Territory Leader - San Jose South

Tarsus Pharmaceuticals•San Jose, CA

13d•$110,000 - $161,000•Remote

About The Position

Tarsus Pharmaceuticals is hiring a frontline sales professional for a diverse biopharma sales team focused on eye care customers. The Territory Leader is responsible for territory disease-state education and the launch and ongoing growth of XDEMVY. The role calls for high standards of performance, compliance, and ownership of activity and results, with expertise in account management, business ownership, sales execution, and resource utilization. The Territory Leader builds relationships with key eye care customers and works to maximize territory sales while adapting to business needs. This is a field-based position reporting to the District Sales Leader. Candidates must live in San Jose or Walnut Creek. Travel is required within and beyond the selling geography for sales meetings, customer conventions, and occasional trips to the Irvine, California headquarters. The posting specifies 40%–50% travel for some larger geographies. The listed base salary varies by title and experience: Associate Territory Leader, $110,000; Territory Leader with 1–2 years of pharmaceutical sales experience, $123,000; Territory Leader with 2–5 years, $139,000; Senior Territory Leader with 5–8 years, $145,000; and Senior Territory Leader with 8 or more years, $161,000. Tarsus also offers an incentive bonus, stock equity, health, dental, and vision insurance, and paid time off including vacation, holidays, and personal days. Individual pay is determined by factors such as job-related skills, experience, education, or training.

Requirements

Bachelor’s degree in business, science, or a related field, or commensurate experience.
At least 2 years of pharmaceutical sales or relevant healthcare sales experience, or a proven track record of business-to-business sales; required.
Established track record demonstrating excellent problem-solving and collaboration.
Ability to adapt to change and pivot quickly in a fast-paced environment as market information changes.
Strong communication and change-management skills.
Ability to escalate difficult issues and make tough decisions.
Demonstrated competencies in selling, high performance, impact and influence, customer focus and account management, resource maximization, analytical skills, relationship building, decision-making and judgment, teamwork and collaboration, and adaptability and grit.
Candidates must live in San Jose or Walnut Creek.

Nice To Haves

Proven pharmaceutical launch experience; strongly preferred.
Eye care experience; preferred.

Responsibilities

Educate customers about territory disease states and support the launch and ongoing growth of XDEMVY.
Build relationships with key eye care customers and stakeholders, and develop accounts.
Demonstrate expertise in eye care clinical information, including anatomy, disease states, products, XDEMVY, and office treatment patterns.
Use selling skills and account-development strategies to engage key stakeholders and support product adoption.
Apply pull-through tactics and understand managed-care hurdles and their impact across the territory, district, region, and nation.
Understand ophthalmology and optometry practice functions and how staff roles affect prescribing and product pull-through.
Identify and maximize managed-care opportunities; share relevant feedback and engage key opinion leaders with Tarsus leadership.
Promote products compliantly and in alignment with corporate values.
Exceed sales goals and key productivity metrics across the territory.
Use analytical skills to prioritize customer engagements and optimize reach, frequency, product trial, and utilization.
Monitor performance metrics weekly, monthly, quarterly, and annually, adjusting the approach based on data and business needs.
Develop actionable business plans and align selling activities to business impact.
Share ongoing market insights and frontline feedback with leadership and internal stakeholders.
Uphold high standards of ethics and compliance, including PDMA and company and industry guidelines.
Foster a culture of commitment, empowerment, teamwork, accountability, continuous improvement, and ownership.
Partner with district leaders and cross-functional stakeholders, including marketing, market access, medical affairs, sales operations, inside sales, and training.
Share best practices with peers and leadership to support broader performance.
Maximize resources that contribute to territory success.
Travel within and beyond the selling geography for sales meetings, customer conventions, and occasional headquarters visits.