Key Accounts Director

Glaukos•New York, NY

43d•$144 - $205•Remote

About The Position

The Key Accounts Director will drive strategic growth of Glaukos products within designated national and regional accounts. This role is responsible for establishing and expanding C-suite-level relationships across health systems, national management organizations, private equity groups, and distribution channels. The Director leads contract negotiation, execution, and pull-through to support product adoption and future pipeline introductions. This individual will collaborate cross-functionally to ensure alignment with company strategies and regional business objectives, while navigating complex, matrixed customer environments to identify emerging opportunities and drive business performance.

Requirements

Bachelor's degree.
8+ years in complex, customer-facing roles within the pharmaceutical, ophthalmology, medical device, or similar sectors, including reimbursement experience.
4+ years managing large national accounts and/or private equity partnerships.
Proven success in contract negotiation and business development.
Strong strategic, communication, and relationship-building skills across all organizational levels.
Experience working cross-functionally with teams such as marketing, sales, and market access.
Ability to travel, including overnight stays.

Nice To Haves

Channel distribution experience.
Experience in strategy or corporate development within medical device or pharma.
Experience partnering with ACOs, IDNs, National Management Companies, and health systems.

Responsibilities

Build and expand long-term executive-level relationships with national, regional, and private equity partners.
Develop and implement account strategies to achieve performance goals.
Negotiate, execute, and manage contracts to drive product integration and pull-through.
Collaborate with internal stakeholders (Corporate Accounts, Private Equity, Sales, Market Access, Medical, Marketing, Finance, Legal, GPS) to align on growth initiatives.
Identify synergies that connect brand priorities with account strategies.
Maintain deep knowledge of payer dynamics, reimbursement trends, and distribution channels.
Share market insights and emerging trends with internal teams to support strategy development.
Attend relevant industry and customer meetings.
Demonstrate a high level of agility, persistence, and execution in a fast-paced and ambiguous environment.
Ensure all activities comply with corporate, regulatory, and legal standards.