The posting
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
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About Us
Generous. Innovative. Leadership-driven. Family-oriented. Socially responsible.
Founded in 1998, Glaukos Corporation is an ophthalmic pharmaceutical and medical technology company focused on developing and commercializing novel therapies for the treatment of glaucoma, corneal disorders, and retinal diseases.
Our mission at Glaukos is to truly transform vision by pioneering novel, dropless therapies that can meaningfully advance the standard of care and improve the lives of patients suffering from chronic, sight-threatening eye diseases.
Innovation is at the core of everything we do, and we are resolute in our commitment to challenge conventional thinking with new treatment alternatives that are supported by real science, robust clinical evidence, and an unrelenting focus on patients.
Our constant pursuit of game-changing technologies that disrupt legacy treatment paradigms is encapsulated in the Glaukos mantra “We’ll Go First,” which articulates our willingness to take chances, our determination to forge new ground, and our commitment to continuous improvement in all that we do.
Our company completed an initial public offering in June of 2015, and our shares are traded on the New York Stock Exchange under the ticker symbol “GKOS”. Our global headquarters is in Aliso Viejo, California with additional locations in San Clemente, California, and Burlington, Massachusetts.
Glaukos Corporation is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.
All offers of employment are contingent upon the successful completion of a background check, including successfully passing a drug screen, based on the position and local regulations.
