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Director, Institutional Sales & Education - Ophthalmology & Optometry
Location: Remote in the US and Field-Based with Travel
Reports to VP of Sales
Company
Thea Pharma Inc. is the newly established US commercial organization of French-based pharmaceutical company, Laboratoires Théa (Clermont-Ferrand). Thea Pharma markets a suite of leading eye-care drugs that have been approved by the U.S. Food and Drug Administration (FDA), including iYUZEH, Zioptan®, Cosopt®, Cosopt PF®, Azasite®, Akten®, and Betimol®, as well as AcellFX™ Acellular Amniotic Membrane and the portfolio of iVIZIA dry-eye drops and eyelid hygiene products. By focusing its parent company's passion and expertise within the U.S. market, Thea Pharma's goal is to deliver uncompromising care that enables all stakeholders to envision the future of ophthalmic treatment with eyes wide open.
Position Summary
The Director of Institutional Sales & Education will lead the strategic development and execution of sales and educational initiatives targeting ophthalmology residency programs, fellowship programs, as well as optometry schools and associated residency programs across the U.S. This senior leadership role blends high-level business development with impactful educational programming, ensuring the company's eye care portfolio is positioned as a preferred choice among future ophthalmologists, optometrists, academic leaders, and key opinion leaders (KOLs).
The ideal candidate has a proven record of success in institutional pharmaceutical or medical device sales, deep relationships in the academic medical and optometric communities, and the ability to translate scientific data into compelling clinical and economic value narratives.
Key Responsibilities
The areas of specific responsibility will include the following:
Institutional Sales Leadership
• Develop and execute a national institutional sales strategy for academic medical centers, ophthalmology residency programs, optometry schools, optometry residency programs, and fellowship sites.
• Drive portfolio adoption within teaching hospitals, academic eye institutes, and optometry colleges by aligning strategies with overall brand objectives.
• Build and sustain relationships with Program Directors, Chiefs of Service, Deans, faculty members, and procurement leaders in both ophthalmology and optometry.
• Partner with commercial and medical teams to secure formulary access, pathway alignment, and product adoption in training environments.
• Use data analytics to identify high-impact ophthalmology and optometry programs that influence future clinical practice trends.
Education & Engagement
• Oversee the design and delivery of residency, fellowship, and optometry educational programs in collaboration with the Medical Education team.
• Partner with faculty to create hands-on wet labs, clinical workshops, and peer-to-peer training on the eye care portfolio.
• Ensure compliance with all regulatory standards while maximizing product exposure and early clinical experience.
• Build future prescriber loyalty by establishing product familiarity during ophthalmology and optometry training years.
• Close cooperation with the commercial field team facilitating the hand-off of new MDs and ODs transitioning to private practice.
Cross-Functional Collaboration
• Work closely with marketing to adapt messaging for both academic medical and optometric settings.
• Provide academic market insights from ophthalmology and optometry to inform R&D priorities and pipeline strategy.
Qualifications
• Bachelor's degree required; advanced degree (MBA, MPH, PharmD, MD, OD) preferred.
• Minimum 10+ years of pharmaceutical or medical device sales experience, with at least 5 years in institutional/academic sales or medical education leadership.
• Ophthalmology, optometry, eye care, or surgical sales experience strongly preferred.
• Demonstrated success in building KOL relationships and influencing decision-making in academic and optometric environments.
• Deep understanding of residency/fellowship program structures in ophthalmology and optometry, and the academic adoption cycle.
• Proven ability to design and implement educational programs that impact adoption and engagement.
• Excellent communication, negotiation, and presentation skills.
• Willingness to travel up to 50%.
Competencies
• Strategic vision with ability to bridge sales and education across ophthalmology and optometry.
• Exceptional stakeholder engagement in academic medicine and optometry education.
• High scientific and clinical acumen.
• Inspirational leadership style and talent development capability.
• Can thrive in a matrixed, high-performance environment.
Performance Metrics
• Institutional adoption of Thea brands.
• Number and quality of ophthalmology and optometry program engagements.
• Growth in KOL and faculty advocacy in both disciplines.
• Measured impact of educational programs on prescribing behavior post-training.
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, but we also 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 medical, dental, and vision insurance; a generous schedule of paid time off (PTO); life and disability insurance; paid parental leave; and a competitive 401(k) company match. 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.
For U.S. locations that require disclosure of compensation, the starting pay for this position is between $185k to $225k. The estimated salary range reflects an anticipated range for this position. The actual base salary offered may depend on a variety of factors.
Additional Information
Your information will be kept confidential according to EEO guidelines.
Attention: Job Scam Alert
Thea Pharma Inc. has recently become aware of fraudulent job recruitment emails and postings from individuals claiming to represent the Company. These postings seek personal and financial information in connection with fraudulent opportunities for employment. If you suspect any fraudulent activity or misrepresentation in connection with a Thea job opportunity, please report it to HR.US@theapharma.com