Territory Leader - San Jose South

Welcome to the Tarsanet Internal Career Center!; San Jose, Walnut Creek (CA, CA); Hybrid; USD 110,000 - 161,000; Full time

Benefits offered by this job

Incentive bonus

Stock equity

Health, dental and vision insurance

Generous paid time off

Job summary

Tarsus is seeking a field-based Territory Leader to drive eye care product adoption and manage key accounts in San Jose and surrounding regions.

The role emphasizes strong selling skills, relationship building, and cross-functional collaboration with marketing, medical affairs, and sales operations. A proven pharma sales background and adaptability are essential.

Qualifications

• Bachelor’s degree in business, science, or related field or commensurate experience.
• 2+ years pharmaceutical sales / relevant healthcare sales experience.
• Proven track record in pharma launch experience preferred, eye care experience optional.
• Established track record of problem solving and collaboration.
• Highly adaptable to change in a fast-paced environment.
• Strong communication and change management skills.
• Proven ability to navigate difficult issues and make decisions.
• Competencies include selling skills, high performance, impact & influence, account management, and analytical thinking.

Responsibilities

• Manage ophthalmology/optometry accounts and key stakeholders.
• Drive sales performance and achieve productivity metrics across the territory.
• Build relationships with district leaders, marketing, market access, and medical affairs.
• Lead compliant promotion aligned with corporate values and PDMA guidelines.
• Provide frontline feedback to sales leadership and broader organization.
• Travel 40–50% within the geography and beyond as required.

Skills

Selling skills

Account management

Relationship building

Analytical skills

Communication

Change management

Ethics & compliance

Education

Bachelor’s degree in business/science or related field

Job description

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, XDEMVY 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 escape 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 & judgment
  • Teamwork & collaboration
  • Adaptability & GRIT

A Few Other Details Worth Mentioning:

• This is a field-based position reporting to the District Sales Leader
• Geography: Candidates must live in San Jose or Walnut Creek.
• 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
• Territory Leader Salary Range;
• 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

At Tarsus, we understand the importance of attracting and retaining top talent. In addition to a competitive base pay, we offer an incentive bonus, stock equity, and comprehensive benefits. The base pay range reflects the target range for this position, but individual pay will be determined by additional factors such as job-related skills, experience and relevant education or training. Our benefits include health, dental and vision insurance benefits to ensure your well-being. We believe in work-life balance and offer generous paid time off, including vacation, holidays, and personal days. For more details regarding Tarsus benefits, please visit: https://eb.alliant.com/26tarsusbenefitssnapshot .

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