Territory Manager - San Francisco, CA

Valid8 Financial, Inc.; San Francisco (CA); On-site; USD 80,000 - 145,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

Paid time off

Life and disability insurance

Paid parental leave

401(k) match

Job summary

The Territory Manager at Thea Pharma Inc. will drive in-office adoption and sales of the iVIZIA dry eye portfolio across a defined US territory.

You will engage optometrists, dry eye specialists, and optical retailers, delivering education and building long-term relationships to support patient outcomes and revenue growth. Ideal candidates are self-motivated, relationship-driven sales professionals who thrive in the eye-care environment and excel at influencing clinical and retail behaviors.

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 and targets.
• Conduct in-office visits, product detailing, merchandising support, and staff education.
• Drive adoption in optometry accounts and optical retailers.
• Deliver product demonstrations and clinical education.
• Maintain CRM notes and sampling logs.
• Monitor in-office inventory and merchandising execution.
• Collaborate with Regional Sales Manager on priorities and growth initiatives.

Skills

Territory management

Sales and business development

Relationship building

Excellent communication

Travel-ready

Job description

Thea Pharma Inc. is the newly established US commercial organization of French-based pharmaceutical company, Laboratoires Théa (Clermont-Ferrand). Thea Pharma markets a suite of leading eye-care drugs that have been approved by the U.S. Food and Drug Administration (FDA), including ZOLYMBUS™, IYUZEH™, Zioptan®, Cosopt®, Cosopt® PF, Azasite®, Akten®, and Betimol®, as well as AcellFX™ Acellular Amniotic Membrane and the portfolio of iVIZIA dry-eye drops and eyelid hygiene products. By focusing its parent company’s passion and expertise within the U.S. market, Thea Pharma’s goal is to deliver uncompromising care that enables all stakeholders to envision the future of ophthalmic treatment with eyes wide open.

Position Summary

The Territory Manager (TM) is responsible for driving in‑office adoption, recommendation, and retail performance of the company’s iVIZIA dry eye portfolio within a defined geographic territory. This individual serves as the primary field representative to 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.

This role is ideal for a self‑motivated, relationship‑driven sales professional who thrives in the eye‑care environment and excels at influencing clinical and retail behaviors.

KEY RESPONSIBILITIES

Territory Sales Execution

• 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 strong, consultative relationships with optometrists, technicians, office managers, and retail optical 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.

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 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.

Cross‑Functional Collaboration

• 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.

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

• 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

Travel Requirements:

• As a Field Sales Territory 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 hear accurately the spoken word with moderate office noise
• Can apply deductive reasoning and understand complicated issues
• Can follow instructions and work rules and company policies
• Can follow safety and security practices
• Can meet deadlines and effectively deal with work stress
• Can accurately communicate ideas, facts and technical information
• Can maintain confidentiality of certain information

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 accommodations 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 pay for this role is between $80k to $145k. The estimated salary range reflects an anticipated range for this position. The actual base salary offered may depend on a variety of factors.

EEO STATEMENT

Thea Pharma Inc. is proud to be an Equal Employment Opportunity employer. At Thea, we not only support the diversity of our employee population, we celebrate the way our team member’s unique backgrounds and experiences contribute to the success of our company. Thea does not discriminate on the basis of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. Thea Pharma Inc. does not tolerate harassment or discrimination of any kind.

ADDITIONAL INFORMATION

Your information will be kept confidential according to EEO Guidelines.