Regional Sales Director - Northeast

Thea Pharma•Newark, NJ

3h•Hybrid

About The Position

Thea Pharma Inc. is the newly established US commercial organization of French-based pharmaceutical company, Laboratoires Théa. Thea Pharma markets a suite of leading eye-care drugs that have been approved by the U.S. Food and Drug Administration (FDA), including ZOLYMBUS™, IYUZEH™, Zioptan®, Cosopt®, Cosopt® PF, Azasite®, Akten®, and Betimol®, as well as AcellFX™ Acellular Amniotic Membrane and the portfolio of iVIZIA dry-eye drops and eyelid hygiene products. By focusing its parent company’s passion and expertise within the U.S. market, Thea Pharma’s goal is to deliver uncompromising care that enables all stakeholders to envision the future of ophthalmic treatment with eyes wide open. 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.

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%.
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

Nice To Haves

Strong understanding of ophthalmic practice operations a definite plus.

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.