Regional Sales Manager - West Region

TERRITORY: West Region

COMPANY DESCRIPTION:

Santen is a specialized pharmaceutical company with a 130-year heritage focused exclusively on ophthalmology. With sales in over 60 countries, Santen’s 4,000 global employees work to deliver life-changing therapies that make hope a reality for people facing vision impairment and loss. Santen Inc., located in Emeryville, CA (North America HQ), contributes important research & development and commercialization efforts. This office is home to about half of our 300-total staff in North America, including our Toronto, Canada site and our recent acquisitions of Eyevance Pharmaceuticals (Fort Worth, TX) and InnFocus (Miami, FL).

ABOUT EYEVANCE:

Since inception in 2017, Eyevance remains dedicated to advancing ocular health through the development and commercialization of innovative and impactful topical ophthalmic products targeting the ocular surface and anterior segment that enable optimal vision and better quality of life, while also ensuring patient access for all patients throughout the U.S. In September 2020, Eyevance was acquired by Santen.

ABOUT THE POSITION:

This position reports directly to the Vice President of Sales.

This individual must have a passion for building and leading high performing teams that deliver exceptional results. The role will hire mentor, coach, counsel, co-travel and train field sales personnel. They should also be experienced at coaching and presenting detailed scientific subject matter in a clear and understandable fashion. Must be a driven professional with sound business aptitude and adaptable to a dynamic startup environment.

ESSENTIAL RESPONSIBILITIES:

• Responsible for building, developing and leading a field sales team consisting of: Ophthalmic Territory Managers (OTM’s)
• Coach/mentor field sales team externally, through co-traveling, to evaluate them based on a benchmark measurement system
• Works closely with Sales Operations, Marketing and Market Access
• Responsible for the understanding and utilization of sales reports, CRM, and TRx/financial forecasts
• Responsible for managing Regional Sales / Expense budgets
• Responsible for coaching and training the sales model to the sales team
• Responsible for meeting monthly, quarterly, and yearly sales goals
• Works with Human Resources and management to develop sales team policies. Ensures adherence to those and any Eyevance corporate policies as appropriate
• Works closely with Sales Training to execute a POA at Regional and National Sales meetings
• Leads all regional sales activities including personnel matters
• Attend and represent Company at industry conferences/congresses

METRICS:

• Expected to achieve financial and TRx goals for assigned region.

LANGUAGE AND COMMUNICATION SKILLS:

• Interacts at multiple levels inside and outside the company
• Tact, diplomacy, and a high level of professionalism are essential
• Exhibits good listening skills and comprehension

REQUIREMENTS:

• Bachelor’s degree with 5+ years documented successful pharmaceutical/biotech/medical device commercial sales experience
• Additionally, 3+ years of experience preferred as a Regional or District Sales Manager (leading Sales Representatives or similar), or equivalent combination of education and experience
• Proven commercial acumen, with clear insight and understanding of the business market dynamics and the ability to accurately assess and convey this intelligence to inform plans and targets
• Experience in ophthalmics, marketing, managed care, and/or sales training is a plus
• Experience building sales teams/organizations from ground zero is a strong plus
• Must have exceptional talent selection skills, oral and written communication skills
• Executive presence and excellent presentation and organizational skills
• Ability to travel as necessary (overnight) and willingness to travel up to 50%
• Proficiency with MS Office applications (Word, Excel, PowerPoint)

COVID-19 Vaccination Requirement: Santen requires anyone working on-site or visiting company offices to confirm they are fully vaccinated against COVID-19 unless a medical or religious accommodation is timely requested and approved. Please reach out if you have questions or concerns about this policy and how it may apply to your candidacy for a role with Santen.

For more information about our company and the work experience, please visit www.eyevance.com, www.santenusa.com and https://www.santenusa.com/career-culture.