Director, Strategic Account Management at Glaukos Corporation in San Clemente, California

Job Description:

Glaukos Corporation is an ophthalmic medical technology and pharmaceutical company focused on the development and commercialization of novel surgical devices and sustained pharmaceutical therapies designed to transform the treatment of glaucoma, one of the world’s leading causes of blindness. The company pioneered Micro-Invasive Glaucoma Surgery, or MIGS, in order to revolutionize the traditional glaucoma treatment and management paradigm. Glaukos launched the iStent®, its first MIGS device, in the United States in 2012 and is leveraging its platform technology to build a comprehensive and proprietary portfolio of micro-scale injectable therapies designed to address the complete range of glaucoma disease states and progression. The company’s second-generation MIGS device, the iStent inject® Trabecular Micro-Bypass System, was approved by the Food and Drug Administration, or FDA in June 2018. The company believes the iStent inject,® measuring 0.23 mm wide and 0.36 mm long, is the smallest medical device ever approved by the FDA. In June 2015, Glaukos completed an initial public offering and our shares are now traded on the New York Stock Exchange under the ticker symbol “GKOS”. The company was founded in 1998 and is based in San Clemente, California.

How will you make an impact?  

The Strategic Account Director is responsible for training, educating and helping to integrate Glaukos technology into the assigned accounts for the program. The Strategic Account Director will manage the Strategic Account Managers (SAMs) who will attend surgeries and assist surgeons/residents in order to achieve the desired surgical outcomes for the patient. The Strategic Account Director will achieve these standards by focusing on training of resident surgeons, conducting education events and assuring excellent outcomes.  The Strategic Account Director also executes the marketing strategy and assigned MBO’s to direct and lead the team toward the proper success.  The Strategic Account Director will lead the team utilizing wet labs, surgical proctoring, product education and technology knowledge while managing their assigned accounts for the best return on investment. The Strategic Account Director can be located anywhere in the U.S.

What will you do? 

LEAD & MANAGER THE STRATEGIC ACCOUNT PROGRAM IN THE US

• Develop and manage the Strategic Account Manager program and achieve assigned goals and targets in the targeted teaching Institution programs.


• Recruit, hire, and train Strategic Account Managers to hit program goals that are in line with company goals and strategies.


• Be the “expert” in any and all things that the SAM team needs; Surgical technique, manage goals, credentialing requirements for surgery, etc.


• Manage Key Opinion Leaders (KOLs) within the teaching and academic accounts and societies. 


• Work in the field to lead by example to show the SAM’s what Glaukos expects on a day to day basis.


• Attend national, regional state and local ophthalmology meetings.


• Attend iStent surgery with all technologies to assure technique is being followed and report back to commercial, R&D and clinical if new ideas can be implemented.


• Help the sales team to integrate and follow through with reimbursement of the iStent in ASCs/ Hospitals and physician offices.


• Develop and lead training and education meetings with residents, clinic staff, attending surgeons and program heads to advance iStent technology and future opportunity


• Monitor and evaluate the activities and products of competitors in the market. 

TRAINING

• Train surgical team on the initial iStent surgeries until they are confident and skilled to perform the procedure.  Support where necessary for continued SAM development.


• Develop a best in class wet lab training and execute at target institutions.


• Attend surgeries as needed to update on new techniques to improve surgical outcomes.


• Develop personalized training and development for each SAM.


• Develop training for clinic staff and the doctor to recognize and convert patients to iStent technology using the Glaukos Practice System (GPS).

TEAMWORK

• Create an environment of team work and sharing within the team


• Work closely with the Area Directors to achieve common growth targets within the assigned Strategic Accounts


• Partner with other departments within Glaukos and support efforts where applicable

How will you get here? 

• Bachelor’s degree or equivalent experience.  Concentration in Business or Marketing preferred. 


• At a minimum of 8 Years of medical sales experience (surgical Ophthalmic experience preferred).


• 4+years of ophthalmic pharmaceutical experience highly desired


• The preferred candidate would have both ophthalmic surgical and pharmaceutical experience


• Experience working in Ophthalmic teaching environments with residents mandatory


• Experience developing and expanding new technology and market opportunities


• Proven experience meeting and exceeding assigned goals.


• Ability to build relationships and interact with all levels internally and at the customer level


• Proven ability to build and retain customer base and direct reports


• Experience with tracking software - CRM.


• Ability to work within a within budget.


• Ability to comply with procedures and processes

Generous. Innovative. Leadership-driven. Family-oriented. Socially responsible.  

These are just a few of the terms our employees use to describe their experiences as a part of the Glaukos family. 

Those may seem like big aspirations, but here at Glaukos, we recognize the deep significance and profound meaning that comes from knowing that we can make a meaningful difference by helping improve eyesight of people worldwide. And because we’re a rapidly growing company with a dynamic, fast-paced culture, individual employees here are empowered with more diverse and enriching challenges than might not be possible at a larger company, and more fulfillment in knowing every person and every task is directly tied to making a difference in the life of others. 

We offer competitive salary (based on experience), bonus eligibility, medical/dental/vision, life insurance, stock options, 401(k) Employer Match, Employee Stock Purchase Program, trackless time off & paid holidays as well as time-off to volunteer in the community, plus the opportunity to work for a company that is pioneering a new glaucoma treatment class! Check out our profile on The Muse to get an inside look at our company culture. Glaukos has been named one of the Top Workplaces by the Orange County Register for the past 3 years! 

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.