Glaukos

Medical devices for glaucoma treatment

Area Director - Interventional Glaucoma

Field SalesConfirmed live in the last 24 hours

Full-timeRemote in USA

About the Job

Requirements

A bachelor's degree is required.
At least 10 years of sales and marketing experience is required.
The ability to train field sales peers is required.
Experience managing a field sales team is required.
The candidate must be able to create reports, budgets, and presentations using Word, Excel, and PowerPoint.
The candidate must have a proven record of setting, meeting, and exceeding assigned goals and objectives.
The candidate must be able to build relationships and interact with all levels internally and with customers.
Working knowledge of Salesforce CRM (SFDC) or other customer relationship management tools is required.
The candidate must be able to comply with procedures and processes.

Responsibilities

Lead and manage the team in the designated area.
Develop, coach, and guide Sales Managers to achieve assigned sales goals and targets in the area.
Recruit, hire, train, and coach Sales Managers to meet program goals aligned with company goals and strategies.
Maintain foundational knowledge of the functional business, including product, clinical, and reimbursement knowledge; account onboarding; sales resources and processes; business reviews; optometric engagement strategies; and emerging initiatives.
Engage and manage Key Opinion Leaders within the ophthalmic and optometric community in the area.
Travel regularly with Sales Managers to observe and develop their skills, improve effectiveness, and guide territory strategies.
Work in the field and demonstrate the expected daily standards to Sales Managers.
Provide ongoing direction to the sales team on strategic business activities and initiatives that support short- and long-term sales targets.
Identify and report changes to market dynamics, business challenges or opportunities, and sales team engagement.
Attend national, regional, state, and local ophthalmology meetings as needed.
Monitor and evaluate competitors’ activities and products in the market.
Train the field team on account onboarding, business reviews, optometric education and engagement activities, customer presentations, staff education, and clinical support.
Develop personalized training and development for each Sales Manager.
Help develop and lead training for the field team at regional or national sales meetings.
Create an environment of teamwork, collaboration, and knowledge sharing within the team.
Work with other Area Directors to achieve growth targets for Corneal and Glaucoma business.
Partner with other departments and support their efforts where applicable.

Desired Qualifications

Experience in the ophthalmic-related industry is preferred.

The Area Director will be responsible for leading a Sales Manager team to achieve top line revenue and sales targets, execute strategic business initiatives and navigate emerging challenges and obstacles within a specific Area. The Area Director will collaborate with other functional Area Director counterparts, Strategic Accounts and Market Access teams to achieve commercial objectives.

Key Responsibilities

Lead and Manage team in designated Area.
Develop, coach and guide Sales Manager team to achieve assigned sales goals and targets in the Area.
Recruit, hire, train and coach Sales Managers to hit program goals that are in line with company goals and strategies.
Have core foundational knowledge of functional business: product, clinical & reimbursement knowledge; account onboarding; sales resources & processes; business reviews; and optometric engagement strategies, and other emerging initiatives.
Engage and manage Key Opinion Leaders (KOLs); within ophthalmic and optometric community in Area.
Co-travel regularly with Sales Managers to observe and develop skills, improve effectiveness and guide territory strategies.
Work in the field to lead by example to show the Sales Managers what Glaukos expects daily basis.
Provide ongoing direction to sales team on strategic business activities and initiatives that will drive successful attainment of short term and long terms sales targets.
Identify and report on changes to market dynamics, business challenges or opportunities, and sales team engagement.
Attend national, regional state and local ophthalmology meetings when needed.
Monitor and evaluate the activities and products of competitors in the market.

Training

Train field on account on-boarding, business reviews, optometric education & engagement activities, customer presentations, staff education and clinical support.
Develop personalized training and development for each Sales Manager.
Help develop and lead training for field team at regional or national sales meetings.

Teamwork

Create an environment of teamwork, collaboration and knowledge sharing within the team.
Work closely with other Area Directors to achieve growth targets for Corneal and Glaucoma business alike.
Partner with other departments within Glaukos and support efforts where applicable.

Qualifications

Bachelor's Degree Required.
10 plus years in sales and marketing experience required. Ophthalmic-related industry preferred.
Must have proven ability to train field sales peers required.
Proven ability to manage field sales team required.
Must have extraordinary communication skills.
Must be able to create reports, budgets, and presentations using Word, Excel, and PowerPoint.
Proven record in setting, meeting and exceeding assigned goals and objectives.
Ability to build relationships, interact with all levels internally at Glaukos and at the customer level.
Working knowledge of SFDC or other CRM tools required.
Ability to comply with procedures and processes.

Compensation: $157,700 – $197,100 + Variable Incentive/Bonus + RSUs

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About the Company

Glaukos

Medical devices for glaucoma treatment

Glaukos focuses on ophthalmology by developing and commercializing medical devices and therapies for glaucoma, corneal disorders, and retinal diseases. Its products mainly target surgeons who treat eye conditions, with a core technology in micro invasive glaucoma surgery (MIGS). The company’s MIGS devices, such as the Trabecular Micro Bypass Stent and next-generation iStent, are implanted in the eye to improve outflow of eye fluid and lower intraocular pressure, offering a less invasive option compared with traditional surgeries. Glaukos differentiates itself by pioneering MIGS and bringing the first US-approved MIGS device to market in 2012, continuing to expand its portfolio through research, development, and strategic acquisitions. The company aims to improve patient care by providing safer, effective, and longer-lasting treatment options for glaucoma and related eye diseases, addressing unmet needs in ophthalmology.

Company size: 1,001-5,000
Company stage: IPO
Headquarters: Aliso Viejo, CA
Founded: 1998

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