Area Sales Director-West

Bausch+Lomb Companies Inc.•Remote - West Coast US, OR

2d•$195,000 - $235,000•Onsite

About The Position

The Area Sales Director is an execution leader responsible for ensuring Bausch + Lomb’s corporate and commercial strategy is fully and consistently executed across the area. The role leads the Surgical Cataract and Glaucoma sales teams by managing Regional Business Directors and, through them, regional sales representatives. The director aligns the teams to co-promote, cross-sell, and bundle cataract and glaucoma products so customers can access the full portfolio. The director is accountable for area revenue, market share, growth, and profitability. The role translates U.S. commercial strategy into area plans and account priorities, governs commercial offers and pricing, drives adoption and effective use of digital sales tools, and ensures activity, expenses, and customer interactions comply with company policies and applicable U.S. healthcare laws. The director also coaches and develops sales leaders, builds talent and succession pipelines, and collaborates with other franchises and internal functions to support coordinated customer strategies. This is a field-based role requiring approximately 50–70% travel by car and air, including overnight stays. The role involves working in hospitals, ambulatory surgery centers, and operating rooms, where extended standing and walking may be required.

Requirements

Bachelor's degree.
At least 10 years of medical device or ophthalmic sales experience, including at least 5 years leading sales managers in a second-line leadership role.
Proven record of delivering revenue and profitability targets.
Experience leading multiple sales teams or portfolios and driving cross-selling or bundling strategies.
Strong command of pricing governance, contracting, and deal approval.
Hands-on experience driving CRM and digital tool adoption, including Salesforce.
Strong compliance mindset and working knowledge of U.S. healthcare compliance rules.
Valid driver's license and ability to travel extensively.
Leadership style that sets an example for the team.
Experience in ophthalmic surgical (cataract) and/or glaucoma markets.
Established relationships with ophthalmic surgeons, ambulatory surgery centers, hospitals, and integrated delivery networks.
Experience with consignment or inventory management models.

Nice To Haves

Proven experience leading leaders (managing managers) within ophthalmic surgical sales.
Experience managing a P&L.

Responsibilities

Own the area's revenue, market-share, growth, and profitability targets across Surgical Cataract and Glaucoma.
Translate U.S. commercial strategy into clear area plans, priorities, and account targets, and ensure execution across key product segments while maintaining profitability.
Review and validate product quotations and ensure offers include appropriate products across the surgical portfolio.
Track performance, behaviors, and operating expenses, and address issues through performance management.
Represent the Bausch + Lomb Surgical division with Key Opinion Leaders in conjunction with the KOL Manager and Marketing team.
Lead and align Regional Business Directors across Surgical and Glaucoma, encouraging teams to focus on their core portfolios while actively co-promoting the other portfolio.
Drive joint account planning, shared customer targeting, and coordinated sales activity on weekly, monthly, and quarterly cycles.
Identify and pursue cross-selling and bundling opportunities, grow share within existing customers, and win new accounts from competitors.
Validate every area commercial offer before it is presented to a customer, ensuring offers meet customer needs and comply with approved pricing and compliance guidelines.
Ensure sales representatives and Regional Business Directors apply consistent approved pricing and follow pricing and contracting guidelines; prevent off-strategy discounts and pricing leakage.
Require accurate and timely use of Maverick, Salesforce, and the consignment management tool, including recording CRM data, call activity, opportunities, and consignment inventory.
Use commercial tools and dashboards to manage performance, coach the team, make decisions, and support adoption of new tools.
Monitor sales leader and representative activity for productivity, call quality, and alignment with commercial priorities and targeting plans.
Review and approve team expenses against guidelines and budget, including congress and event participation.
Ensure customer interactions and spending comply with company policies, the Code of Conduct, and applicable U.S. healthcare laws; raise and resolve compliance issues.
Manage and optimize consignment in line with national guidance, adjusting consignment levels to customers’ actual sales.
Lead, coach, and develop Regional Business Directors and, through them, sales representatives; set expectations, manage performance, and build succession pipelines.
Recruit, develop, and retain talent across both sales teams.
Partner with leaders across Retina, Refractive, and Digital to align priorities, share customer insights, and coordinate account strategies.
Collaborate with Marketing, Commercial Operations, Pricing and Contracting, Customer Service, Compliance, Finance, and Human Resources to support execution and remove obstacles.
Share best practices and promptly escalate cross-franchise opportunities and issues.