Job Description
How will you make an impact?

The Cornea Regional Business Manager responsibilities include developing key growth sales strategies, business development tactics and action plans. Successful execution of these strategies is required to achieve the financial targets. Corneal Health Specialist duties will include hitting annual equipment & procedural targets, building relationships and understanding customer trends driving results while adhering to the company's values of integrity, mutual respect, accountability and commitment to quality. The Cornea Regional Business Manager will report to the Area Director and collaborate with Regional Business Manager counterparts to achieve commercial objectives.

• Deliver or exceed annual sales targets with defined sales territory and account base
• Develop and execute strategic business development plan to achieve sales targets, increase procedural utilization and expand our customer base
• Build and maintain strong, long-lasting customer relationships at all levels within practices
• Partner with customers to understand their business needs and objectives
• Collaborate, partner & lead local sales representatives, field reimbursement, marketing, field service and clinical support to ensure commercial success
• Effectively communicate the business value proposition and financial feasibility for capital equipment sales process through proposals/presentation at physician, executive, administrator level
• Project manage practice on integration of Corneal Cross Linking (CXL) procedure (from patient education, clinical workflow, billing process, marketing, etc.)
• Understand category-specific landscapes and trends
• Report on forces that shift tactical budgets and strategic direction of accounts
• Educate staff on clinical workflow and support procedures as needed
• Engage, educate, motivate staff from technicians to billing department
• Interact with Marketing Director/Optometric outreach, administrators and develop CXL marketing strategy, deploy resources and drive OD education
• Identify OD and MD referral opportunities around CXL centers and influence referral patterns
• Cohesively work, communicate with the Glaukos RBM peers and other Glaukos departments

• 5-10 years proven track record in sales performance in the medical device industry.
• Minimum 3 years Ophthalmic Medical Device, Surgical Device or pharmaceutical sales experience.
• Proven sales executive experience, meeting or exceeding targets.
• Ability to travel 2-3 nights per week and manage multi-state geography.
• Previous experience as a sales executive, sales manager or sales & marketing manager.
• Proven ability to drive the sales process from plan to completion to ongoing customer support with incremental business growth.
• Proven ability to articulate the distinct value of products, procedures and services against other competitive and non-competitive products.
• Excellent listening, negotiation, presentation and written communication skills.
• Bachelor's degree or equivalent experience. Concentration in Business or Marketing preferred.