Job Description

The Virtual Territory Business Manager (VTBM) is a virtual sales professional responsible for driving demand generation, customer engagement, and business performance within an assigned territory Reporting to the Regional Sales Director, this role supports both pre-launch and post-launch commercial activities and executes approved strategic and tactical plans to achieve territory objectives.

The Virtual Territory Business Manager (VTBM) is a virtual sales professional responsible for driving launch readiness, successful product commercialization, and sustaining business growth within assigned territory through primarily digital and remote interactions. As the primary point of contact for the eye care community, the VTBM develops trusted partnerships with Retina specialists, comprehensive ophthalmologists, optometrists, genetic counselors, academic medical centers, referral networks, and other key healthcare stakeholders to educate on disease state, identify appropriate patients, and support the adoption of innovative therapies.

By leveraging customer insights, market analytics, competitive intelligence, and territory performance data, the VTBM identifies opportunities, prioritizes accounts, anticipates barriers to adoption, and implements targeted strategies that accelerate market uptake and optimize territory performance. Working collaboratively with cross-functional partners including Market Access, Marketing, Medical Affairs, Commercial Operations, and other field-based teams, the VTBM ensures coordinated execution of launch strategies, customer engagement initiatives, and access solutions that enhance customer experience and support patient access.

The Virtual Territory Business Manager must demonstrate effective virtual account management skills and engage nurses, pharmacists, physicians, genetic counselors, office administrators, and support staff through digital platforms to increase awareness of the brand and disease state.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Translate national brand strategy into a territory business strategy and corresponding tactical plan while meeting activity, access, and sales objectives.
• Drive product adoption through pre-call planning, listening, probing, clinical messaging impact, and supporting complex patient access education.
• Build and maintain proficiency in the disease state, patient journey and product knowledge to deliver compelling clinical and diseases state awareness aligned with approved messaging and compliance standards.
• Conduct high-quality virtual customer engagements utilizing approved promotional materials, digital resources, and compliant messaging.
• Establish and maintain productive relationships with ophthalmologists, retina specialists, inherited retinal disease (IRD) specialists, genetic counselors, and other key stakeholders through telephone, video conferencing, email, and approved digital communication channels.
• Leverage digital engagement tools, analytics, and customer insights to prioritize opportunities and maximize business impact.
• Exhibit an ownership mindset by emphasizing customer prioritization, thoughtful resource allocation, and an analytical view of opportunities.
• Monitor and adapt based on lead/lag indicators (identified patients, referral pathways, diagnostic odyssey engagement, specialty pharmacy pull-through) and escalate competitive intelligence and field insights to sales leadership.
• Maintain accurate and timely documentation of customer interactions, account plans, and territory activities within approved CRM systems.
• Demonstrate a commitment to diversity, equity, and inclusion through continuous development, modeling inclusive behaviors, and proactively managing bias.
• All other duties as assigned.

KEY COMPETENCIES:

• Strategic thinking and execution excellence
• Demonstrated advanced clinically based selling skills
• Collaborative and adaptable ways of working
• High-level customer partnership and development
• Patient centric mindset
• Strong business acumen and market insight with an ownership mindset
• Cross-functional influence and collaboration
• Adaptability in complex, evolving markets

COMMUNICATION SKILLS:

• Effectively communicate approved clinical and scientific information related to the brand to healthcare professionals, ophthalmologists, IRD specialists, genetic counselors, and office staff through virtual engagements.
• Deliver compelling disease state education and product information while remaining compliant with company policies and regulatory requirements.
• Conduct impactful video meetings, virtual presentations, webinars, and remote educational programs with healthcare professionals and office personnel.

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Qualifications

MINIMUM KNOWLEDGE, SKILLS AND ABILITIES:

The requirements below represent the experience, education, knowledge, skills, and abilities needed for this role.

Education:

• Bachelor's degree in a related field.

Experience:

• Minimum of 3-5 years of pharmaceutical, biotechnology, specialty healthcare sales, inside sales, virtual sales, or customer engagement experience with a demonstrated record of business success.
• Ophthalmology experience strongly preferred.
• Virtual pharmaceutical sales or omnichannel customer engagement experience preferred.
• Strong understanding of ophthalmology practices, retina centers, academic medical centers, referral networks, and the ophthalmology market landscape.
• Knowledge of inherited retinal diseases, ophthalmology treatment pathways, and patient identification processes preferred.
• Demonstrated ability to develop, execute, and manage strategic account plans in a virtual environment.
• Proven success in developing customer relationships and influencing treatment adoption through remote engagement channels.

PREFERRED QUALIFICATIONS:

• Existing relationships with ophthalmologists, retina specialists, IRD specialists, genetic counselors, and key opinion leaders (KOLs) are highly valued.
• Experience supporting therapies that require genetic testing or specialty patient identification processes preferred.
• Rare disease launch experience preferred.
• Virtual pharmaceutical sales, inside sales, customer success, tele-sales, or omnichannel engagement experience preferred.
• Demonstrated success utilizing digital engagement strategies to drive customer adoption and business performance.

Additional Information

Patient Minded - I act with the patient's best interest in mind.

Client Delight - I own every client experience and its impact on results.

Take Action - I am empowered and hold myself accountable.

Grow Talent - I own my development and invest in the development of others.

Win Together - I passionately connect with anyone, anywhere, anytime to achieve results.

Communication Matters - I speak up to create transparent, thoughtful and timely dialogue.

Embrace Diversity - I create an environment of awareness and respect..