We are seeking a dynamic and experienced
Market Development Manager to lead and expand our presence in the Interventional Glaucoma, medical device market. This individual will play a key role in executing our MIGS market expansion strategy, as a regional manager on the market development team, collaborating cross-functionally, managing key customer relationships, activating and implementing new processes within the clinic setting. The ideal candidate has a deep understanding of the interventional glaucoma market landscape with a proven track record of sales success, building markets, over achievement, and clinical implementation.
Essential responsibilities include but are not limited to:- Culture:
- Embrace and contribute to a high-performance team culture focused on clinical expertise, sales excellence, accountability, market expansion, and building a force multiplier through the Interventional Glaucoma Commercial Organization.
- Strategy:
- Collaborate with Director, Market Development and Sr. Director - Glaucoma Sales to create the MIGS market expansion strategy.
- Strategic Targeting and Tactical Execution:
- Align surgeon/account targeting and sales focus with key performance metrics aligned to MIGS market expansion and regional commercial goals.
- Lead quarterly regional standalone market development tactical planning and prioritization of adoption targets (individual surgeons, practice, and private equity) in collaboration with Regional Director(s) and sales representatives.
- Work collaboratively and directly with field-based sales representatives drive adoption of the interventional mindset and procedural volumes via surgeon meetings, field rides, clinical case support, and individual/regional sales representative training and education.
- Business Development:
- Collaborate with cross functional teams (IE Training and Development, Marketing, Professional Advocacy and Education, and Marketing) to deliver functional support and field expertise to develop customer facing marketing materials, surgeon education programs, sales tools, and sales representative educational programs.
- Build and maintain strong relationships with key opinion leaders (KOLs), surgeons, and healthcare professionals to drive product adoption and brand awareness.
- Develop regional partnerships with healthcare providers, hospitals, private equity, and other stakeholders to promote the adoption of the company's glaucoma surgical solutions in the standalone market segment.
- Represent the company at industry conferences, workshops, and other key events to raise awareness and expand business opportunities.
- Market Intelligence:
- Monitor and analyze market trends, customer needs, and competitive landscape to identify business opportunities and threats.
- Provide regular market insights and recommendations to Director, Market Development and Sr. Director, Glaucoma Sales to inform strategic decision-making.
Qualifications:- Minimum of 8+ years of experience in ophthalmology or surgical medical device sales, a focus in glaucoma strongly preferred.
- Proven track record of success in driving market growth, building strong relationships with key customers, and leading high-performing teams.
- Exceptional sales, communication, negotiation, and presentation skills.
- Successful experience working cross-functionally to achieve commercial goals.
- A strong ability to influence without authority.
- Strong knowledge of the surgical glaucoma market, understanding of the current treatment algorithm for glaucoma patients, and dynamics of the healthcare ecosystem.
- Ability to travel frequently (>50%).
Preferred Qualifications:- Familiarity with regulatory requirements and healthcare reimbursement in the medical device industry.
- MBA or advanced degree in business, marketing, or related field.
Education Requirements:- Bachelor's degree in business, life sciences, healthcare, or a related field preferred
- Self-motivated and driven with the ability to work independently.
- Proficiency with Microsoft Office and willingness to learn CRM systems.
Other Qualifications:- Support company goals and objectives, policies and procedures that comply with FDA Quality System Regulations (QSR), ISO 13485, and any other applicable domestic or international requirements.
PHYSICAL DEMANDS- The employee must frequently lift and/or move up to 25 pounds. Specific vision abilities required by this job include Close vision, Distance vision, Peripheral vision and Depth perception. While performing the duties of this Job, the employee is regularly required to drive, stand, walk, sit, use hands to finger, handle, or feel; reach with hands and arms, and talk or hear. The employee is occasionally required to climb or balance, stoop, kneel, crouch, or crawl. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
