Area Director, Interventional Glaucoma (SoCal)

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

Job summary

Glaukos Corporation is seeking an Area Director to lead a Sales Manager team across the designated Area and drive top-line revenue. The role requires coaching, recruiting, and aligning field sales with corporate goals while engaging KOLs in ophthalmic markets.

The position involves field leadership, strategic planning, and collaboration with cross-functional teams to meet short and long-term targets. It supports remote work and offers performance incentives including RSUs.

Qualifications

• Bachelor's degree required.
• 10+ years in sales and marketing; ophthalmic industry preferred.
• Proven ability to train field sales peers.
• Proven ability to manage field sales team.
• Extraordinary communication skills.
• Working knowledge of SFDC or other CRM tools.
• Ability to create reports, budgets, and presentations.

Responsibilities

• Lead and manage a Sales Manager team in the designated Area.
• Develop, coach, and guide Sales Managers to meet area sales targets.
• Recruit, hire, train and coach Sales Managers to hit program goals.
• Engage and manage Key Opinion Leaders (KOLs) within ophthalmic and optometric community.
• Co-travel with Sales Managers to develop skills and territory strategies.
• Lead by example in the field to demonstrate expected performance.
• Provide direction on strategic activities to drive short and long-term targets.
• Attend ophthalmology meetings and monitor competitor activities.

Skills

Sales leadership

Team management

Communication

Relationship building

Training field reps

Budgeting & reporting

Presentation skills

Education

Bachelor's degree

Tools

Salesforce (SFDC)

Microsoft Excel

PowerPoint

Microsoft Word

Job description

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

#GKOSUS

#LI-Remote