Territory Leader - Santa Monica & Hollywood, CA
Additional cities in the geography: Santa Monica, Hollywood, Beverly Hills
About the role: We are hiring frontline sales professionals to be part of a diverse and elite biopharma sales team dedicated to helping patients in need. With a laser focus on the eye care customer, the Territory Leader will be responsible for territory disease state education along with the launch and ongoing growth of TP-03. They will deliver high standards for launch and beyond and will champion a culture of outstanding performance, compliance and full ownership of all activity and results. The Territory Leader will be experts in account management, business ownership, sales execution, resource utilization, and they will build and foster relationships with key eye care customers. The Territory Leader will relentlessly pursue excellence to maximize sales in their territory while learning to adapt to changes and needs of the business. In doing so, they will have the unique opportunity to meaningfully contribute to the growth and performance of Tarsus. This critical sales role will be ideal for someone who thinks strategically, operates with tactical precision and strives for excellence.
Let’s talk about some of the key responsibilities of the role:
Account Management & Eye Care Experts
Experts in eye care clinical information: anatomy, disease state, products, TP-03 and office treatment patterns
Experts in selling skills and account development including building relationships with all key stakeholders
Experts in pull through tactics with a full understanding of managed care hurdles
Understand all functions within an ophthalmology/optometry practice and how their roles impact product prescribing and pull through
Maximize managed care opportunities within the territory and have an understanding of how it impacts the District, Region and Nation and share important feedback
Understand key opinion leaders within respective geographies and foster engagement with Tarsus leadership
As eye care experts, champion compliant promotion in alignment with our corporate values
Business Acumen & Sales Execution
Drive top tier execution by exceeding sales performance goals and key productivity metrics across the territory
Use expert analytical skills to guide highly productive activity – prioritize key customer engagements, drive reach and frequency to extend depth and breadth of product trial and utilization
Drive a successful launch and ongoing performance by monitoring all key performance metrics weekly, monthly, quarterly, and annually – ability to adjust approach as needed based on data
Ensure actionable business plans are set - align all selling activities to drive impact
Share ongoing insights with leadership and internal stakeholders to ensure feedback is captured
Personal accountability for driving the highest standards of ethics and compliance
Business Owners & Culture Champions
Drive our culture of commitment, empowerment and teamwork which includes extreme ownership, high accountability, continuous improvement and relentless pursuit of excellence
Achieve success and be prepared to adapt in a complex selling environment partnering with many stakeholders: district leaders, marketing, market access, medical affairs, sales ops, inside sales, training, and other important stakeholders
Provide frontline feedback and intel to sales leadership and the broader organization
Ensure PDMA compliance and adhere to all company & industry compliance guidelines
Share ongoing best practices among peers and leadership to elevate national performance
Maximize all key resources that lead to territory success
Factors for Success:
Bachelor’s degree in business, science, or related field or commensurate experience
2+ years pharmaceutical sales / relevant healthcare sales experience or a proven track record of business to business sales - required
Proven track record of pharmaceutical launch experience - strongly preferred
Eye Care experience- preferred
Established track record with evidence of excellent problem solving and collaboration
Highly adaptable to change, able to quickly pivot and respond given new market information in a fast-paced environment
Strong communication and change management skills
Proven ability to escalate difficult issues and make tough decisions
Established track record in the following job competencies: selling skills, high performance, impact & influence, customer focus & account management, maximizing resources, analytical skills, relationship building, decision making & judgement, teamwork & collaboration, adaptability & GRIT
A Few Other Details Worth Mentioning:
This is a field-based position reporting to the District Sales Leader
Candidates must live in the geography: Santa Monica, Hollywood, Beverly Hills
Travel will be required within the selling geography and beyond to sales meetings, possibly across various customer conventions and occasional travel to HQ in Irvine CA
40% - 50% travel required in some larger geographies
The expected base pay range for this position is detailed below plus an incentive bonus plan, stock equity and comprehensive benefits. The position level and base pay reflects the target range for this position determined by factors such as job-related skills, experience and relevant education or training.
Associate Territory Leader – 2+ years proven B2B selling - $110,000
Territory Leader – 1-2 years pharma selling - $123,000
Territory Leader – 2-5 years pharma selling - $139,000
Sr. Territory Leader – 5-8 years pharma selling - $145,000
Sr. Territory Leader – 8+ years pharma selling - $161,000
Tarsus Pharmaceuticals, Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.