Key Account Manager - Germany

Glaukos Corporation; Germany (OH); On-site; USD 104,000 - 150,000; Full time

Job summary

Glaukos Corporation is seeking a senior commercial professional to accelerate the adoption of innovative ophthalmology technologies in Germany. You will partner with physicians, clinic leaders, and healthcare stakeholders to drive growth, navigate reimbursement pathways, and optimize access to advanced surgical solutions.

The role emphasizes strong relationship management, cross-functional collaboration, and strategic account support with a focus on improving patient access and practice

Qualifications

• Minimum 5 years experience in at least two of the following areas: Sales / Sales management; Medical Device or Pharmaceutical reimbursement; Business consulting in a health-related field; Ophthalmology practice administration.
• In-depth knowledge of the healthcare environment, including physician practice operations and dynamics.
• Up-to-date knowledge of the medical device and/or pharmaceutical regulatory environment.
• Experience with surgical devices and clinic stakeholders.
• Proven track record of success and ability to influence across stakeholders.

Responsibilities

• Drive commercial growth by partnering with ophthalmology practices and healthcare stakeholders to expand adoption of surgical technologies.
• Build strategic relationships with physicians, clinic leaders, and administrators to understand practice dynamics and identify growth opportunities.
• Support practices in navigating reimbursement pathways and healthcare economics to improve access to treatments and technologies.
• Provide strategic account support aligning clinical value, practice operations, and commercial objectives.
• Deliver presentations, trainings, and educational programs to clinical teams and key decision-makers.
• Collaborate cross-functionally with internal teams to strengthen account strategies.
• Identify opportunities to optimize practice performance, workflow, and patient access.

Skills

Sales / Sales management

Healthcare reimbursement

Health consulting

Ophthalmology practice administration

Relationship building

Communication and presentation

Job description

Overview

What impact will you make? In this role, you will help accelerate the adoption and commercial success of innovative ophthalmology technologies by partnering with physicians, clinic leaders, and healthcare stakeholders across the Germany. By combining strong commercial acumen with a deep understanding of reimbursement, clinical operations, and healthcare dynamics, you will support practices in navigating the evolving healthcare landscape while driving sustainable growth and improving patient access to advanced surgical solutions. Your ability to build trusted partnerships with key decision-makers will help strengthen market access, optimize practice performance, and deliver meaningful value for both healthcare providers and patients.

Responsibilities

• Drive commercial growth by partnering with ophthalmology practices and healthcare stakeholders to expand the adoption of innovative surgical technologies.
• Build strategic relationships with physicians, clinic leaders, and administrators to understand practice dynamics and identify growth opportunities.
• Support practices in navigating reimbursement pathways and healthcare economics to improve access to treatments and technologies.
• Provide strategic account support that aligns clinical value, practice operations, and commercial objectives.
• Deliver presentations, training, and educational programs to clinical teams and key decision-makers.
• Collaborate cross-functionally with internal commercial, clinical, and market access teams to strengthen account strategies.
• Identify opportunities to optimize practice performance, workflow, and patient access within the healthcare environment.
• Ensure all activities are conducted within legal, regulatory, and compliance guidelines.

Qualifications

• A minimum of 5 years successful experience in at least two of the following areas: Sales / Sales management; Medical Device or Pharmaceutical reimbursement; Business consulting (or equivalent) in a health-related field; Ophthalmology practice administration (senior level with emphasis on clinical operations and cross functional leadership).
• In-depth and up-to-date knowledge of the healthcare environment, including physician practice operations and practice dynamics.
• Up-to-date knowledge and understanding of the medical device and/or pharmaceutical regulatory environment.
• Experience working with surgical devices and clinic key stakeholders and strong knowledge of medical office operations.
• Experience leading without authority and influencing across stakeholders and functions.
Proven track record of success, including consistently meeting and exceeding targeted goals.
• Strong relationship-building skills with the ability to interact effectively with stakeholders at all levels.
• Excellent time management, project management, and problem-solving skills with the ability to work effectively in dynamic environments and situations with ambiguity.
• Strong communication, presentation, facilitation, and training skills along with high emotional intelligence, good judgement, and a positive attitude.
• Ability to travel approximately 40%; overnight travel including occasional weekend work and conduct all business within legal and compliance guidelines.