Key Account Manager

Glaukos Corporation
United States, California, Aliso Viejo
Oct 01, 2024
GLAUKOS - KEY ACCOUNT MANAGER How will you make an impact? Lead the development and execution of strategic account plans to achieve company sales targets and business objectives for diagnostic division Collaborate closely with Senior Director, Private Equity, to sync key relationships with targeted accounts on pull-through of Glaukos initiatives for diagnostic business and interventional glaucoma Accelerating relationships within targeted strategic account list and engaging leadership on RadiusXR contracting opportunities coupled with interventional glaucoma education programs Running strategic account business reviews sharing benefits of Glaukos partnership What will you do? Strategic Account Management: Driving higher penetration of strategic accounts by identifying opportunities and increasing adoption of RadiusXR platform Team Leadership & Management: Work within a matrix structure of accomplished regional business managers, marketing and medical fostering a culture of collaboration and continuous improvement to achieve specific corporate objectives Lead achievement of these objectives on a cross functional basis Private Equity Contract Negotiation: Coordinate negotiations with strategic accounts ensuring alignment with the company's strategic goals Collaborate closely with relevant internal stakeholders to drive successful outcomes in contract discussions Business Development: Identify and pursue new business opportunities within targeted private equity groups, GPOs and universities Award-Winning Commercial Performance: Leverage extensive commercial experience to drive higher penetration of RadiusXR platform, increasing revenue growth, and supporting the achievement of overall corporate sales goals Diagnostic subject matter expert and providing support for high profile accounts to ensure trial success via hands on training and development Relationship Management: Build and maintain strong relationships with Key Opinion Leaders (KOLs), influencers, and other key stakeholders in the ophthalmology space particularly as they relate to strategic accounts, to enhance the company's reputation and drive product adoption Utilize a deep understanding of the glaucoma market and KOLs to develop innovative strategies and tactics Drive diagnostic and interventional glaucoma KOL management with support for consulting, advisory boards, speaker training and launching user group meetings Strategic accounts include the following: Sight Partners Ascend Vision Partners Prism Spectrum/OCLI Vision Innovation Partners US Eye Eye South Partners OMNI Ophthalmic Management Consultants Managing business opportunities through contracts and pull-through opportunities with targeted group purchasing organizations (GPOs) Focused efforts launching Radius platform in key MD and OD Academic Institutions Bascom Palmer University of North Carolina University of Minnesota University of Mississippi NYU MUSC NOVA Southeastern NECO Wills Eye Training and Development: Creates and delivers ongoing skill advancement training for the field sales team through various formats, such as workshops, videos, and podcasts and other channels Leverage subject matter expert knowledge through training and development of DRBM team (negotiation skills, product and competitive knowledge, technology updates, EHR integration) Responsible for ensuring training of any new hires on the diagnostic team Glaukos expert liaison for RadiusXR product and integration support Ensure that training initiatives are aligned with company goals and industry best practices Conducts field rides with DRBMs gathering best practices and providing on-the-job coaching to improve quota attainment Travel: Travel frequently (up to 50% of the time, mostly with overnight stays) to meet with clients, attend industry events, and support team members in the field How will you get here? Education: Bachelor's Degree required; MBA desired Experience: Minimum of 8 years of experience in the eye care industry, with a strong background in sales performance, business development, and KOL management 3+ years of B2B sales experience, selling medical device 2+ years people management experience desired Private Equity Expertise: Demonstrated experience in business development with private equity groups, with a deep understanding of the complexities involved in such negotiations Sales Achievements: A history of award-winning sales performance, with a proven ability to meet and exceed targets Focus on achievement of growth goals and team accountability Training & Development: Experience in creating and delivering training programs, including virtual and blended learning formats Communication & Negotiation: Strong communication, negotiation, and interpersonal skills, with the ability to influence and build relationships at all levels Skilled at creating and delivering presentations and training sessions to diverse audiences Highly collaborative with excellent communication and analytical skills Interpersonal skills: Ability to build strong relationships across the organization and foster a cooperative team environment Strong organizational and project management skills Experience with MS Word, Excel, PowerPoint and CRM systems (salesforce.com preferred) #GKOSUS