Regional Sales Director (West Region) - Retina Reports to: National Director of Sales - Retina
Department: Retina Sales
Location: Field-Based (Assigned Regional Territory)
POSITION SUMMARYThe Regional Sales Director (RSD), Retina will play a vital role in building and leading a high-performing field sales team for Thea's expanding Retina portfolio. Reporting directly to the National Director of Sales, Retina, this individual will immediately spearhead the recruitment, onboarding, and leadership of 6 to 10 Retina Account Managers (RAMs) within their assigned region. While driving the regional commercial execution launch of the historic launch of Théa's first buy-and-bill product, CYKLX, the RSD will be responsible for recruiting, developing, and leading the Regional Team and overseeing customer-facing activities within the assigned geography. This leader will translate the Thea Retina Franchise's short- and long-term strategies into effective field execution, driving tactical initiatives, promotional activities, and customer engagement to achieve or exceed business objectives.
The ideal candidate is an entrepreneurial, results-driven sales leader with deep expertise in the Retina space, a strong command of buy-and-bill dynamics, and a proven track record of building and leading high-performing sales teams.
KEY RESPONSIBILITIESTeam Building, Leadership & Culture
- Recruit and Hire: Execute a rapid talent acquisition strategy to recruit, interview, and hire a top-tier regional team of 6 to 10 Retina Account Managers.
- Coaching & Development: Train, mentor, and inspire the regional sales team, fostering technical expertise, clinical credibility, and a culture of ownership and high engagement.
- Performance Management : Instill a culture of accountability and continuous learning that attains and grows performance goals while utilizing commercial analytics to monitor field performance against these goals.
- Regional Launch Execution & Commercial Operations
- Launch Cyklx: Collaborate with the National Sales Director- Marketing, Commercial Operations, Commercial Strategy and Analytics, and Field Sales Training leadership team to execute a flawless regional go-to-market plan, delivering precise clinical messaging for Cyklx leading to rapid adoption of CYCLX use in IVT injections.
- Territory Optimization: Work closely with Commercial Strategy and Analytics to Implement data-driven regional sales plans based on territory and target mapping to optimize account prioritization and resource allocation.
- CRM & Execution: Ensure regional team alignment with Customer Relationship Management (CRM) tracking platforms tailored to optimize retina workflows.
- Cross-Functional Collaboration: Partner compliantly with medical affairs to identify local educational needs of Retina Specialists and staff to support field readiness.
- Account Engagement & Market Access
- Key Account Management: Support local team members in executive-level engagements with private equity-backed retina platforms, large, consolidated practices, and major academic institutions. Develops and implements account management plans alongside Retina Account Managers (RAMs) to with appropriate resource allocation to yield adoption and growth of CYKLX.
- Market Access Pull-Through: Partner intimately with the Market Access Team to rapidly convert national and regional payer coverage into field-level pull-through opportunities. Execute pull-through strategies and tactics to maximize access opportunities for providers and patients.
- Reimbursement Workflow Support: Work closely with Reimbursement Leadership and the patient hub to ensure seamless buy-and-bill workflow fulfillment for Retina accounts.
QUALIFICATIONS & REQUIREMENTS - Education: Bachelor's degree required; Advanced degree (MBA, MS) preferred.
- Experience: 8+ years of pharmaceutical/biotech commercial sales experience, with a minimum of 3 years in a dedicated field sales leadership/management capacity.
- Retina Expertise: A proven track record of high performance and success within the Retina therapeutic space is strictly required.
- Buy-and-Bill Expertise: Deep operational experience in buy-and-bill or device sales leadership, specialty distribution, ASP economics, total office CYKLX reimbursement education and support, and retina reimbursement models is essential.
- Launch Track Record: Demonstrated success leading or contributing significantly to a successful product launch, ideally in a competitive buy-and-bill market.
- Network: Existing relationships with key opinion leaders (KOLs), community Retinal Specialists, and large practice non-physician leadership (PE and non-PE) within the assigned geography.
- Travel: Ability to travel regionally and nationally up to 75% as required to support territory coaching, meetings and training, and key accounts support. Rare weekend work at conferences may be required.
PHYSICAL DEMANDS & WORK ENVIRONMENTThis position requires prolonged sitting. Additionally, requires eye-hand coordination and manual dexterity enough to operate a keyboard, photocopier, telephone, and other office equipment. Requires normal range of hearing and vision to record, prepare, and communicate appropriately. Additional physical requirements include hearing spoken communication clearly.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
BENEFITS AND PERKSThea offers a full suite of employee benefits, including employer-paid medical, dental, and vision insurance; a generous schedule of paid time off (PTO); life and disability insurance; paid parental leave; and a competitive 401(k) company match. Thea is a flexible and entrepreneurial work environment where you will enjoy an inclusive culture and the opportunity to have your voice and ideas directly shape the future of the company.
For U.S. locations that require disclosure of compensation, the starting pay for this role is between $150k to $245k. The estimated salary range reflects an anticipated range for this position. The actual base salary offered may depend on a variety of factors.
