Regional Sales Director (West Region) – Retina

Thea Pharma•Waltham, MA

3d•Remote

About The Position

The Regional Sales Director (RSD), Retina will play a vital role in building and leading a high-performing field sales team for Thea’s expanding Retina portfolio. Reporting directly to the National Director of Sales, Retina, this individual will immediately spearhead the recruitment, onboarding, and leadership of 6 to 10 Retina Account Managers (RAMs) within their assigned region. While driving the regional commercial execution launch of the historic launch of Théa’s first buy-and-bill product, CYKLX, the RSD will be responsible for recruiting, developing, and leading the Regional Team and overseeing customer-facing activities within the assigned geography. This leader will translate the Thea Retina Franchise’s short- and long-term strategies into effective field execution, driving tactical initiatives, promotional activities, and customer engagement to achieve or exceed business objectives. The ideal candidate is an entrepreneurial, results-driven sales leader with deep expertise in the Retina space, a strong command of buy-and-bill dynamics, and a proven track record of building and leading high-performing sales teams.

Requirements

Bachelor’s degree required
8+ years of pharmaceutical/biotech commercial sales experience, with a minimum of 3 years in a dedicated field sales leadership/management capacity.
A proven track record of high performance and success within the Retina therapeutic space is strictly required.
Deep operational experience in buy-and-bill or device sales leadership, specialty distribution, ASP economics, total office CYKLX reimbursement education and support, and retina reimbursement models is essential.
Demonstrated success leading or contributing significantly to a successful product launch, ideally in a competitive buy-and-bill market.
Existing relationships with key opinion leaders (KOLs), community Retinal Specialists, and large practice non-physician leadership (PE and non-PE) within the assigned geography.
Ability to travel regionally and nationally up to 75% as required to support territory coaching, meetings and training, and key accounts support.

Nice To Haves

Advanced degree (MBA, MS) preferred.

Responsibilities

Recruit and Hire: Execute a rapid talent acquisition strategy to recruit, interview, and hire a top-tier regional team of 6 to 10 Retina Account Managers.
Coaching & Development: Train, mentor, and inspire the regional sales team, fostering technical expertise, clinical credibility, and a culture of ownership and high engagement.
Performance Management: Instill a culture of accountability and continuous learning that attains and grows performance goals while utilizing commercial analytics to monitor field performance against these goals.
Launch Cyklx: Collaborate with the National Sales Director- Marketing, Commercial Operations, Commercial Strategy and Analytics, and Field Sales Training leadership team to execute a flawless regional go-to-market plan, delivering precise clinical messaging for Cyklx leading to rapid adoption of CYCLX use in IVT injections.
Territory Optimization: Work closely with Commercial Strategy and Analytics to Implement data-driven regional sales plans based on territory and target mapping to optimize account prioritization and resource allocation.
CRM & Execution: Ensure regional team alignment with Customer Relationship Management (CRM) tracking platforms tailored to optimize retina workflows.
Cross-Functional Collaboration: Partner compliantly with medical affairs to identify local educational needs of Retina Specialists and staff to support field readiness.
Key Account Management: Support local team members in executive-level engagements with private equity-backed retina platforms, large, consolidated practices, and major academic institutions. Develops and implements account management plans alongside Retina Account Managers (RAMs) to with appropriate resource allocation to yield adoption and growth of CYKLX.
Market Access Pull-Through: Partner intimately with the Market Access Team to rapidly convert national and regional payer coverage into field-level pull-through opportunities. Execute pull-through strategies and tactics to maximize access opportunities for providers and patients.
Reimbursement Workflow Support: Work closely with Reimbursement Leadership and the patient hub to ensure seamless buy-and-bill workflow fulfillment for Retina accounts.