Eye Care Territory Manager - Dry Eye Portfolio

Thea Pharma US; Boston (MA); On-site; USD 80,000 - 145,000; Full time

Benefits offered by this job

Medical, dental, and vision

PTO

Life and disability insurance

Parental leave

401(k) company match

Job summary

The Territory Manager at Thea Pharma Inc. is responsible for driving in-office adoption, recommendation, and retail performance of the iVIZIA dry eye portfolio within a defined geographic territory, serving optometrists, dry eye specialists, optical retailers, and practice staff.

The TM executes sales tactics at the practice level, delivers outstanding customer education, and develops long‑term relationships that improve patient outcomes and support revenue growth.

Qualifications

• 2+ years of sales experience in OTC consumer health, pharmaceuticals, buy and bill, or medical devices preferred.
• Eyecare experience is strongly preferred.
• Strong knowledge of optometric practice operations and patient recommendation behavior highly valued.
• Demonstrated success in territory management, customer relationship building, and driving sales results.
• Excellent communication, presentation, and interpersonal skills.
• Ability to travel within assigned territory on a daily basis.
• Self-starter with strong organizational, analytical, and problem-solving abilities.
• Strong execution and follow-through
• Clinical and product learning agility
• Territory planning & business acumen
• High accountability and professionalism

Responsibilities

• Achieve and exceed territory sales goals, activity metrics, and distribution targets.
• Conduct in-office visits, product detailing, merchandising support, and staff education to increase brand visibility and performance.
• Drive adoption in targeted optometry accounts including dry eye specialty clinics, independent ODs, multi-location practices, and optical retailers.
• Execute selling strategies at the practice level to expand iVIZIA dry eye product recommendations and patient purchases at retail outlets.
• Establish buy and bill opportunities within offices.
• Build consultative relationships with optometrists, technicians, office managers, and retail staff.
• Deliver product demonstrations, clinical education, and patient-recommendation training.
• Support in-office dry eye workflow optimization (diagnosis, recommendation, retail placement, patient handoff).
• Represent the company at local society meetings, customer events, and territory-level educational programs.
• Manage territory routing, call planning, frequency, and segmentation to maximize reach and impact.
• Analyze territory sales data, market trends, and competitive activities to identify new opportunities.
• Maintain accurate CRM documentation, call notes, sampling logs, and customer data.
• Monitor and support in-office inventory, point-of-sale materials, and merchandising execution.
• Work closely with the Regional Sales Manager to align on priorities, tactics, and growth initiatives.
• Provide actionable 'voice of customer' feedback to marketing, sales leadership, and medical teams.
• Support national campaigns, sampling programs, pilot initiatives, and conference activities as assigned.
• 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.

Skills

Sales experience

Eyecare experience

Optometric knowledge

Territory management

Interpersonal skills

Travel readiness

Job description

The Territory Manager at Thea Pharma Inc. is responsible for driving in-office adoption, recommendation, and retail performance of the iVIZIA dry eye portfolio within a defined geographic territory, serving optometrists, dry eye specialists, optical retailers, and practice staff.

The TM executes sales tactics at the practice level, delivers outstanding customer education, and develops long‑term relationships that improve patient outcomes and support revenue growth.