National Director of Dry Eye Sales – Optometric Market (OTC Portfolio)

Thea Pharma Inc.•Boston, MA

3h•$185,000 - $240,000•Remote

About The Position

The National Director of Dry Eye Sales will lead national field execution for the expanding iVIZIA ® dry eye product portfolio targeted to the optometric market. This leader will develop and scale a high‑performing sales organization, build strong relationships across optometry channels, and partner cross‑functionally to drive category adoption, brand visibility, and marketplace differentiation. This is a strategic and highly visible role requiring deep eye‑care market knowledge, strong sales leadership, and the ability to execute in a fast‑moving, competitive OTC environment.

Requirements

Bachelor’s degree required.
Minimum of 5+ years of sales leadership experience in OTC products, buy and bill products, pharmaceuticals, or medical devices.
Strong understanding of optometric practice economics, dry eye disease, and patient‑recommendation behavior.
Demonstrated success leading national or regional sales teams and delivering sustained growth.
Exceptional communication, negotiation, and relationship‑building skills.

Nice To Haves

Eye care experience is strongly preferred.
Experience launching or scaling OTC or consumer healthcare products strongly preferred.

Responsibilities

Help develop and own the national sales execution in support of brand plan strategy for the optometric channel across dry eye specialty clinics, independent ODs, multi‑location practices, and optical retail groups.
Help build KPIs, incentive plan, and performance dashboards.
Oversee territory design, resource allocation, and sales deployment to maximize reach and ROI.
Collaborate closely with Marketing, Training, and Medical Affairs to align messaging, education, and distribution strategies.
Recruit, lead, and mentor a high‑performing team of Regional Sales Directors and Territory Managers.
Instill a culture of accountability, continuous learning, and high engagement.
Provide coaching and field rides to elevate selling skills, product positioning, and clinical confidence.
Work closely with training department to oversee sales training initiatives for new hires and ongoing product competency.
Expand adoption of iVIZIA ® dry eye portfolio within the optometric community through education, in‑office merchandising, and patient‑recommendation programs.
Build relationships with key opinion leaders (KOLs), buying groups, and professional associations.
Partner with practices to improve in‑office dry eye protocols and retail optimization.
Offer insights to marketing to shape promotional strategy, sampling programs, and conference engagement.
Provide “voice of customer” feedback to marketing and on future OTC formulas, packaging, and portfolio evolution.
Partner with medical to augment educational efforts with large optometric groups and conferences.
Monitor market trends, competitive activity, pricing shifts, and category growth.
Use data analytics to guide decision‑making.
Track and report results, giving regular business performance updates to senior leadership.