Job Description
Glaukos Regional Business Manager - Hawaii

Total Target Comp $240-250k + RSUs

How Will You Make an Impact?
The Glaukos Regional Business Manager (GRBM) is a dual-specialty role focused on achieving sales growth and fostering clinical integration of advanced ophthalmic technologies in corneal health and interventional glaucoma. This position requires a strategic sales mindset and the ability to cultivate strong customer relationships at all levels. The GRBM will report to both Area Directors and collaborate with other Regional Business Managers, as well as cross-functional teams, to meet and exceed commercial objectives while upholding the company's values of integrity, respect, accountability, and quality.

• Sales and Growth:
  • Deliver or exceed annual sales targets for corneal and glaucoma product portfolios within the assigned territory.
  • Develop and execute strategic business plans to drive utilization of procedures and expand the customer base.
• Customer Relationships and Integration:
  • Build and maintain long-term partnerships with ophthalmic surgeons, technicians, and staff.
  • Partner with practices to understand business needs and facilitate the adoption of corneal and glaucoma procedures, including patient education, billing workflows, and marketing strategies.
  • Manage and execute the capital equipment sales process, presenting the value proposition to physicians, administrators, and executive stakeholders.
• Clinical and Technical Support:
  • Attend and support initial and follow-up surgeries to ensure optimal integration and successful outcomes for corneal and glaucoma technologies.
  • Conduct wet labs and training sessions for surgeons and staff, transferring skills and best practices.
  • Educate staff on clinical workflows and engage team members at all levels to optimize procedural success.
• Strategic Collaboration:
  • Work closely with cross-functional partners including field reimbursement, marketing, field service, and clinical support teams to ensure alignment and customer satisfaction.
  • Identify and influence referral opportunities between MDs and ODs to support corneal and glaucoma centers.
  • Project manage practice on integration of Corneal Cross-Linking (CXL) procedure.
  • Actively engage in initiatives to support new product launches, marketing campaigns, and regional growth strategies. Develop KOLs and product champions.
• Market Insights and Reporting:
  • Interact with Marketing Director/Optometric outreach administrators to develop CXL strategy, deploy resources, and drive OD education.
  • Stay informed on category-specific trends, competitive landscapes, and changes in the healthcare market. Identify OD and MD referral opportunities around CXL centers and influence referral patterns.
  • Provide feedback and insights to internal teams to refine strategy and identify growth opportunities.

• Experience:
  • 5+ years of proven sales success in the medical device industry, with 3+ years in ophthalmic medical, surgical device, or pharmaceutical sales.
  • Experience with both capital equipment/device and procedural sales preferred.
  • Track record of meeting or exceeding sales targets and successfully launching new technologies.
• Education:
  • Bachelor's degree required, preferably in Business, Marketing, or a related field.
• Skills and Abilities:
  • Exceptional communication, negotiation, and presentation skills.
  • Proven ability to articulate clinical and financial value propositions.
  • Strong project management capabilities and the ability to manage multi-state territories.
  • Proficient in CRM tools (Salesforce preferred) and Microsoft Office applications.
  • Demonstrated scientific/technical acumen and ability to simplify complex concepts.

• Ability to travel up to 50%, including overnight travel, as required.
• Passion for solving problems, building relationships, and driving customer success.