Area Sales Director (Pacific Northwest)

Accountabilities

• Build and lead a high-performing field sales team by attracting, hiring, onboarding, developing, retaining, and promoting top Specialty Sales Managers.
• Establish a people-first, performance-driven culture with clear expectations, accountability, ethical standards, and a strong focus on professional development.
• Develop territory and account strategies, coverage models, call cadence, routing plans, goals, and resource deployment to maximize impact across assigned markets.
• Lead launch execution across Seattle, Portland, Northern California, Salt Lake City, Denver, Omaha, Des Moines, and surrounding markets within the assigned area.
• Coach team members through regular field rides and one-on-one meetings, assessing strengths and development opportunities against core competencies.
• Provide timely, actionable feedback and individualized development plans while modeling compliant, evidence-based selling practices.
• Drive performance against sales targets, activity metrics, and other business commitments, taking corrective action when results or execution fall short.
• Ensure sales conversations are grounded in clinical evidence, patient selection, treatment expectations, safety, and practice workflow considerations.
• Help practices and sales representatives successfully integrate an out-of-pocket therapy through effective patient education and appropriate starter resources.
• Use market and sales data to identify opportunities, improve territory performance, guide business planning, and strengthen resource allocation.
• Partner with Sales Training, Marketing, Operations, and other internal functions to prioritize field needs and execute coordinated commercial initiatives.
• Lead the team through launch phases, market expansion, changing priorities, and process improvements while maintaining high standards of compliance and integrity.
• Share actionable field insights with national leadership to help refine commercial strategy, messaging, processes, and execution.
• Travel regularly to client and field locations and support team activities across the assigned multi-state territory.

Requirements

• At least 6 years of documented sales success, with pharmaceutical, medical, ophthalmology, contact lens, or closely related healthcare sales experience strongly preferred.
• Experience with eye-care sales and/or pharmaceutical product launches is an advantage.
• Startup or emerging-company experience is a plus, particularly in environments requiring flexibility, ownership, and rapid execution.
• At least 2 years of people leadership experience, ideally with a demonstrated history of leading consistently high-performing sales teams.
• Bachelor’s degree or equivalent professional experience.
• Current, valid, unexpired driver’s license and a satisfactory driving record.
• Proven ability to recruit, develop, motivate, and retain strong commercial talent.
• Strong coaching and diagnostic skills, with the ability to identify representative capabilities and gaps and translate observations into actionable development plans.
• Demonstrated managerial courage and leadership presence, including the ability to address performance issues directly, respectfully, and consistently.
• Strong results orientation with a history of delivering against sales commitments, business objectives, and performance metrics.
• Analytical and business acumen, including the ability to use data to uncover opportunities, improve territory planning, and understand broader financial and commercial implications.
• Strong cross-functional collaboration and influencing skills, with the ability to align stakeholders around shared objectives.
• Ability to operate effectively in ambiguity, solve operational challenges, adapt quickly, and lead teams through change.
• Strong commitment to ethical, compliant, evidence-based selling and high standards of professional integrity.
• Growth mindset with a demonstrated commitment to continuous learning and developing others.
• Ability to travel by car, plane, train, taxi, or other transportation as required and work effectively in remote and field environments.
• Ability to sit for extended periods, participate in virtual meetings, operate standard office technology, and occasionally lift or transport materials weighing up to 25 pounds.

Benefits

• Base salary range of $200,000–$240,000 USD annually, with final compensation determined by experience, knowledge, skills, and abilities.
• Generous medical, dental, and vision insurance plans.
• Flexible spending accounts for healthcare and dependent care.
• Short-term disability, long-term disability, and life/AD&D insurance.
• Employee Assistance Program.
• 20 paid vacation days, 12 paid holidays, and 12 paid sick days.
• 401(k) retirement plan with 100% company matching contributions up to 4%, with immediate vesting.
• Hybrid work options and flexibility.
• Wellness resources and employee support programs.
• Stock options.
• Opportunity to lead a major commercial launch and build a high-performing sales organization.