• Regional Director, West

    Job Locations US-MA-Bedford
    Posted Date 1 month ago(12/18/2018 3:31 PM)
    Job ID
    # of Openings
  • Overview

    Responsible for leading the business in their geography to launch DEXTENZA® with a team of key account managers.  Accountable for the successful execution of sales and marketing strategies. The successful candidate has demonstrated the ability to lead and to focus teams on business outcomes while fostering a positive environment and ensuring compliance.  Responsible for managing the training of new hires for approved ophthalmology products, as well as prepare and conduct POA training workshops.  The RD must develop a solid understanding of the market access situation of the product in order to be effective in assisting customers directly.


    • Responsible for leading a team of Key Account Managers who will call on appropriate Healthcare Providers (HCPs) within offices, ambulatory surgery centers (ASCs) and hospital outpatient departments (HOPDs) to support the use of Ocular Therapeutix’s products within the ophthalmology market
    • Builds, develops and leads a sales team that positions individuals and teams to execute our commercial strategy
    • Partner with reimbursement counterparts aligned within geography to develop pull-through strategies and reimbursement support for key HCP stakeholders
    • Responsible for developing in-depth relationships with Key Opinion Leaders
    • Able to respond quickly to events in the external marketplace with a clear plan of action
    • Leads the communications and provides specific direction regarding corporate objectives to direct reports and aligns the corporate and area objectives and messages to the sales force
    • Provides specific input into the talent acquisition strategy and supports the execution of the approved deployment plan including recruiting, hiring, and training
    • Leads the development of budgets for their assigned area
    • Ensures full and complete compliance of all selling activities for the sales force in their area according to OCUL standards and to all state and federal regulations
    • Supervise up to approximately 10 Key Account Managers


    • Bachelor’s degree
    • Minimum of 3 years of sales management experience in medical device or pharmaceutical space, preferably with biologic/injectable/infusible drugs, ophthalmology strongly preferred
    • Minimum of 5 years field biologics or pharmaceutical experience, ideally with injectable drugs.
    • Managed account-based representatives that worked within ambulatory surgery center or hospital environments with experience making total office call
    • Experience in other functional areas: Sales, Sales Training, Marketing
    • Launch experience as a 1st line leader highly desirable
    • In-depth knowledge of the buy and bill system also highly desirable
    • Must be organized and detail-oriented
    • Candidates should have a strong history of sales success – documented top 20% rank


    • Knowledge of covered region in terms of relevant surgeons and practices and relationships with key personnel
    • Strong familiarity with Medicare, private payer and Medicaid structure systems and reimbursement process
    • Technical knowledge of health care reimbursement from a patient and provider perspective (miscellaneous J codes, billing coding, appeals process)
      Strong emotional intelligence and proven ability to manage experienced Account Management personnel
    • Communicate effectively both in writing and verbally across the organization

    Working Conditions:

    • Proven ability to deliver performance feedback & assist in career development planning with direct reports
    • Live within 45-minute drive of major airport (No relocation assistance is available)
    • Ability to schedule individual work-related travel (air, hotel, rental car as needed)
    • Above average computer skills: SalesForce, Excel, PowerPoint, Word, Concur


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