Regional Sales Director - West
About The Position
The Regional Sales Director (RSD) is responsible for leading and executing field sales strategies for the company’s expanding iVIZIA ® dry eye portfolio across a defined multi‑state region. This role focuses on driving optometric engagement, expanding product recommendations, and optimizing retail performance within targeted practices. 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 optometric landscape, thrives in a growth environment, and excels at inspiring high‑performance field teams.
Requirements
- Bachelor’s degree required.
- 3–5+ years of successful eye‑care, OTC, buy and bill, pharmaceutical, or medical device sales experience, with at least 3+ years in a field leadership or team‑lead capacity preferred.
- Strong understanding of optometric practice operations, dry eye disease, ocular surface health, and consumer OTC recommendation dynamics.
- 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%.
Nice To Haves
- at least 3+ years in a field leadership or team‑lead capacity preferred
Responsibilities
- Lead day‑to‑day sales execution across the region in alignment with national brand strategy and direction from the National Director of Dry Eye Sales.
- Own regional revenue performance, KPI attainment, and sales activity management.
- Ensure effective regional territory planning, routing, and practice targeting to maximize growth in retail as well as buy and bill specific to optometry offices.
- Analyze regional trends, competitive dynamics, and dry eye 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 optometric business dynamics.
- Strengthen relationships with optometrists, office managers, dry eye coordinators, and optical retail partners across the region.
- Support practices in optimizing dry eye protocols, in‑office merchandising, and patient‑recommendation pathways.
- 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.
Benefits
- employer-paid medical, dental, and vision insurance
- a generous schedule of paid time off (PTO)
- life and disability insurance
- paid parental leave
- a competitive 401(k) company match
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Manager
