National Director of Dry Eye Sales - Optometric Market (OTC Portfolio)

National Director of Dry Eye Sales – Optometric Market (OTC Portfolio)

Reports to: VP of Sales
Department: Sales
Location: Field‑Based (Assigned Territory)

COMPANY

Thea Pharma Inc. is the newly established US commercial organization of French-based pharmaceutical company, Laboratoires Théa (Clermont-Ferrand). Thea Pharma markets a suite of leading eye-care drugs that have been approved by the U.S. Food and Drug Administration (FDA), including ZOLYMBUS™, IYUZEH, Zioptan®, Cosopt®, Cosopt® PF, Azasite®, Akten®, and Betimol®, as well as AcellFX™ Acellular Amniotic Membrane and the portfolio of iVIZIA dry-eye drops and eyelid hygiene products. By focusing its parent company’s passion and expertise within the U.S. market, Thea Pharma’s goal is to deliver uncompromising care that enables all stakeholders to envision the future of ophthalmic treatment with eyes wide open.

POSITION SUMMARY

The National Director of Dry Eye Sales will lead national field execution for the expanding iVIZIA ® dry eye product portfolio targeted to the optometric market. This leader will develop and scale a high‑performing sales organization, build strong relationships across optometry channels, and partner cross‑functionally to drive category adoption, brand visibility, and marketplace differentiation.

This is a strategic and highly visible role requiring deep eye‑care market knowledge, strong sales leadership, and the ability to execute in a fast‑moving, competitive OTC environment.

KEY RESPONSIBILITIES

Sales Leadership

• Help develop and own the national sales execution in support of brand plan strategy for the optometric channel across dry eye specialty clinics, independent ODs, multi‑location practices, and optical retail groups.
• Help build KPIs, incentive plan, and performance dashboards.
• Oversee territory design, resource allocation, and sales deployment to maximize reach and ROI.
• Collaborate closely with Marketing, Training, and Medical Affairs to align messaging, education, and distribution strategies.

Team Development & Management

• Recruit, lead, and mentor a high‑performing team of Regional Sales Directors and Territory Managers.
• Instill a culture of accountability, continuous learning, and high engagement.
• Provide coaching and field rides to elevate selling skills, product positioning, and clinical confidence.
• Work closely with training department to oversee sales training initiatives for new hires and ongoing product competency.

Market Development & Customer Engagement

• Expand adoption of iVIZIA ® dry eye portfolio within the optometric community through education, in‑office merchandising, and patient‑recommendation programs.
• Build relationships with key opinion leaders (KOLs), buying groups, and professional associations.
• Partner with practices to improve in‑office dry eye protocols and retail optimization.

Cross‑Functional Collaboration

• Offer insights to marketing to shape promotional strategy, sampling programs, and conference engagement.
• Provide “voice of customer” feedback to marketing and on future OTC formulas, packaging, and portfolio evolution.
• Partner with medical to augment educational efforts with large optometric groups and conferences.

Analytics & Business Performance

• Monitor market trends, competitive activity, pricing shifts, and category growth.
• Use data analytics to guide decision‑making.
• Track and report results, giving regular business performance updates to senior leadership.

QUALIFICATIONS & REQUIREMENTS

• Bachelor’s degree required.
• Minimum of 5+ years of sales leadership experience in OTC products, buy and bill products, pharmaceuticals, or medical devices. Eye care experience is strongly preferred.
• Strong understanding of optometric practice economics, dry eye disease, and patient‑recommendation behavior.
• Demonstrated success leading national or regional sales teams and delivering sustained growth.
• Experience launching or scaling OTC or consumer healthcare products strongly preferred.
• Exceptional communication, negotiation, and relationship‑building skills.
• Ability to travel up to 75%.

KEY COMPETENCIES

• Strategic thinking and commercial acumen
• Leadership and team development
• Clinical fluency in dry eye and ocular surface health
• Data‑driven decision‑making
• High accountability and execution orientation
• Strong customer engagement & KOL relationship management

PHYSICAL DEMANDS & WORK ENVIRONMENT

This position requires prolonged sitting. Additionally, requires eye-hand coordination and manual dexterity enough to operate a keyboard, photocopier, telephone, and other office equipment. Requires normal range of hearing and vision to record, prepare, and communicate appropriately. Additional physical requirements include hearing spoken communication clearly.

• Can hear accurately the spoken word with moderate office noise
• Can apply deductive reasoning and understand complicated issues
• Can follow instructions and work rules and company policies
• Can follow safety and security practices
• Can meet deadlines and effectively deal with work stress
• Can accurately communicate ideas, facts and technical information
• Can maintain confidentiality of certain information

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

BENEFITS AND PERKS

Thea offers a full suite of employee benefits, including employer-paid medical, dental, and vision insurance; a generous schedule of paid time off (PTO); life and disability insurance; paid parental leave; and a competitive 401(k) company match. Thea is a flexible and entrepreneurial work environment where you will enjoy an inclusive culture and the opportunity to have your voice and ideas directly shape the future of the company.

For U.S. locations that require disclosure of compensation, the starting pay for this role is between $185k to $240k. The estimated salary range reflects an anticipated range for this position. The actual base salary offered may depend on a variety of factors.

EEO STATEMENT

Thea Pharma Inc. is proud to be an Equal Employment Opportunity employer. At Thea, we not only support the diversity of our employee population, we celebrate the way our team member’s unique backgrounds and experiences contribute to the success of our company. Thea does not discriminate on the basis of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. Thea Pharma Inc. does not tolerate harassment or discrimination of any kind.

ADDITIONAL INFORMATION

Your information will be kept confidential according to EEO Guidelines.

Attention: Job Scam Alert

Thea Pharma Inc. has recently become aware of fraudulent job recruitment emails and postings from individuals claiming to represent the Company. These postings seek personal and financial information in connection with fraudulent opportunities for employment. If you suspect any fraudulent activity or misrepresentation in connection with a Thea job opportunity, please report it to [email protected].

To verify an open role please check our official careers page at https://theapharmainc.com/careers/.