Job DescriptionThe Director Strategic Accounts will be responsible for leading a Sales team to achieve top line revenue and sales targets, execute strategic business initiatives and navigate emerging challenges and obstacles within a specific Area. The Strategic Accounts Director will collaborate with other functional counterparts to achieve commercial objectives.
ResponsibilitiesHow will you make an impact? The Director Strategic Accounts will be responsible for leading a Sales team to achieve top line revenue and sales targets, execute strategic business initiatives and navigate emerging challenges and obstacles within a specific Area. The Strategic Accounts Director will collaborate with other functional counterparts to achieve commercial objectives.
What Will You Do: - Lead and Manage National Strategic Accounts Team.
- Develop, coach and guide Strategic Accounts Team to achieve assigned sales goals and targets in the Area.
- Recruit, hire, train and coach Strategic Accounts Team to hit team goals that are in line with company goals and strategies.
- Have core foundational knowledge of functional business: product, clinical & reimbursement knowledge; account onboarding; sales resources & processes; business reviews; and optometric engagement strategies, and other emerging initiatives.
- Engage and manage Key Accounts within teams Area.
- Co-travel regularly with Strategic Accounts Team members to observe and develop skills, improve effectiveness and guide accounts strategies.
- Work in the field to lead by example to show the Strategic Accounts Team what Glaukos expects on a daily basis.
- Provide ongoing direction to the team on strategic business activities and initiatives that will drive successful attainment of short term and long terms sales targets.
- Identify and report on changes to market dynamics, business challenges or opportunities, and sales team engagement.
- Attend national, regional state and local ophthalmology meetings when needed.
- Monitor and evaluate the activities and products of competitors in the market.
Training
- Train field on account on-boarding, business reviews, optometric education & engagement activities, customer presentations, staff education and clinical support.
- Develop personalized training and development for each Strategic Accounts team member.
- Help develop and lead training for team at regional or national sales meetings.
Teamwork
- Create an environment of teamwork, collaboration and knowledge sharing within the team.
- Work closely with other Strategic Accounts team to achieve growth targets for specific accounts assigned to team.
- Partner with other departments within Glaukos and support efforts where applicable.
How Will You Get Here: - Bachelor's Degree Required.
- 12 plus years in sales and marketing experience required. Ophthalmic-related industry preferred.
- Proven experience managing a field sales team required.
- Must have proven ability to train field sales teams.
- Must have extraordinary communication skills.
- Must be able to create reports, budgets, and presentations using Word, Excel, and PowerPoint.
- Proven record in setting, meeting and exceeding assigned goals and objectives.
- Ability to build relationships, interact with all levels internally at Glaukos and at the customer level.
- Working knowledge of SFDC or other CRM tools required.
- Ability to comply with procedures and processes.
Compensation: $190,000 - $220,000 Base + Incentive/Bonus + RSUs
