Job Description
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The Regional Sales Director within the company will work with the National Sales Director, appropriate internal team members, relevant external customers and stakeholders to a sales organization from the ground up. This position is expected to input on sales and customer strategies. The main objective of this role is to create and lead a successful sales team in service of physician customers to build the adoption of Luminopia’s product and maximize sales.
RESPONSIBILITIES:
- Lead a team of 6 or more KAMs in delivering service to pediatric ophthalmologists, optometrists, orthoptists, and other office staff.
- Establish a performance culture grounded in accountability, transparency, and peer-to-peer collaboration.
- Lead weekly team calls and quarterly business reviews (QBRs) to drive performance alignment, recognize wins, and address execution gaps.
- Drive sales execution to meet sales targets and company goals.
- Foster a culture of inclusion where team members feel supported, respected, and empowered to bring their full selves to work.
- Collaborate with cross-functional teams to develop and continuously improve sales messaging, tools, processes and relationships that enable success and a strong team culture.
- Define and monitor key performance indicators (KPIs) to measure sales readiness and execution quality across the region.
- Provide input on, and help buildout, the Luminopia sales force including territory structure, talent acquisition, training, and onboarding.
Customer Relationship Management:
- Actively manage customer relationships until the full sales force is operational.
- Build and maintain customer relationships during times that sales territories are vacant.
- Represent the company at national and regional meetings, supporting engagement with key opinion leaders and strategic accounts.
Field Coaching & Development:
- Conduct regular field visits to observe KAM performance, reinforce selling excellence, and model best practices.
- Deliver written field coaching reports summarizing key observations, strengths, and growth opportunities.
- Write and deliver annual performance reviews; develop personalized plans to guide growth, retention, and succession planning.
- Ensure consistent and effective use of CRM tools to track activity, capture insights, and inform leadership decisions.
Strategic Advising Input:
- Analyze trends in prescribing behavior, competitive positioning, and payer access to inform regional strategy.
- Collaborate with Marketing, Market Access, and Medical Affairs to ensure field feedback is integrated into strategic planning.
- Partner with NSD on regional forecasting, resource allocation, and incentive program refinement.
- Identify opportunities for growth based on customer engagement and experience.
QUALIFICATIONS:
- BA/BS from accredited college or university.
- Minimum of 3 years sales leadership required.
- Minimum of 7 years pharmaceutical/biotech/medical devices sales experience required.
- Demonstrated ability to recruit, hire, and coach sales representatives to success.
- Self-motivated team player willing to take on responsibilities outside of initial job description.
- Proven ability to display Region leadership, performance management, and career planning.
- Comfortable in a fast-paced small company environment with minimal direction and able to adjust workload based upon changing priorities.
- Willingness to travel.
- Previous experience within ophthalmology and/or Optometry strongly preferred.
KEY COMPETENCIES FOR SUCCESS:
- Building & Leading Teams:Removes barriers and provides resources to success against KPIs.
- Achieving Results:Sets teams goals with relevant metrics that are a stretch but achievable.Builds capacity for replicable behaviors and execution.
- Collaboration, Teamwork & Communication: Builds productive partnerships across the organization; Ensures key information is shared at the right time and with the right context and the right expectations.
- Strategic Agility:Integrates available data, trends and insights into business planning and team/territory execution plans.
- Leading Innovation and Change:Supports and leads changes to the norm, not only changes that pave the way for innovation, but also those that are required for improving effectiveness, efficiency, and business impact.
- Decision Making:Demonstrates a pattern of sound judgment around people and the business.
Seniority level
Employment type
Employment type
Full-time
Job function
Job function
Sales and Business Development Industries
Biotechnology
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Job Tags
Full time, Work at office, Remote work,