Territory Leader - Santa Monica & Hollywood, CA

Tarsus Pharmaceuticals, Inc.; Los Angeles (CA); On-site; USD 110,000 - 161,000; Full time

Job summary

Tarsus Pharmaceuticals, Inc. is seeking frontline sales professionals for the Santa Monica, Hollywood, Beverly Hills geography to launch and grow TP-03.

You will manage ophthalmology accounts, educate on disease states, and build relationships with key eye care customers, delivering compliant promotion and high performance. Ideal candidates have pharma or healthcare sales experience, a bachelor’s degree in business or science, strong analytics, and the ability to travel 40-50% to cover the

Qualifications

• 2+ years pharmaceutical or healthcare sales experience
• Proven launch experience in pharma (preferred)
• Eye care experience preferred
• Strong problem solving and collaboration
• Adaptable to change in fast-paced market
• Strong communication and change management skills

Responsibilities

• Educate on eye care and TP-03; manage key stakeholders
• Drive sales growth and meet performance metrics
• Analyze data to guide sales activity and optimize reach
• Develop actionable business plans aligned to selling activities
• Provide frontline feedback to leadership and ensure compliance
• Champion compliant promotion aligned with company values

Job description

Additional cities in the geography: Santa Monica, Hollywood, Beverly Hills

About the role:

We are hiring frontline sales professionals to be part of a diverse and elite biopharma sales team dedicated to helping patients in need. With a laser focus on the eye care customer, the Territory Leader will be responsible for territory disease state education along with the launch and ongoing growth of TP-03. They will deliver high standards for launch and beyond and will champion a culture of outstanding performance, compliance and full ownership of all activity and results. The Territory Leader will be experts in account management, business ownership, sales execution, resource utilization, and they will build and foster relationships with key eye care customers. The Territory Leader will relentlessly pursue excellence to maximize sales in their territory while learning to adapt to changes and needs of the business. In doing so, they will have the unique opportunity to meaningfully contribute to the growth and performance of Tarsus. This critical sales role will be ideal for someone who thinks strategically, operates with tactical precision and strives for excellence.

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, TP-03 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 escalation 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 & judgement, teamwork & collaboration, adaptability & GRIT

A Few Other Details Worth Mentioning:

• This is a field-based position reporting to the District Sales Leader
• Candidates must live in the geography: Santa Monica, Hollywood, Beverly Hills
• 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

Compensation and Benefits

The expected base pay range for this position is detailed below plus an incentive bonus plan, stock equity and comprehensive benefits. The position level and base pay reflects the target range for this position determined by factors such as job-related skills, experience and relevant education or training.

• 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

Tarsus Pharmaceuticals, Inc. is an Equal Opportunity Employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.