Vice President of Sales

Waltham, MA, United States

Thea Pharma, Inc. is the newly established US affiliate of Laboratories Théa, a global pharmaceutical company with headquarters in Clermont-Ferrand, France. The company has focused on the development and commercialization of OTC and prescription therapeutics for the treatment of eye diseases for over 28 years. Théa is advancing development for OTC and prescription ophthalmic products and has launched its lead product for the treatment of glaucoma in the US in 2023.

SUMMARY :

The Vice President, Field Sales is responsible for leading and providing strategic direction for the US sales team to ensure achievement of performance targets and budgeted sales goals. As the leader of the Company’s field sales force, the Vice President, Field Sales is responsible for direct management, development, and supervision of Regional Sales Directors and their implementation of processes within local geography in accordance with approved sales and marketing resources and ensuring all sales personnel operate in an effective, efficient, and compliant manner. This role reports into the Chief Commercial Officer and is a member of the commercial leadership team.

ESSENTIAL FUNCTIONS:

Strategic Focus

Create and manage US Sales Execution Plans, including messaging, reach and frequency targets, and budget goals.

Partner with Sales Force Effectiveness and Training to develop and implement sales training and leadership development programs to maximize the effectiveness of the sales force.

Collaborate with OTC and Rx marketing teams to develop prioritize product promotional mix and identify and develop the sales tools needed to effectively promote the priority products

Work closely with market access function at Thea develop sales force initiatives that will create a favorable reimbursement environment with commercial & government payers.

Cultivates and maintains relationships with key thought leaders while respecting compliance rules regarding interactions.

Ensure Sales Organization fully aligned with Company Vision.

Team Leadership

Directs and leads sizing of the sales team including targeting, implementation, and reporting of all sales activities in alignment with Commercial and Brand strategies

Establish and maintain effective communications among all Regional Sales Directors (RSDs); organize and monitor performance to achieve the business potential of Regions and Territories.

Collaborate cross functionally with Marketing, Commercial Operations, Business Analytics & Insights, and Market Access.

Hire, inspire, align, mentor, and motivate direct reports and other Sales team members.

Manages, develops, and mentors direct reports including Sales leaders and account managers to drive sales performance and execution.

Cultivates a culture of compliance.

Operational Excellence

Plan and conduct regular meetings with the Sales Management Team; ensure appropriate leadership by developing and inspiring the Sales Management Team.

Plans and prepares for all National and Regional Sales Meetings.

Execute and oversee Area Quarterly Business Reviews.

Consistently review performance metrics with RSDs to ensure sales team is achieving maximum sales results.

Prepares and manages the sales budget, monitors expenditures, and ensures that expenses are in line with the budgeted plan and resolves any resource or budget issues.

Works with Field Sales Operations team to design, implement and maintain the IC plan for the field sales organization.

Develops and deploys performance management and career development tools with HR to provide clear direction and expectations for the sales team and their performance and career development

Additional duties and responsibilities as assigned

QUALIFICATIONS:

EDUCATION, SKILLS, AND EXPERIENCE:

15+ years of progressive commercial leadership experience in the pharmaceutical, biotechnology, or healthcare industry with experience in eyecare preferred.

At least 10 years leading a sales and/or marketing operational function in a U.S. pharmaceutical or biopharmaceutical organization.

Proven history of success in launching new products and/or indications and building sales teams.

Possess good understanding of current issues within the marketplace, pharmaceutical industry, and national health care system.

Ideally individual will have established relationships with key opinion leaders at the national and regional level.

Strategic outlook, combined with outstanding analytical ability and problem-solving skills.

Well-developed leadership skills, and the ability to influence people at all levels inside and outside the organization.

Has an entrepreneurial spirit and is comfortable multi-tasking and working in a fast-paced, scrappy, growth-oriented environment.

Forges strong, diverse teams of people with multiple perspectives and talents. Creates an environment in which cross-functional teams are highly motivated to accomplish goals.

High degree of customer focus.

Demonstrates excellent presentation and communication skills. Has the ability to influence and work successfully with varied audiences, including customers, colleagues, scientific and technical leaders, pharmaceutical and business partners, collaborators, and senior executives.

Strong vision to building out functional area within a fast-moving environment.

TRAVEL EXPECTATIONS

Up to 70% domestic travel including overnight stays. May require occasional international travel.

PHYSICAL DEMANDS AND WORK ENVIRONMENT:

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 and mental requirements include:

Ability to hear accurately the spoken word with moderate office noise

Ability to apply deductive reasoning and understand complicated issues

Ability to receive instructions, follow work rules, and company policies

Ability to follow safety and security practices

Ability to meet deadlines and effectively deal with office stress

Ability to accurately communicate ideas, facts, and technical information

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 his job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

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.

BENEFITS AND PERKS

Thea offers a full suite of employee benefits, including employer-paid health insurance, a generous schedule of paid time off (PTO), Life and Disability insurance, and a 401K retirement program. 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.

ADDITIONAL INFORMATION

Your information will be kept confidential according to EEO Guidelines.

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