Area Director, Interventional Glaucoma

Glaukos Corporation•San Clemente, CA

1d•Remote

About The Position

The Area Director leads a Sales Manager team in a designated Area to achieve revenue and sales targets, execute strategic business initiatives, and address emerging challenges. The role collaborates with other functional Area Directors, Strategic Accounts, and Market Access teams to meet commercial objectives. The ideal candidate will live in Los Angeles, San Diego, or Orange County. The Area Director recruits, hires, trains, coaches, and guides Sales Managers; develops their skills through regular field travel and individualized development; and provides direction on initiatives that support short- and long-term sales goals. The role requires foundational knowledge of products, clinical matters, reimbursement, account onboarding, sales resources and processes, business reviews, and optometric engagement. It also involves engaging key opinion leaders, monitoring market and competitor activity, reporting business developments, and attending ophthalmology meetings as needed. The Area Director trains field teams in account onboarding, business reviews, optometric education and engagement, customer presentations, staff education, and clinical support. The role fosters teamwork and knowledge sharing, partners with other Area Directors on Corneal and Glaucoma growth targets, and collaborates with other company departments.

Requirements

Bachelor’s degree required.
10+ years of sales and marketing experience required.
Proven ability to train field sales peers required.
Proven ability to manage a field sales team required.
Extraordinary communication skills.
Ability to create reports, budgets, and presentations using Word, Excel, and PowerPoint.
Proven record of setting, meeting, and exceeding assigned goals and objectives.
Ability to build relationships and interact with all levels internally and at the customer level.
Working knowledge of SFDC or other CRM tools required.
Ability to comply with procedures and processes.

Nice To Haves

Experience in an ophthalmic-related industry is preferred.

Responsibilities

Lead and manage the team in the designated Area.
Develop, coach, and guide Sales Managers to achieve assigned sales goals and targets.
Recruit, hire, train, and coach Sales Managers to meet program goals aligned with company goals and strategies.
Maintain foundational knowledge of products, clinical matters, reimbursement, account onboarding, sales resources and processes, business reviews, optometric engagement strategies, and emerging initiatives.
Engage and manage key opinion leaders in the ophthalmic and optometric communities within the Area.
Travel regularly with Sales Managers to observe and develop their skills, improve effectiveness, and guide territory strategies.
Work in the field to demonstrate the company’s expectations for Sales Managers.
Direct the sales team on strategic business activities and initiatives that support short- and long-term sales targets.
Identify and report changes in market dynamics, business challenges or opportunities, and sales team engagement.
Attend national, regional, state, and local ophthalmology meetings as needed.
Monitor and evaluate competitor activities and products in the market.
Train field staff in account onboarding, business reviews, optometric education and engagement, customer presentations, staff education, and clinical support.
Develop personalized training and development for each Sales Manager.
Help develop and lead training for the field team at regional or national sales meetings.
Create an environment of teamwork, collaboration, and knowledge sharing.
Work with other Area Directors to achieve growth targets for Corneal and Glaucoma businesses.
Partner with other departments and support their efforts where applicable.