Regional Sales Director

What is the opportunity?  We are hiring a Regional Sales Director to lead a diverse and elite biopharma selling team. With a laser focus on the customer, this role will set the standard of ownership and accountability for their frontline leaders and sales representatives. They will champion a culture of high performance and drive outstanding execution. Through analysis of key reports, they will identify opportunities and guide the team.  They will coach and mentor frontline leaders, lead sales meetings, attend professional conferences, and lead engagement with key regional customers, all with the goal of driving performance. This critical leadership role will ensure compliant and relentless pursuit of excellence to maximize the ongoing launch and sales performance of all Tarsus products.  In doing so, they will have the unique opportunity to meaningfully contribute to the growth and performance of Tarsus.

The Regional Sales Director serves as a strategic enterprise leader who translates corporate priorities into market execution, influences organizational decision-making through field insight, and partners cross-functionally to shape commercial strategy. They effectively lead through ambiguity, anticipate evolving market dynamics, and align their region to deliver both near-term results and long-term business growth.

Tactically, this leader will ensure that the day-to-day execution of their leadership team and all regional selling stakeholders is in alignment with the strategic goals of the broader organization.  They will ensure that all sales goals within their geography are exceeded, budgets are efficiently and effectively managed, and all promotional activity is aligned with corporate ethics and compliance policies.  Coaching and commitment to ongoing improvement, at all levels in the region, will ensure the team is in perpetual growth mode and striving to achieve at the highest levels. This role will set high performance and activity expectations, provide opportunities for constructive feedback, and develop consistent points of accountability across their geography and amongst the broader Tarsus team. 

This critical leadership role will be ideal for someone who thinks strategically, operates with tactical precision and is looking to lead a team to greatness.  

Let’s talk about some of the key responsibilities of the role:

Culture

• Recruit, hire, inspire, develop, & retain a diverse team of high-performing frontline sales leaders & sales representatives focused on elite customer engagement. Ensure a strong leadership pipeline through active talent assessment, succession planning, and development of future frontline leaders
• Foster our culture of commitment, empowerment and teamwork through high-impact action. This includes elevating leadership capability and driving elite execution while fostering continuous development, and preparing high-potential talent for expanded responsibilities
• Partner with trainers, marketing and market access to set priorities for critical development points & drive effective sales meetings
• Partner with HR, Training, and Commercial Leadership to strengthen leadership capability and organizational effectiveness
• Partner with Compliance to ensure appropriate promotional activities across all aspects of the regional business – it’s part of who we are

Customer Connection

• Bring the Tarsus values of commitment, empowerment, & teamwork to the forefront of all customer experiences
• Lead from the front lines; establish a clear customer focus by developing 1:1 relationships with important regional customers to advance the selling process
• Drive KOL customer engagement while attending customer conventions at the regional & national level
• Serve as a strategic voice of the customer, translating field insights into actionable recommendations for the broader organization.

Execution

• Set clear expectations of performance goals and KPI’s across the geography & implement systems of accountability to ensure consistent top tier compliant execution
• Ensure actionable business plans are set - align all selling activities to drive impact
• Analyze performance, market, and customer data to identify opportunities, guide strategy, and coach leaders toward improved business outcomes.
• Achieve success in a complex selling environment partnering with many stakeholders: marketing, market access, medical affairs, sales ops, inside sales, training, & other important stakeholders
• Conduct field rides with frontline leaders & sales professionals – coach to execution excellence & drive leadership customer connectivity
• Actively participate &/or lead nation/region/district sales meetings & conference calls
• Ensure regional expenses are aligned to budgets & set to maximize impact
• Ensure PDMA compliance across the team & adhere to all company & industry compliance guidelines

Factors for Success:

• Bachelor’s degree in business, science, or related field. A master’s degree (MBA or advanced science/medical degree) is strongly preferred
• 10+ years relevant experience required, healthcare/pharma, ophthalmic experience strongly preferred
• Demonstrated strategic leadership, experience translating a corporate vision & strategy into departmental goals, objectives & execution; adjusting plans & tactics to meet changing departmental priorities & circumstances; utilizing data
• Demonstrated talent leadership including coaching, succession planning, organizational development, and performance management.
• Established track record with evidence of excellent problem solving, collaboration, leadership & communication skills
• Proven success working across functions; ie. Marketing, Commercial Operations, Market Access, Training & Development, Medical Affairs to achieve shared goals & objectives
• Highly adaptable to change, able to quickly pivot, respond & lead given new market information in a fast-paced environment
• Strong communication and change management skills required, in addition to ability to build strong relationships both vertically & horizontally
• Proven ability to escalate difficult issues & make tough decisions
• The ability to independently manage multiple deliverables & shifting priorities with strong skills in project management, collaboration & communication will be key to success.
• Ideal candidate has a combination of small / start-up company experience as well as working at established biopharmaceutical companies.
• Consistent achievement of regional sales and market objectives
• Empowering Others - Fosters empowerment by aligning authority with accountability, developing leaders’ decision-making capability, and creating systems that support performance and growth.
• Emotional Intelligence - Foster trust and psychological safety, navigating complex interpersonal dynamics with compassion and accountability, and adapting leadership style to support others while maintaining composure under pressure.
• Grows Capacity - Builds organizational capacity by developing talent systems, coaching cultures, and strategic partnerships that grow leadership strength and prepare the next generation of leaders.
• Business Acumen - Demonstrates strong business acumen by anticipating market dynamics and using financial and strategic insight to guide investments, manage risk, and align priorities with long-term organizational value.
• Innovative Mindset and Action - Demonstrates an innovative mindset by championing new ideas, investing in enabling systems and partnerships, and translating innovation into sustainable growth and organizational resilience.

A Few Other Details Worth Mentioning:

• This is a field-based position reporting to the VP of Sales
• Travel will be required within the selling geography & beyond to sales meetings, across various customer conventions & to headquarters in Irvine
• Travel required 40%-50%

At Tarsus, we understand the importance of attracting and retaining top talent. The expected base pay range for this position is $186,000 - $265,000 plus incentive, stock equity, and comprehensive benefits. The base pay range reflects the target range for this position, but individual pay will be determined by additional factors such as job-related skills, experience and relevant education or training. Our benefits include health, dental and vision insurance benefits to ensure your well-being. We believe in work-life balance and offer generous paid time off, including vacation, holidays, and personal days. For more details regarding Tarsus benefits, please visit: https://eb.alliant.com/26tarsusbenefitssnapshot.

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