Area Director - Midwest

Glaukos Corporation•San Clemente, CA

About The Position

How will you make an impact? The Glaucoma Area Director will be responsible for leading an Interventional Glaucoma Business Sales team to achieve top-line revenue and sales targets, execute strategic business initiatives, and navigate emerging challenges and obstacles within a specific Area of the United States. This role collaborates closely with Interventional Glaucoma Surgical Area Directors, Practice Integration Area Directors, Corneal Health Area Directors, and partners across Strategic Accounts and Market Access to ensure the Area meets commercial objectives. Total Compensation $300K+, incentive earnings are uncapped. Responsibilities What will you do? Lead and Manage the Glaucoma team in designated Area of the US Develop, coach, and guide the In-Office Interventional Glaucoma Sales Manager (iGBM) team to achieve assigned sales goals and targets in the Area. Recruit, hire, train, and coach iGBMs to meet program goals aligned with company strategy. Maintain core foundational knowledge of the Glaucoma business—including product, clinical, and reimbursement expertise; Glaucoma account onboarding; sales resources and processes; business reviews; optometric engagement strategies; and other emerging initiatives. Engage and manage Key Opinion Leaders (KOLs) within the ophthalmic and optometric community in the Area. Co-travel regularly with iGBMs to observe, develop skills, strengthen effectiveness, and guide territory strategy. Work in the field to lead by example and demonstrate daily expectations for iGBMs. Provide ongoing direction to the team on strategic business activities and initiatives that support both short-term and long-term sales targets. Identify and report changes in market dynamics, business challenges, opportunities, or shifts in sales team engagement. Attend national, regional, state, area speaker dinner programs, and local ophthalmology meetings as needed. Monitor and evaluate competitor activities and product performance within the market. Training Train field teams on account onboarding, business reviews, optometric education and engagement activities, customer presentations, staff education, and clinical support. Develop personalized training and development plans for each iGBM. Help develop and lead training for field teams 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 both the Corneal and Glaucoma businesses. Partner with other departments across the organization and support cross-functional initiatives where applicable.

Requirements

Bachelor’s Degree required.
10+ years of sales and marketing experience; ophthalmic-related industry experience preferred.
Must have proven ability to train field sales peers
Demonstrated capability in leading a field sales team is preferred.
A valid driver’s license issued in the United States.
Requires excellent communication skills.
Must be able 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 effectively at all organizational levels and with customers.
Working knowledge of SFDC or other CRM tools.
Ability to comply with established procedures and processes.

Responsibilities

Lead and Manage the Glaucoma team in designated Area of the US
Develop, coach, and guide the In-Office Interventional Glaucoma Sales Manager (iGBM) team to achieve assigned sales goals and targets in the Area.
Recruit, hire, train, and coach iGBMs to meet program goals aligned with company strategy.
Maintain core foundational knowledge of the Glaucoma business—including product, clinical, and reimbursement expertise; Glaucoma account onboarding; sales resources and processes; business reviews; optometric engagement strategies; and other emerging initiatives.
Engage and manage Key Opinion Leaders (KOLs) within the ophthalmic and optometric community in the Area.
Co-travel regularly with iGBMs to observe, develop skills, strengthen effectiveness, and guide territory strategy.
Work in the field to lead by example and demonstrate daily expectations for iGBMs.
Provide ongoing direction to the team on strategic business activities and initiatives that support both short-term and long-term sales targets.
Identify and report changes in market dynamics, business challenges, opportunities, or shifts in sales team engagement.
Attend national, regional, state, area speaker dinner programs, and local ophthalmology meetings as needed.
Monitor and evaluate competitor activities and product performance within the market.
Train field teams on account onboarding, business reviews, optometric education and engagement activities, customer presentations, staff education, and clinical support.
Develop personalized training and development plans for each iGBM.
Help develop and lead training for field teams at regional or national sales meetings.
Create an environment of teamwork, collaboration, and knowledge sharing within the team.
Work closely with other Area Directors to achieve growth targets for both the Corneal and Glaucoma businesses.
Partner with other departments across the organization and support cross-functional initiatives where applicable.