Territory Leader - San Jose South

Tarsus Pharmaceuticals•San Jose, CA

13d•$110,000 - $161,000•Onsite

About The Position

Tarsus is hiring a frontline sales professional for a diverse biopharma sales team focused on eye care customers. The Territory Leader will educate customers about disease states and lead the launch and ongoing growth of XDEMVY. The role requires high standards of launch execution, compliance, accountability, and ownership of territory activity and results. The Territory Leader will manage accounts, develop business, execute sales strategies, use resources effectively, and build relationships with key eye care customers to maximize territory sales and contribute to Tarsus’s growth. This is a field-based position serving the San Jose South territory. 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 travel to headquarters in Irvine, California. The posting states that travel will be 40%–50% in some larger geographies. The role reports to the District Sales Leader. The posting lists compensation by experience level: Associate Territory Leader with 2+ years of proven B2B selling, $110,000; Territory Leader with 1–2 years of pharmaceutical selling, $123,000; Territory Leader with 2–5 years of pharmaceutical selling, $139,000; Senior Territory Leader with 5–8 years of pharmaceutical selling, $145,000; and Senior Territory Leader with 8+ years of pharmaceutical selling, $161,000. In addition to base pay, Tarsus offers an incentive bonus, stock equity, and comprehensive benefits, including health, dental, and vision insurance, as well as paid time off for vacation, holidays, and personal days.

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 in business-to-business sales.
Established track record demonstrating excellent problem-solving and collaboration.
Ability to adapt to change, pivot quickly, and respond 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 skills in selling, high performance, impact and influence, customer focus and account management, resource maximization, analysis, relationship building, decision-making and judgment, teamwork and collaboration, adaptability, and grit.
Candidates must live in San Jose or Walnut Creek.
Ability to meet the travel requirements of the territory; the posting specifies 40%–50% travel in some larger geographies.

Nice To Haves

Proven pharmaceutical launch experience.
Eye care experience.

Responsibilities

Provide territory disease-state education and support the launch and ongoing growth of XDEMVY.
Develop expertise in eye care clinical information, including anatomy, disease states, products, XDEMVY, and office treatment patterns.
Build relationships with key stakeholders and develop accounts using effective selling skills.
Use pull-through tactics and understand managed care hurdles and their impact on product prescribing and utilization.
Understand ophthalmology and optometry practice functions and how different roles affect prescribing and pull-through.
Maximize managed care opportunities in the territory and share relevant feedback about their impact on the District, Region, and Nation.
Identify key opinion leaders in the geography and foster engagement with Tarsus leadership.
Promote products compliantly and in alignment with company values.
Exceed territory sales goals and key productivity metrics through strong sales execution.
Use analytical skills to prioritize customer engagements and drive reach, frequency, product trial, and utilization.
Monitor performance metrics weekly, monthly, quarterly, and annually, adjusting the approach as needed based on data.
Create actionable business plans and align selling activities to maximize impact.
Share business insights with leadership and internal stakeholders.
Uphold high standards of ethics and compliance and adhere to PDMA and company and industry guidelines.
Champion a culture of commitment, empowerment, teamwork, accountability, continuous improvement, and excellence.
Partner with district leaders and cross-functional stakeholders, including marketing, market access, medical affairs, sales operations, inside sales, and training.
Provide frontline feedback and market intelligence to sales leadership and the broader organization.
Share best practices with peers and leadership to support national performance.
Use key resources effectively to support territory success.
Travel within and beyond the selling geography for meetings, customer conventions, and occasional visits to headquarters in Irvine, California.