Territory Leader - San Jose South

TarsusRX•San Jose, CA

12d•Remote

About The Position

Tarsus Pharmaceuticals is hiring a frontline sales professional for a field-based role on its biopharma sales team. The Territory Leader will focus on eye care customers, educating the territory about disease states and supporting the launch and ongoing growth of XDEMVY. The role calls for strategic thinking, precise execution, strong account management, business ownership, effective resource utilization, and relationship building with key eye care customers. The Territory Leader is expected to maximize territory sales, adapt to changing business needs, and contribute to Tarsus’s growth and performance. Candidates must live in San Jose or Walnut Creek. The position reports to the District Sales Leader and requires 40%–50% travel within and beyond the selling geography, including sales meetings, possible customer conventions, and occasional travel to headquarters in Irvine, California. The listed base salary depends on experience and level: Associate Territory Leader with 2+ years of proven B2B selling experience: $110,000; Territory Leader with 1–2 years of pharmaceutical sales experience: $123,000; Territory Leader with 2–5 years of pharmaceutical sales experience: $139,000; Senior Territory Leader with 5–8 years of pharmaceutical sales experience: $145,000; and Senior Territory Leader with 8+ years of pharmaceutical sales experience: $161,000. The company also offers an incentive bonus, stock equity, and comprehensive benefits. Individual pay is determined by factors including job-related skills, experience, education, and 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.
Established track record demonstrating excellent problem-solving and collaboration.
Ability to adapt to change and respond quickly to new market information in a fast-paced environment.
Strong communication and change-management skills.
Ability to escalate difficult issues and make tough decisions.
Demonstrated competencies in selling skills, 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.
Must live in San Jose or Walnut Creek.
Ability to travel 40%–50%, including travel within the selling geography and beyond.

Nice To Haves

Proven pharmaceutical launch experience.
Eye care experience.

Responsibilities

Provide territory disease-state education and support the launch and continued growth of XDEMVY.
Manage accounts and develop relationships with key stakeholders in eye care practices.
Build expertise in eye care clinical information, including anatomy, disease states, products, XDEMVY, and office treatment patterns.
Use pull-through tactics and understand managed-care hurdles and their effects on prescribing and product utilization.
Understand ophthalmology and optometry practice functions and how different roles affect prescribing and product pull-through.
Maximize managed-care opportunities in the territory and share relevant feedback on their broader impact.
Identify key opinion leaders in the geography and foster engagement with Tarsus leadership.
Promote products compliantly and in alignment with corporate values.
Exceed territory sales goals and productivity metrics through strong sales execution.
Use analytical skills and performance data to prioritize customer engagements and drive reach, frequency, product trial, and utilization.
Monitor performance metrics weekly, monthly, quarterly, and annually, and adjust the approach based on data.
Create actionable business plans and align selling activities to achieve impact.
Share ongoing customer and market insights with leadership and internal stakeholders.
Take personal accountability for high standards of ethics and compliance, including PDMA and company and industry guidelines.
Champion a culture of commitment, empowerment, teamwork, ownership, accountability, continuous improvement, and excellence.
Collaborate with district leaders and cross-functional partners, including marketing, market access, medical affairs, sales operations, inside sales, and training.
Provide frontline feedback and intelligence to sales leadership and the broader organization.
Share best practices with peers and leadership to support national performance.
Maximize the use of resources that contribute to territory success.