Territory Leader - Santa Monica & Hollywood, CA

Tarsus Pharmaceuticals•Los Angeles, CA

8d•$161,000•Remote

About The Position

Tarsus Pharmaceuticals is hiring a frontline sales professional to join its biopharma sales team. The Territory Leader focuses on eye care customers and is responsible for territory disease-state education and the launch and ongoing growth of TP-03. The role requires high standards of execution, compliance, accountability, and ownership of activity and results. The Territory Leader contributes to territory growth through account management, sales execution, resource utilization, and relationship-building with key eye care customers. This is a field-based position serving Santa Monica, Hollywood, and Beverly Hills, and reports to the District Sales Leader. Travel is required within and beyond the selling geography for sales meetings, customer conventions, and occasional visits to headquarters in Irvine, California. Larger geographies may require 40%–50% travel. The expected base pay depends on position level and relevant 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+ years, $161,000. The role also offers an incentive bonus plan, stock equity, and comprehensive benefits. Individual pay is determined by factors including job-related skills, experience, and relevant 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.
Established track record of 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, maximizing resources, analytical skills, relationship building, decision-making and judgment, teamwork and collaboration, and adaptability and GRIT.
Must live in the selling geography: Santa Monica, Hollywood, or Beverly Hills.
Ability to travel within and beyond the selling geography for sales meetings, customer conventions, and occasional travel to headquarters in Irvine, California.

Nice To Haves

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

Responsibilities

Educate customers on eye care disease states and support the launch and ongoing growth of TP-03.
Develop expertise in eye care clinical information, including anatomy, disease states, products, TP-03, and office treatment patterns.
Build relationships with key stakeholders and develop customer accounts using effective selling skills.
Use pull-through tactics and understand managed care hurdles and their effects on the territory, district, region, and nation.
Understand functions within ophthalmology and optometry practices and how those roles affect prescribing and product pull-through.
Identify and maximize managed care opportunities and share relevant feedback.
Understand 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 key productivity metrics.
Use analytical skills and performance data to prioritize customer engagements and improve reach, frequency, product trial, and utilization.
Monitor performance metrics weekly, monthly, quarterly, and annually, adjusting the approach as needed.
Set actionable business plans and align selling activities to achieve impact.
Share business insights and frontline feedback with leadership and internal stakeholders.
Maintain high standards of ethics and compliance, including PDMA compliance and adherence to company and industry guidelines.
Promote a culture of commitment, empowerment, teamwork, accountability, continuous improvement, and ownership.
Collaborate with district leaders and stakeholders across marketing, market access, medical affairs, sales operations, inside sales, and training.
Share best practices with peers and leadership to improve national performance.
Maximize resources that contribute to territory success.