Role Summary
The Territory Leader is a frontline biopharma sales professional responsible for territory disease state education and the launch and ongoing growth of XDEMVY. The role focuses on eye care, account management, business ownership, and driving sales performance within the assigned geography, including Seattle, Tacoma, or Alaska. This position requires strategic thinking, tactical execution, strong compliance, and ownership of all activity and results. Responsibilities
Account Management & Eye Care Experts
Develop deep eye care clinical knowledge (anatomy, disease state, products, XDEMVY, office treatment patterns) Build relationships with key stakeholders and apply strong selling skills and account development Implement pull-through tactics while navigating managed care hurdles Understand ophthalmology/optometry practice functions and their impact on prescribing and pull-through Maximize managed care opportunities and provide feedback across district/region/nation Engage key opinion leaders and align with Tarsus leadership Champion compliant promotion in line with corporate values
Business Acumen & Sales Execution
Exceed sales performance goals and productivity metrics across the territory Use analytics to guide productive activity, prioritize engagements, and expand product trial/utilization Monitor key performance metrics and adjust approach based on data Set actionable business plans and align selling activities to drive impact Share insights with leadership and stakeholders to capture feedback Uphold high ethics and compliance standards
Business Owners & Culture Champions
Promote commitment, empowerment, accountability, and continuous improvement Collaborate with district leaders, marketing, market access, medical affairs, sales ops, inside sales, training, and others Provide frontline feedback to sales leadership and the broader organization Ensure PDMA compliance and adherence to company and industry guidelines Share best practices to elevate national performance Maximize resources to drive territory success
Qualifications
Required: Bachelor’s degree in business, science, or related field or commensurate experience Required: 2+ years pharmaceutical or relevant healthcare sales experience or proven B2B sales experience Preferred: Proven pharmaceutical launch experience Preferred: Eye care experience Established track record with evidence of problem solving and collaboration Highly adaptable to change and able to pivot quickly with new market information Strong communication and change management skills Proven ability to elevate difficult issues and make tough decisions Competencies: Selling skills, high performance, impact & influence, customer focus & account management, maximizing resources, analytical skills, relationship building, decision making & judgment, teamwork & collaboration, adaptability & GRIT Skills
Account management Strategic planning and execution Data analysis and performance measurement Stakeholder engagement and relationship building Compliance and ethics in promotion Education
Bachelor’s degree in business, science, or related field (or commensurate experience) Additional Requirements
Field-based position reporting to the District Sales Leader Geography: Seattle, Tacoma, or Alaska; travel within territory and to meetings or HQ as needed Travel: 40%–50% in some geographies
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The Territory Leader is a frontline biopharma sales professional responsible for territory disease state education and the launch and ongoing growth of XDEMVY. The role focuses on eye care, account management, business ownership, and driving sales performance within the assigned geography, including Seattle, Tacoma, or Alaska. This position requires strategic thinking, tactical execution, strong compliance, and ownership of all activity and results. Responsibilities
Account Management & Eye Care Experts
Develop deep eye care clinical knowledge (anatomy, disease state, products, XDEMVY, office treatment patterns) Build relationships with key stakeholders and apply strong selling skills and account development Implement pull-through tactics while navigating managed care hurdles Understand ophthalmology/optometry practice functions and their impact on prescribing and pull-through Maximize managed care opportunities and provide feedback across district/region/nation Engage key opinion leaders and align with Tarsus leadership Champion compliant promotion in line with corporate values
Business Acumen & Sales Execution
Exceed sales performance goals and productivity metrics across the territory Use analytics to guide productive activity, prioritize engagements, and expand product trial/utilization Monitor key performance metrics and adjust approach based on data Set actionable business plans and align selling activities to drive impact Share insights with leadership and stakeholders to capture feedback Uphold high ethics and compliance standards
Business Owners & Culture Champions
Promote commitment, empowerment, accountability, and continuous improvement Collaborate with district leaders, marketing, market access, medical affairs, sales ops, inside sales, training, and others Provide frontline feedback to sales leadership and the broader organization Ensure PDMA compliance and adherence to company and industry guidelines Share best practices to elevate national performance Maximize resources to drive territory success
Qualifications
Required: Bachelor’s degree in business, science, or related field or commensurate experience Required: 2+ years pharmaceutical or relevant healthcare sales experience or proven B2B sales experience Preferred: Proven pharmaceutical launch experience Preferred: Eye care experience Established track record with evidence of problem solving and collaboration Highly adaptable to change and able to pivot quickly with new market information Strong communication and change management skills Proven ability to elevate difficult issues and make tough decisions Competencies: Selling skills, high performance, impact & influence, customer focus & account management, maximizing resources, analytical skills, relationship building, decision making & judgment, teamwork & collaboration, adaptability & GRIT Skills
Account management Strategic planning and execution Data analysis and performance measurement Stakeholder engagement and relationship building Compliance and ethics in promotion Education
Bachelor’s degree in business, science, or related field (or commensurate experience) Additional Requirements
Field-based position reporting to the District Sales Leader Geography: Seattle, Tacoma, or Alaska; travel within territory and to meetings or HQ as needed Travel: 40%–50% in some geographies
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