sales.
• Own regional performance to goal, and motivate team to achieve quarterly goal attainment for full product portfolio of responsibility.
• Regular monitoring and management of KPI attainment, and regional sales activities.
• Ensure effective regional territory planning, routing, and resource utilization in support of each territory plan.
• Analyze regional trends, competitive dynamics, and therapeutic 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 pull through effectiveness.

• Strengthen relationships with ECPs and all key support staff throughout region.
• 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 pharmaceutical, or medical device sales experience, with at least 3+ years in field leadership required.
• Strong understanding of ophthalmic practice operations a definite plus.
• 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 approved supportive materials with ECPs
• 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 hear accurately the spoken word with moderate office noise
• Can apply deductive reasoning and understand complicated issues
• Can follow instructions and work rules and…