Area Director, Interventional Glaucoma

Glaukos Corporation; United States; On-site; USD 158,000 - 197,000; Full time

Job summary

Glaukos Corporation in the United States is seeking an Area Director to lead a Sales Manager team across a defined Area, driving top-line revenue and achieving sales targets while navigating market challenges within ophthalmic devices.

The role collaborates with Strategic Accounts and Market Access to reach commercial objectives; it includes recruiting and coaching Sales Managers, frontline field leadership, and frequent travel to remain close to customers.

Qualifications

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

Responsibilities

• Lead and manage team in designated Area.
• Develop, coach and guide Sales Managers to hit area sales goals.
• Recruit, hire, train and coach Sales Managers to meet program goals.
• Co-travel with Sales Managers to develop skills and territory strategies.
• Lead by example in the field to reinforce expectations.
• Provide direction on strategic activities to achieve short and long-term targets.
• Identify market changes, challenges or opportunities and report findings.
• Attend relevant ophthalmology meetings as needed.

Skills

Team leadership

Communication skills

Sales training

CRM (SFDC)

Relationship building

Education

Bachelor's Degree

Tools

SFDC

Excel

PowerPoint

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

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