The U.S. Head of Sales, Glaucoma will lead commercial launch readiness and growth planning for ELIOS™ in the United States. This position is responsible for building and leading the national sales organization, setting sales strategy, preparing the field and customers for launch, and delivering revenue, adoption, and utilization goals. The role works closely with Marketing, Medical Affairs, Clinical, Training, Operations, Finance, Market Access, and other commercial partners, including leaders and stakeholders across Cataract, Retina, Refractive, and National Accounts, to establish and grow the glaucoma business.
Because the ELIOS procedure is intended for use in conjunction with cataract surgery, the position requires strong expertise in both glaucoma and cataract surgery.
Key Responsibilities- Develop and execute the U.S. sales strategy and launch plan for ELIOS, including goals for revenue, account activation, system placement, surgeon adoption, procedure volume, and utilization, as well as bundling and cross-selling opportunities across the Bausch + Lomb Surgical portfolio, including Stellaris® systems and intraocular lenses (IOLs).
- Build the U.S. sales organization, territory structure, and strategic account coverage needed for launch and growth.
- Recruit, onboard, train, certify, coach, and retain sales leaders and field professionals with relevant clinical and commercial experience in glaucoma and cataract surgery.
- Lead commercial launch readiness, including milestones, field deployment, account selection, customer education, and escalation of launch risks.
- Develop a compensation plan that supports capital equipment placement; sales of consumables, accessories, and technical service contracts; and cross-selling across the broader surgical portfolio.
- Identify priority targets and build a pipeline of early adopters, evaluation sites, reference accounts, and physician advocates.
- Ensure launch accounts are prepared for contracting, credentialing, reimbursement, product availability, training, ordering, and case support.
- Partner with Sales Training, Medical Affairs, Clinical, and Marketing to prepare the field to communicate approved clinical evidence, workflow, patient profile, economic value, and competitive positioning.
- Partner with the leaders of Cataract Sales, National Accounts, and Retina to drive commercial synergies and appropriate cross-selling across the surgical portfolio, including ELIOS.
- Work with Operations and Finance on forecasting, demand planning, inventory, equipment placement, service coverage, and launch contingencies.
- Establish sales and operating cadences for pipeline, forecast, account progression, customer activity, and post-launch performance.
- Build relationships with glaucoma surgeons, comprehensive ophthalmologists, key opinion leaders, ASCs, hospitals, and strategic customers.
- Use market and performance data to adjust strategy and resources; ensure compliant execution and provide clear updates to senior leadership.
Measurable Outcomes- Sales organization hired, trained, certified, and field-ready in line with launch timing.
- Achievement of revenue, placement, account activation, procedure volume, and utilization goals.
- Strong pipeline health, forecast accuracy, territory productivity, and Salesforce discipline.
- Development of early-adopter, flagship, and reference accounts.
- Effective cross-functional execution and a scalable organization positioned for continued growth.
Qualifications- Bachelor's degree required; advanced degree in business, healthcare, science, or a related field preferred.
- 12+ years of progressive commercial experience in medical devices, ophthalmology, surgical technology, or specialty healthcare, including significant sales leadership responsibility. Experience in both cataract and glaucoma is required.
- Proven experience selling capital equipment, consumables, accessories, and technical service contracts.
- Proven success cross-selling multiple products as part of an integrated commercial offering.
- Proven experience building and leading field sales organizations across multiple regions.
- Demonstrated success launching medical technology and driving adoption in a complex clinical selling environment.
- Ophthalmic surgical experience in glaucoma, cataract, & MIGS required; capital equipment, or procedure-based selling experience highly desirable.
- Strong business judgment and ability to recruit and develop talent, influence cross-functional partners, and communicate with customers and senior leaders.
- Strong strategic, financial, analytical, communication, negotiation, coaching, and change-management skills.
- Valid driver's license and ability to travel extensively, including overnight travel.
This position may be available in the following location(s): US - Remote
For U.S. locations that require disclosure of compensation, the starting pay for this role is between $220,000.00 and $290,000.00. The estimated salary range reflects an anticipated range for this position. The actual base salary offered may depend on a variety of factors.
U.S. based employees may be eligible for short-term and/or long-term incentives. They may also be eligible to participate in medical, dental, vision insurance, disability and life insurance, a 401(k) plan and company match, a tuition reimbursement program (select degrees), company holidays, and well-being benefits, among others. U.S. based employees are also eligible to receive sick time, floating holidays and paid vacation.
