Regional Sales Director - West

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.
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

Coaching and Commitment to Ongoing Improvement

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.

Benefits

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%

The expected base pay range for this position is $186,000 - $265,000 plus incentive, stock equity, and comprehensive benefits.
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: here.

About the Role

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.

Qualifications

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

Skills

• Strategic leadership
• Talent leadership
• Collaboration
• Communication
• Change management
• Project management
• Leadership development
• Financial and strategic insight
• Innovation
• Market dynamics
• Compliance
• Customer engagement
• Teamwork
• Leadership customer connectivity
• Field insight
• Performance management
• Accountability
• System implementation
• Training
• Medical affairs
• Marketing
• Market access
• Inside sales
• Training & Development
• Medical Affairs
• Medical Affairs
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