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Associate Director, Sales Effectiveness

Irvine, California, United States

Hi Tarsan! 

Thanks for your interest in this position.  Please review the details and if role and if it's something that could match your career goals, connect with your current manager and HRBP to discuss if your experience and skills line up. If everything is a go, please apply and the Talent Acquisition team will contact you for an interview so we can also get to know you better.  

- Your Human Resources Team

About the role: The Associate Director, Sales Effectiveness (ADSE) will lead critical initiatives that extend the impact of the broader sales team.  Starting with our contracted sales team, the ADSE will lead all aspects of this important program including vendor and budget management, hiring processes, team development and deployment. The ADSE will also provide strategic leadership to the Inside Sales Program, guiding front-line leadership, and extending sales reach.    Beyond program leadership, the ADSE will be a key connector across the organization—bringing field insights to cross-functional partners in marketing, market access, sales ops, and training. They will help shape our sales strategy, translate plans into action, and help keep our sales team aligned and informed. This is a high-visibility role with the opportunity to shape the future of our commercial organization and make a real impact.

Let’s talk about some of the key responsibilities of the role:

Program Leadership & Team Collaboration

  • Outstanding leadership skills to guide high impact action across multiple commercial functions and sales teams
  • Ability to collaborate with key leadership stakeholders to maximize program and selling impact
  • Second-line leadership abilities to lead through others with influence
  • Ability to flex across multiple and competing priorities
  • Strong teamwork abilities to ensure program alignment with the broader selling teams
  • Ability to understand and lead strategic initiatives and then translate to execution
  • Strong communication skills to inform, educate and inspire action across large teams
  • Vendor and budget management skills to drive fiscal responsibility

Foster A Winning Environment

  • Drive our values of commitment, empowerment and teamwork which includes extreme ownership, high accountability, continuous improvement & relentless pursuit of excellence through trust, coaching, development, recognition, & rewards
  • Champion compliant promotion and align execution across sales teams
  • Drive the launch & ongoing performance by inspiring outstanding team results with weekly, monthly, quarterly, & annual accountability & recognition measures
  • Attract, hire, inspire, develop, & retain a diverse team of high performing contract sales representatives focused on elite customer engagement
  • Work with the broader commercial team to set priorities for critical development points & drive effective sales execution
  • Partner with Sales Directors, VP of Sales, Commercial functions, HR & Training to ensure ongoing skill building across sales teams

Customer Connection

  • Establish a clear customer focus by developing 1:1 relationships with key customers
  • Collaborate directly with customers & build strong relationships with key accounts across the nation to advance the selling process & gather important feedback
  • Drive key customer engagement while attending national level customer conventions
  • Connect the broader organization to important & influential customers

Execution

  • Set clear expectations and performance goals across the inside sales and ATL selling teams & implement systems of accountability to ensure consistent top tier execution
  • Set quarterly business reviews to fine tune elite execution and drive accountability
  • Ensure actionable business plans are set - align all selling activities to drive impact
  • Analyze sales results to provide coaching, guidance & selling direction to team members
  • Achieve success across the teams and be prepared to adapt in a complex selling environment partnering with all key stakeholders: marketing, market access, medical affairs, sales ops, inside sales, training, & others
  • Conduct targeted field rides with sales professionals – gather field intel and coach to execution excellence
  • Provide front-line feedback & insights to commercial leadership, marketing, market access, sales ops & other stakeholders to hone sales strategies
  • Ensure team expenses are aligned to budgets & set to maximize impact
  • Ensure compliance across the team & adhere to all company & industry compliance guidelines

Factors for Success:

  • Bachelor’s degree in business, science, or related field or commensurate experience
  • 12+ years pharmaceutical sales / relevant healthcare sales experience or a proven track record of business to business sales - required
    • Proven track record of pharmaceutical launch experience - strongly preferred
    • Eye Care experience- preferred
  • Minimum of 2-3 years of proven people leadership experience
  • Ability to think strategically and convert to tactical execution
  • Established track of problem solving and cross functional collaboration
  • Highly adaptable to change, able to quickly pivot and respond given new information in a fast-paced environment
  • Strong communication and change management skills
  • Proven ability to escalate difficult issues and make tough decisions
  • Established track record in the following job competencies:
    • Leadership & Management
    • Outstanding Communication & Culture Building
    • Impact & Influence
    • Customer Orientation
    • Creativity & Innovation
    • Decision Making & Judgment
    • Aligning Teams for Performance
    • Teamwork & Cross Functional Collaboration

A Few Other Details Worth Mentioning:

  • This is Remote or HQ based position reporting to the VP of Sales
  • Travel will be required including sales meetings, customer conventions and travel to HQ in Irvine CA
  • 40% - 60% travel required

At Tarsus, we understand the importance of attracting and retaining top talent. The expected base pay range for this position is $161,200 - $225,800 plus bonus, stock equity, and comprehensive benefits. The base pay range reflects the target range for this position, but individual pay will be determined by additional factors such as job-related skills, experience and relevant education or training. Our benefits include health, dental and vision insurance benefits to ensure your well-being. We believe in work-life balance and offer generous paid time off, including vacation, holidays, and personal days. For more details regarding Tarsus benefits, please visit: https://alliantbenefits.cld.bz/25tarsusbenesnap.

#LI-Hybrid

#LI-Remote

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