Territory Manager Chicago, IL

Kickoff with Joe Perrotta:

Lori lead

Susie intro

Sam - Questions as a group:

  • What is the reason behind the iVIZIA salesforce being created? Having the potential within Dry Eye with the iVIZIA portfolio and looking to bring in new products. Having a team in place for future launches. Since the team is Glaucoma focused, there are doctors that need more attention and growth to take advantage of potential.
  • Is this sales force ONLY promoting iVIZIA? For the immediate future, not sure if they will have older products but potentially. Doctors may have an interest with Glaucoma products.
  • Call points – what is the weighting when it comes to MD’s vs OD’s? How much work is going to be in the retail setting? OD is 60% and 40%, account selling rather physicians selling more total office calls to engage staff members. Surgical staff members and opticians, contact lens departments are involved. OTC has more touch points. Launching towards a new target audience.
  • What will the collaboration look like between the Dry Eye team and the Glaucoma team? These are doctors that aren't currently called on. The Glaucoma team does support iVIZIA but call lists aren't always clean although there will be one given at the start. There will be a lot of opportunities for creativity.
  • What will be the biggest challenges to make this dry eye sales team successful? Building it from the ground up. Need someone okay with trial and error and pivots; this is a crowded market in the dry eye space with dominant brands to drive awareness.

From Joe: I would say a similar background with more emphasis on dry eye if they were in the eye care space. Can also can look at those with who conducted sales with order placement such as contact lens, OTC brands such as Ocusoft/Scope/Retain/Bruder/ilux in the eye care space, dry eye treatment/equipment and those with amniotic membrane tissue sales in the eye care space would have good background with transferable skills.

Territory Manager Positions

  • iVIZIA - preservative-free eye care products designed for dry eye relief, eye strain, and sensitive eyelids. Their line includes scientifically formulated lubricant drops, intensive overnight gels, and gentle eyelid cleansers that are safe to use with contact lenses

Why its strong? iVIZIA is a highly regarded dry eye relief product because it combines a soothing, preservative-free formula with a patented ABAK bottle that dispenses drops easily without wasting liquid. It delivers long-lasting moisture that is safe for contact lens wearers and provides relief from screen-induced or environmental dry eye, launched in April 2022

  • Core Product Lines
  • Lubricant Eye Drops: Formulated with povidone, hydrating hyaluronic acid, and trehalose to lock in moisture. They utilize a unique, preservative-free ABAK bottle that dispenses drops drop-by-drop and is highly rated for long-lasting relief.
  • Lubricant Eye Gel: Available in single-use vials, this thicker formula is tailored for severe dry eyes and nighttime use.
  • Eyelid Cleansing Products: iVIZIA offers gentle, rinse-free micellar cleansers and preservative-free wipes designed to clear oils, debris, and makeup without irritating the delicate eye area
  • Micellar Eyelid Cleaner

https://www.ivizia.com/

Ideal profiles for initial sourcing and screening- Territory Managers

  • For the RSDs you mentioned b2b would you be open to that profile with TMs too?
    • A strong sales background, drive, and a solid work ethic are the foundation. Eye care experience, OTC knowledge, and existing relationships within the industry are the icing on the cake.

  • Could you share the sales process of iVIZIA for a territory manager
    • This is a true territory-building opportunity with no established book of business. The Territory Manager will be responsible for developing the territory from the ground up through consistent in-office sales calls, relationship building, and strategic account development. Success requires an analytical mindset to identify opportunities, prioritize accounts, and adapt sales strategies based on territory performance. The ideal candidate is comfortable navigating a growing organization, can thrive in ambiguity, and is able to "build the plane while flying it." Strong emotional intelligence (EQ) is essential for building trust with optometrists, office staff, and other key stakeholders while influencing both clinical and retail behaviors.
  • What makes the current Territory Managers successful when promoting iVIZIA?
    • Thrives in a true territory-building role with no established book of business, taking ownership of creating opportunities from a blank canvas.
    • Embraces the total office call approach by building relationships with the entire practice—not just the prescribing provider—including technicians, office managers, and retail staff.
    • Maintains an analytical mindset, using data and account insights to prioritize opportunities and adjust territory strategy.
    • Is comfortable navigating a growing organization, demonstrating resilience and adaptability while "building the plane as they fly it."
    • Possesses a high level of emotional intelligence (EQ) to build trust, influence stakeholders, and develop long-term customer relationships.
    • Stays top of mind with customers through consistent follow-up, regular touchpoints, and a commitment to gathering customer feedback.
    • Takes a portfolio-selling approach, confidently discussing the full product portfolio rather than focusing on a single lead product or relying on quick brand mentions.
    • Executes with consistency, strong follow-through, and attention to detail, ensuring every customer interaction provides value and reinforces the company's presence.

  • How are TMs incentivized on sales of iVIZIA?
    • As this is a newly formed team, the compensation structure is still being finalized and may evolve.
    • The current sales team is incentivized based on point-of-sale (POS) sales within their assigned ZIP codes, with credit given for sales across the product portfolio.
    • The incentive plan may shift to focus specifically on iVIZIA point-of-sale purchases as the team and business strategy continue to develop.

  • How would you view success by a Territory Manager within the first 30 days of the role?
    • Establish a strong foundation for long-term territory success rather than chasing quick wins that aren't sustainable.
    • Gain a clear understanding of each target account, including key stakeholders, decision-makers, and the roles of office staff.
    • Develop a structured territory business plan with defined priorities, account segmentation, and efficient routing.
    • Become a trusted resource by learning the product portfolio, understanding customer needs, and providing value during every interaction.
    • Build the systems, relationships, and processes needed to support consistent execution and long-term growth.

  • Interview process?
    • Phone sreen
    • VIV RSD narrow down
    • in person
    • Virtual with HR, training, and Joe(seperate?)

Confirmed

$80k to $145k

Base salary range: $80,000-$110,000- $120,000- $145,000

Target bonus: $38,000 uncapped –First 13 weeks from hire date they qualify for commission at plan at Thea Pharma, even if they start at the middle of the quarter.

20 days of PTO – 4 weeks

5 sick days – 5 weeks

22 company holidays (summer AND winter shutdown)

Fully paid premiums for individual and family medical, dental, and vision

100% match up to 6% on your 401k (6% match) that will vest immediately

Company Car

3 weeks home study, product training ?

RSD: Deadline Week of September 7th

TM: Target Start Date: September 21st (last day 9/28)

Job Type
Full-Time Regular
Location
Chicago, IL