Area Director, Interventional Glaucoma

Glaukos•San Clemente, CA

2d•$157,700 - $197,100•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 achieve commercial objectives. The ideal candidate will live in Los Angeles, San Diego, or Orange County. The Area Director develops, coaches, and guides Sales Managers; recruits, hires, trains, and coaches team members; and provides ongoing direction on business activities and initiatives. The role requires foundational knowledge of products, clinical and reimbursement matters, account onboarding, sales resources and processes, business reviews, optometric engagement strategies, and emerging initiatives. The Area Director engages Key Opinion Leaders in the ophthalmic and optometric communities, regularly co-travels with Sales Managers, works in the field as a leader by example, monitors competitors, and reports changes in market dynamics, challenges, opportunities, and team engagement. Attendance at national, regional, state, and local ophthalmology meetings may be needed. The Area Director trains field teams on account onboarding, business reviews, optometric education and engagement, customer presentations, staff education, and clinical support. The role also develops personalized training for Sales Managers and helps lead training at regional or national sales meetings. The Area Director fosters teamwork and knowledge sharing, works with other Area Directors on Corneal and Glaucoma business growth targets, and partners with other departments as applicable.

Requirements

Bachelor's degree required.
More than 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 with customers.
Working knowledge of SFDC or other CRM tools required.
Ability to comply with procedures and processes.

Nice To Haves

Experience in the 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 and reimbursement matters, 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.
Co-travel regularly with Sales Managers to observe and develop skills, improve effectiveness, and guide territory strategies.
Work in the field and lead by example to demonstrate company expectations to Sales Managers.
Provide ongoing direction 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 when needed.
Monitor and evaluate competitor activities and products in the market.
Train field teams on 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 field teams 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 within Glaukos and support their efforts where applicable.