Area Sales Director-West

Bausch + Lomb (NYSE/TSX: BLCO) is a leading global eye health company dedicated to protecting and enhancing the gift of sight for millions of people around the world—from the moment of birth through every phase of life. Our mission is simple, yet powerful: helping you see better, to live better.

Our comprehensive portfolio of over 400 products is fully integrated and built to serve our customers across the full spectrum of their eye health needs throughout their lives. Our iconic brand is built on the deep trust and loyalty of our customers established over our 170-year history. We have a significant global research, development, manufacturing and commercial footprint of approximately 13,000 employees and a presence in approximately 100 countries, extending our reach to billions of potential customers across the globe. We have long been associated with many of the most significant advances in eye health, and we believe we are well positioned to continue leading the advancement of eye health in the future.

About the Role

The Area Sales Director is an execution leader responsible for ensuring that Bausch + Lomb's corporate and commercial strategy is executed fully and consistently across the area. You will lead two sales teams, Surgical Cataract and Glaucoma, by managing the Regional Business Directors and, through them, their regional sales reps. While each team owns its own portfolio, you will align them to co-promote, cross-sell and bundle cataract and glaucoma products so customers are offered the full portfolio.

You are accountable for area top-line revenue and profitability. You will deliver results that support the right strategy and pricing model, use the surgical digital tools effectively, and operate in line with the Bausch + Lomb Code of Conduct. You will lead by example, becoming an expert and trainer in digital tools, and you will train your Regional Business Directors, so they are equipped to train their teams.

Key Responsibilities

1. Deliver top line and profitability

• Own the area's revenue, market-share, growth and profitability targets across Surgical Cataract and Glaucoma.
• Translate the US commercial strategy into clear, communicated plans, priorities and account targets, and ensure execution to achieve plan for all key product segments (instruments, custom packs, equipment accessories, service and consumables) while remaining profitable.
• Review and validate all Product quotations and make sure each offer includes all appropriate products across the surgical portfolio. 
• Track performance, behaviors (aligned with the Code of Conduct) and operating expenses, and address issues promptly through an action-oriented approach to performance management.
• Represent the Bausch + Lomb Surgical division with Key Opinion Leaders (KOLs), in conjunction with the KOL Manager and the Marketing team.

2. Integrate the Surgical and Glaucoma teams

• Lead and align both groups of Regional Business Directors so each team focuses on its core portfolio while actively co-promoting the other.
• Build a "one Bausch + Lomb" approach so customers are encouraged to buy glaucoma and surgical products together.
• Drive weekly, monthly, and quarterly joint account planning, shared customer targeting and coordinated call activity between the sales forces to optimize customer support and target coverage.
• Identify and act on cross-selling and bundling opportunities at every account, using new products to win share within existing Bausch + Lomb customers, while ensuring each rep also focuses on winning new accounts from competitors.

3. Govern commercial offers and pricing

• Validate every commercial offer in the area before it goes to a customer.
• Make sure offers are built around customer needs and include the appropriate products across the surgical portfolio, through bundles and cross-portfolio proposals that follow approved pricing and compliance guidelines.
• Make sure all reps and Regional Business Directors apply consistent, approved pricing and follow pricing and contracting guidelines.
• Protect profitability by stopping single-product offers, off-strategy discounts and pricing leakage.

4. Drive adoption of digital tools and systems

• Require full, correct use of company commercial tools, including Maverick, Salesforce and the new consignment management tool.
• Make sure CRM data, call activity, opportunities, and consignment inventory are recorded accurately with high level of quality and on time.
• Use tool data and dashboards to manage performance, coach the team and make decisions.
• Champion new tools as they launch, so the whole area adopts them quickly and consistently.

5. Oversee activity, expenses, and compliance

• Monitor the activity of Regional Business Directors and sales reps for productivity, call quality and alignment with commercial priorities and pre-defined targeting plan.
• Review and approve team expenses against Bausch + Lomb expense guidelines and budget, including control of congress and event participation.
• Make sure all customer interactions and spending follow Bausch + Lomb global corporate policies including Code and applicable US healthcare laws (e.g., Anti-Kickback Statute, Sunshine Act).
• Promote a culture of integrity; raise and resolve issues promptly with the Compliance team.
• Accountable for consignment management and optimization, following national guidance and adjusting consignment size in real time based on each customer's actual sales level (data to be provided by the Commercial Operations group).

6. Lead and develop people

• Lead, coach, and develop Regional Business Directors, and through them the sales reps, so everyone follows the same commercial methodology.
• Set clear expectations, run consistent performance management and build strong succession pipelines.
• Recruit, develop and retain top talent in both sales forces.

7. Collaborate across franchises and functions

• Partner with commercial leaders across Retina, Refractive and Digital to align priorities, share customer insights and coordinate account strategies so customers experience one Bausch + Lomb.
• Collaborate with internal stakeholders from support teams, including Marketing, Commercial Operations, Pricing and Contracting, Customer Service, Compliance, Finance and Human Resources, to remove obstacles and support execution in the area.
• Share best practices and escalate cross-franchise opportunities and issues promptly so they are resolved in line with company priorities.

Qualifications

Required

• Bachelor's degree.
• 10+ years of medical device or ophthalmic sales experience, including 5+ years leading sales managers (second-line leadership).
• A proven record of delivering both revenue and profitability targets.
• Experience leading multiple sales teams or portfolios and driving cross-selling or bundling strategies.
• Strong command of pricing governance, contracting and deal approval.
• Hands-on experience driving CRM and digital tool adoption (Salesforce)
• A strong compliance mindset and working knowledge of US healthcare compliance rules.
• Valid driver's license and the ability to travel extensively.
• A leadership style that sets the example for the team.
• Experience in ophthalmic surgical (cataract) and/or glaucoma markets.
• Established relationships with ophthalmic surgeons, ASCs, hospitals and IDNs.
• Experience with consignment or inventory management models.

Strongly Preferred

• Proven experience "leading leaders" (managing managers) within the surgical space in ophthalmology.
• Experience managing a P&L.

Key Success Measures

• The area delivers on top line and profitability.
• Cross-sell and bundle penetration grows (customers buying both Surgical and Glaucoma products).
• Pricing follows guidelines and every commercial offer is validated.
• Maverick, Salesforce and the consignment tool are fully and correctly used.
• Team expenses stay within budget, and internal expense and compliance audits are completed with no significant findings required compliance training is completed by 100% of the team on time.
• Team engagement scores meet or exceed target, voluntary turnover stays at or below target, and each Regional Business Director has a current development plan and an identified succession candidate.

Physical and Work Environment Requirements

• Field-based role requiring regular travel (approximately 50–70%) by car and air, including overnight stays.
• Must hold a valid driver's license to travel by car as required for the role.
• Ability to work in hospital, ambulatory surgery center and operating room settings, including standing and walking for extended periods and following facility credentialing and vendor access requirements.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this role.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

For U.S. locations that require disclosure of compensation, the starting pay for this role is between $195,000.00 and  $235,000.00.  The estimated salary range reflects an anticipated range for this position. The actual base salary offered may depend on a variety of factors.

U.S. based employees may be eligible for short-term and/or long-term incentives. They may also be eligible to participate in medical, dental, vision insurance, disability and life insurance, a 401(k) plan and company match, a tuition reimbursement program (select degrees), company holidays, and well-being benefits, among others. U.S. based employees are also eligible to receive sick time, floating holidays and paid vacation.

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