Regional Sales Leader - West

  • Los Angeles, CA, USA
  • Full-time

Company Description

Kala is a biopharmaceutical company focused on the development and commercialization of therapeutics using its proprietary AMPPLIFY™ mucus-penetrating particle (MPP) Drug Delivery Technology, with an initial focus on the treatment of eye diseases. Kala has applied the AMPPLIFY Drug Delivery Technology to a corticosteroid, loteprednol etabonate (LE), designed for ocular applications, resulting in the August 2018FDA approval of INVELTYS® for the treatment of inflammation and pain following ocular surgery and its lead product candidate, KPI-121 0.25%, for the temporary relief of the signs and symptoms of dry eye disease.

Job Description

As the Regional Sales Leader (RSL), you will lead the inaugural sales team of Specialty Territory Sales Managers (TSMs) responsible for the successful promotion of approved Ophthalmology products.  This is done through establishing partnerships with key Ophthalmologists, targeted Optometrists, and ambulatory surgery center (ASC) accounts.  You will develop, implement and subsequently assess strategic plans for the region to deliver sales results. You will be responsible for operations of the region, including meeting prescription volume goals and expense management.  Accomplishment of these goals must comply with Kala Pharmaceuticals policies and procedures. This position reports to the Vice President of Sales.

Essential Duties/Responsibilities:

  • Lead and develop a regional team of Specialty TSMs
  • Works with senior sales leadership to identify and optimize regional strategies and opportunities
  • Leads and motivates the regional Sales team to achieve regional sales goals and to establish Kala as a trusted partner with our customers
  • Conducts regular field rides and business reviews to provide coaching and contribute to results
  • Leads the regional Sales team to develop skills, develop business plans and effectively leverage approved resources
  • Models only the highest level of professional behavior and ethics
  • Collaborate with the market access team to optimize payer access opportunities
  • Understands and is able assist their team with reimbursement issues within the payer landscape:
    • Commercial Managed Care (Regional Plans)
    • Medicare Part D
    • Medicaid (Fee for Service, Managed Care Organizations)
    • Full-service pharmacy and retail pharmacies



  • Bachelor’s Degree (BA or BS) from a four-year accredited college or university
  • 3+ years of pharmaceutical or medical sales leadership experience required
  • 3+ years of selling experience with Ophthalmologists, Ophthalmic surgeons, or key ambulatory surgery center (ASC) accounts

Preferred Knowledge, Skills and Abilities:

  • Launch experience strongly preferred
  • Ability to effectively discover and address account needs and align product strategies to customer needs
  • Results-oriented professional who demonstrates strong problem-solving skills with quick, flexible assessment of situations and implementation of decisions
  • Demonstrated teamwork with peers and able to manage multiple business initiatives and cross-functional relationships
  • Must be self-motivated and disciplined
  • Demonstrated working proficiency in Microsoft Word, Excel, PowerPoint and Outlook
  • In-depth knowledge and understanding of PHARMA Guidelines
  • Excellent verbal, written and interpersonal communication skills

Additional Information

Kala Pharmaceuticals is an Equal Opportunity Employer that offers a competitive and comprehensive employee benefits package.