Area Director, Interventional Glaucoma (SoCal)

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

Benefits offered by this job

RSUs

Bonus opportunities

Job summary

Glaukos Corporation in the United States seeks an Area Director to lead a Sales Manager team, drive top-line revenue and achieve targets by executing strategic initiatives within a defined Area.

You will collaborate with Area Director peers, Strategic Accounts and Market Access teams to meet commercial objectives, develop talent, and navigate market dynamics while coaching field sales professionals to exceed goals.

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.
• Strong communication skills.
• Proficient in creating reports, budgets, and presentations (Word/Excel/PowerPoint).
• Track record of meeting/exceeding goals.
• Ability to build relationships internally and with customers.
• Working knowledge of SFDC or other CRM tools.
• Ability to comply with procedures.

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

Sales leadership

Communication skills

CRM (SFDC)

Training & development

Budgeting/reports

Goal setting/execution

Relationship building

Office tools (Word/Excel/PP)

Pharma/ophthalmic experience

Area management

Education

Bachelor's Degree

Tools

SFDC (Salesforce)

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

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