Retina Sales Account Manager (North California)

Work location: Field Based

Territory: North California

Home base metro area: Bay Area, Sacramento

Position Summary:

The Retina Sales Account Manager is responsible for driving sales growth and successful adoption of CYKLX™ within Retina Specialty accounts by building strong relationships with healthcare professionals and practice stakeholders, delivering product and clinical education, and executing effective territory sales strategies. This role manages territory planning and customer engagement, supports ordering, billing, and reimbursement needs, analyzes market and sales trends, and collaborates closely with Regional Sales Managers, Field Reimbursement Managers, Medical Science Liaisons, and cross-functional teams to maximize customer value and territory performance while maintaining full compliance with company and regulatory requirements. This role reports directly to the Regional Sales Director, Retina.

KEY RESPONSIBILITIES

Territory Sales Execution

• Achieve and exceed territory sales goals, activity metrics, and distribution targets.
• Execute selling tactics and promotional strategies at the practice level to successfully launch CYKLX™ to Retina Specialists within the buy and bill therapeutic injection market.
• Conduct in-office visits, product detailing, and staff education to increase brand visibility and adoption in intravitreal injection protocols in Retina Specialty accounts.

Customer Engagement & Education

• Build strong, consultative relationships with Retina specialists, technicians, office managers, practice leadership (i.e., CEO, Practice Administrator), and benefits verification and billing personnel.
• Deliver clinical education, logistical guidance and assist in implementing intravitreal injectional protocols to incorporate CYKLX™ as a pre-injection anesthetic.
• Represent the company at local society meetings, customer events, and territory-level educational programs.
• Execute approved physician and staff educational programs and meetings in and out of physician offices to support territory CYKLX™ growth.

Business Planning & Territory Management

• Manage territory routing, call planning, frequency, and segmentation to maximize reach and impact.
• Analyze territory sales data, market trends, and competitive activities to achieve success and identify new opportunities.
• Maintain accurate CRM documentation, call notes, sampling logs, and customer data.
• Support in-office ordering, inventory, billing, and reimbursement.

Cross-Functional Collaboration

• Work closely with the Regional Sales Manager to align priorities, tactics, and growth initiatives.
• Collaborate with Field Reimbursement Managers (FRMs) and Medical Science Liaisons (MSLs) on a regular basis to compliantly support customers.
• Provide actionable "voice of customer" feedback to sales leadership, marketing, and medical teams.
• Support national campaigns, sampling programs, pilot initiatives, and conference activities as assigned.

Operational Excellence

• Maintain full compliance with company policies, promotional guidelines, and regulatory standards.
• Manage territory budget responsibly, including travel, samples, and promotional materials.
• Participate in team trainings, national meetings, and ongoing skills development sessions.

QUALIFICATIONS & REQUIREMENTS

• Bachelor's degree required
• 5+ years of medical sales experience with a minimum of 2+ years in buy and bill therapeutics or medical device sales
• Eyecare experience with success calling on Retina Specialists is strongly preferred.
• Strong knowledge of total account management in complicated product sales pull-through.
• Demonstrated success in territory management, customer relationship building, and driving sales results.
• Excellent communication, presentation, and interpersonal skills.
• Demonstrated collaboration skills and experience working with Field Reimbursement Manager and Medical Science Liaison teams to support total account customer needs.
• Can travel within assigned territory daily with overnight travel required in territory.
• Self-starter with strong organizational, analytical, and problem-solving abilities.
• Valid driver's license required, as the position involves regular operation of a company vehicle and travel throughout the assigned territory.
• If you are an internal applicant, please review the internal transfer requirements and fill out a Thea Sales Transfer Form.

Key Competencies

• Customer-first mindset
• Strong execution and follow-through
• Clinical and product learning agility
• Relationship development & influence
• Territory planning & business acumen
• High accountability and professionalism

Travel Requirements:

• As a Retina Account Manager, it is expected that you will travel within your territory 90+% of your time. Territory coverage may require long drives, short flights, and/or overnight stays.

PHYSICAL DEMANDS & WORK ENVIRONMENT

This 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.

• Can understand and communicate information accurately, including technical information.
• Can follow instructions, work rules, company policies, and safety and security practices.
• Can meet deadlines and manage normal workplace demands.
• Can maintain the confidentiality of sensitive information.
• Can apply judgment and reasoning to understand and address work-related issues.

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 accommodation may be made to enable individuals with disabilities to perform the essential functions.

BENEFITS AND PERKS

Thea 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 salary for this role is between $125K to $185K. The estimated salary range reflects an anticipated range for this position. The actual base salary offered may depend on a variety of factors. This position is also eligible for quarterly sales incentives based on performance.