Area Director, Interventional Glaucoma

Glaukos Corporation; San Clemente (CA); On-site; USD 158,000 - 197,000; Full time

Job summary

Glaukos Corporation in California seeks an Area Director to lead a Sales Manager team and drive revenue growth by meeting top-line targets and executing strategic initiatives. You will recruit, coach and train Sales Managers, collaborate with Strategic Accounts and Market Access, and engage with KOLs to strengthen market position across ophthalmic channels.

Travel within the area is expected to support field execution and customer engagement, with RSUs and a variable incentive package shaping

Qualifications

• Bachelor's degree required.
• 10+ years in sales and marketing experience; ophthalmic-related industry preferred.
• Must have proven ability to train field sales peers.
• Proven ability to manage field sales team.
• 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.

Responsibilities

• Lead and manage Sales Manager 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.

Skills

Leadership

Sales training

Communication skills

Budgeting & reporting

Presentation skills

Relationship building

Team management

Education

Bachelor's Degree

Tools

SFDC (Salesforce)

Job description

*The ideal candidate will live in NYC, Boston or NJ/Philly area

Job Summary

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 Base + Variable Incentive/Bonus + RSUs