Glaukos Corporation
National Account Manager
Glaukos Corporation, Charlotte, North Carolina, United States, 28245
Job Description
GLAUKOS - NATIONAL ACCOUNT MANAGER
How will you make an impact?Lead the development and execution of strategic account plans to achieve company sales targets and business objectives for diagnostic divisionCollaborate closely with Senior Director, Private Equity, to sync key relationships with targeted accounts on pull-through of Glaukos initiatives for diagnostic business and interventional glaucomaAccelerating relationships within targeted strategic account list and engaging leadership on RadiusXR contracting opportunities coupled with interventional glaucoma education programsRunning strategic account business reviews sharing benefits of Glaukos partnershipWhat will you do?
Strategic Account Management:
Driving higher penetration of strategic accounts by identifying opportunities and increasing adoption of RadiusXR platformTeam Leadership & Management:
Work within a matrix structure of accomplished regional business managers, marketing and medical fostering a culture of collaboration and continuous improvement to achieve specific corporateobjectives
Lead achievement of these objectives on a cross functional basis
Private Equity Contract Negotiation:
Coordinate negotiations with strategic accounts ensuring alignment with the company's strategic goals
Collaborate closely with relevant internal stakeholders to drive successful outcomes in contract discussions
Business Development:
Identify and pursue new business opportunities within targeted private equity groups, GPOs and universitiesAward-Winning Commercial Performance:
Leverage extensive commercial experience to drive higher penetration of RadiusXR platform, increasing revenue growth, and supporting the achievement of overall corporate sales goalsDiagnostic subject matter expert and providing support for high profile accounts to ensure trial success via hands on training and developmentRelationship Management:
Build and maintain strong relationships with Key Opinion Leaders (KOLs), influencers, and other key stakeholders in the ophthalmology space particularly as they relate to strategic accounts, to enhance the company's reputation and drive product adoption
Utilize a deep understanding of the glaucoma market and KOLs to develop innovative strategies and tacticsDrive diagnostic and interventional glaucoma KOL management with support for consulting, advisory boards, speaker training and launching user group meetings
Strategic accounts include the following:
Sight PartnersAscend Vision PartnersPrismSpectrum/OCLIVision Innovation PartnersUS EyeEye South PartnersOMNI Ophthalmic Management Consultants
Managing business opportunities through contracts and pull-through opportunities with targeted group purchasing organizations (GPOs)Focused efforts launching Radius platform in key MD and OD Academic Institutions
Bascom PalmerUniversity of North CarolinaUniversity of MinnesotaUniversity of MississippiNYUMUSCNOVA SoutheasternNECOWills Eye
Training and Development:
Creates and delivers ongoing skill advancement training for the field sales team through various formats, such as workshops, videos, and podcasts and other channels
Leverage subject matter expert knowledge through training and development of DRBM team (negotiation skills, product and competitive knowledge, technology updates, EHR integration)Responsible for ensuring training of any new hires on the diagnostic teamGlaukos expert liaison for RadiusXR product and integration supportEnsure that training initiatives are aligned with company goals and industry best practicesConducts field rides with DRBMs gathering best practices and providing on-the-job coaching to improve quota attainment
Travel:
Travel frequently (up to 50% of the time, mostly with overnight stays) to meet with clients, attend industry events, and support team members in the fieldHow will you get here?
Education:
Bachelor's Degree required; MBA desiredExperience:
Minimum of 8 years of experience in the eye care industry, with a strong background in sales performance, business development, and KOL management
3+ years of B2B sales experience, selling medical device2+ years people management experience desired
Private Equity Expertise:
Demonstrated experience in business development with private equity groups, with a deep understanding of the complexities involved in such negotiationsSales Achievements:
A history of award-winning sales performance, with a proven ability to meet and exceed targets
Focus on achievement of growth goals and team accountability
Training & Development:
Experience in creating and delivering training programs, including virtual and blended learning formatsCommunication & Negotiation:
Strong communication, negotiation, and interpersonal skills, with the ability to influence and build relationships at all levels
Skilled at creating and delivering presentations and training sessions to diverse audiencesHighly collaborative with excellent communication and analytical skills
Interpersonal skills:
Ability to build strong relationships across the organization and foster a cooperative team environment
Strong organizational and project management skills
Experience with MS Word, Excel, PowerPoint and CRM systems (salesforce.com preferred)
#GKOSUS
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.
GLAUKOS - NATIONAL ACCOUNT MANAGER
How will you make an impact?Lead the development and execution of strategic account plans to achieve company sales targets and business objectives for diagnostic divisionCollaborate closely with Senior Director, Private Equity, to sync key relationships with targeted accounts on pull-through of Glaukos initiatives for diagnostic business and interventional glaucomaAccelerating relationships within targeted strategic account list and engaging leadership on RadiusXR contracting opportunities coupled with interventional glaucoma education programsRunning strategic account business reviews sharing benefits of Glaukos partnershipWhat will you do?
Strategic Account Management:
Driving higher penetration of strategic accounts by identifying opportunities and increasing adoption of RadiusXR platformTeam Leadership & Management:
Work within a matrix structure of accomplished regional business managers, marketing and medical fostering a culture of collaboration and continuous improvement to achieve specific corporateobjectives
Lead achievement of these objectives on a cross functional basis
Private Equity Contract Negotiation:
Coordinate negotiations with strategic accounts ensuring alignment with the company's strategic goals
Collaborate closely with relevant internal stakeholders to drive successful outcomes in contract discussions
Business Development:
Identify and pursue new business opportunities within targeted private equity groups, GPOs and universitiesAward-Winning Commercial Performance:
Leverage extensive commercial experience to drive higher penetration of RadiusXR platform, increasing revenue growth, and supporting the achievement of overall corporate sales goalsDiagnostic subject matter expert and providing support for high profile accounts to ensure trial success via hands on training and developmentRelationship Management:
Build and maintain strong relationships with Key Opinion Leaders (KOLs), influencers, and other key stakeholders in the ophthalmology space particularly as they relate to strategic accounts, to enhance the company's reputation and drive product adoption
Utilize a deep understanding of the glaucoma market and KOLs to develop innovative strategies and tacticsDrive diagnostic and interventional glaucoma KOL management with support for consulting, advisory boards, speaker training and launching user group meetings
Strategic accounts include the following:
Sight PartnersAscend Vision PartnersPrismSpectrum/OCLIVision Innovation PartnersUS EyeEye South PartnersOMNI Ophthalmic Management Consultants
Managing business opportunities through contracts and pull-through opportunities with targeted group purchasing organizations (GPOs)Focused efforts launching Radius platform in key MD and OD Academic Institutions
Bascom PalmerUniversity of North CarolinaUniversity of MinnesotaUniversity of MississippiNYUMUSCNOVA SoutheasternNECOWills Eye
Training and Development:
Creates and delivers ongoing skill advancement training for the field sales team through various formats, such as workshops, videos, and podcasts and other channels
Leverage subject matter expert knowledge through training and development of DRBM team (negotiation skills, product and competitive knowledge, technology updates, EHR integration)Responsible for ensuring training of any new hires on the diagnostic teamGlaukos expert liaison for RadiusXR product and integration supportEnsure that training initiatives are aligned with company goals and industry best practicesConducts field rides with DRBMs gathering best practices and providing on-the-job coaching to improve quota attainment
Travel:
Travel frequently (up to 50% of the time, mostly with overnight stays) to meet with clients, attend industry events, and support team members in the fieldHow will you get here?
Education:
Bachelor's Degree required; MBA desiredExperience:
Minimum of 8 years of experience in the eye care industry, with a strong background in sales performance, business development, and KOL management
3+ years of B2B sales experience, selling medical device2+ years people management experience desired
Private Equity Expertise:
Demonstrated experience in business development with private equity groups, with a deep understanding of the complexities involved in such negotiationsSales Achievements:
A history of award-winning sales performance, with a proven ability to meet and exceed targets
Focus on achievement of growth goals and team accountability
Training & Development:
Experience in creating and delivering training programs, including virtual and blended learning formatsCommunication & Negotiation:
Strong communication, negotiation, and interpersonal skills, with the ability to influence and build relationships at all levels
Skilled at creating and delivering presentations and training sessions to diverse audiencesHighly collaborative with excellent communication and analytical skills
Interpersonal skills:
Ability to build strong relationships across the organization and foster a cooperative team environment
Strong organizational and project management skills
Experience with MS Word, Excel, PowerPoint and CRM systems (salesforce.com preferred)
#GKOSUS
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.