Regional Director – West Region

Job Locations US-West
Posted Date 1 month ago(8/15/2022 5:53 PM)
Job ID
# of Openings


Responsible for managing and operating the business in an assigned geography and leading a team of Key Account Managers.  Accountable for the successful execution of sales and marketing strategies. A successful candidate has demonstrated the ability to lead and to focus teams on business outcomes while fostering a positive environment and ensuring compliance.  The Regional Director must develop a solid understanding of the market access situation for the company’s product(s) in order to be effective in coaching their KAMs and assisting customers directly.


  • Leading a team of Key Account Managers who call on customers (Healthcare Providers, administrators, staff, etc.) within physician 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 Key Account Manager team to execute the company’s commercial strategy.
  • Partner with reimbursement counterparts aligned within geography to develop pull-through strategies and to provide reimbursement support for key stakeholders.
  • Responsible for developing in-depth relationships with Key Opinion Leaders (KOLs).
  • Able to respond quickly to events and changes 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 region 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.
  • Responsible for supporting the training and development of Key Account Managers for promotion of approved ophthalmology products, as well as to prepare and conduct POA training workshops.
  • Ensures full and complete compliance for all selling activities for the sales force in their area according to Ocular Therapeutix standards and to all state and federal regulations.
  •  Supervisory Responsibilities: up to, but not limited to, approximately 10 Key Account Managers



  • Bachelor’s degree with a minimum of 3 years of sales management experience required 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 systems of care and 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, attention to detail-oriented and operate with a sense of urgency
  • 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; states include but are not limited to California, Colorado, Arizona and possibly other states in the Western region
  • 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 (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.


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