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

• Seniority level

  Director

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Business Development

• Industries

  Biotechnology

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