ObjectiveThe Territory Manager - Bausch + Lomb Surgical Glaucoma is a strategic sales professional responsible for driving growth, customer engagement, and adoption of the ELIOS™ platform across assigned accounts. This role focuses on the successful commercial launch, promotion, and utilization of Bausch + Lomb's surgical glaucoma technology within glaucoma and ophthalmic surgical practices, ASCs, hospitals, and other appropriate accounts. The Territory Manager serves as a primary point of contact for surgeons and surgical staff, delivering clinical expertise, product education, procedural support, and exceptional customer service while building a sustainable territory business.
Responsibilities- Achieve and exceed territory sales objectives through strategic sales activities, including lead generation, product education, account development, evaluations, proposals, and procedural support.
- Successfully launch and establish the ELIOS platform within the assigned territory by identifying, prioritizing, and developing high-potential glaucoma surgeons, comprehensive ophthalmologists, ASCs, hospitals, and ophthalmic practices.
- Develop and execute a comprehensive territory business plan designed to create sustainable adoption, utilization, and procedural growth.
- Build and maintain a robust pipeline of qualified surgeons and accounts, moving customers from initial engagement through evaluation, adoption, routine utilization, and increased procedural volume.
- Serve as the primary liaison for assigned accounts and establish trusted relationships with surgeons, OR staff, administrators, decision-makers, and other key stakeholders.
- Educate surgeons and surgical staff on the proper use, clinical application, and value of Bausch + Lomb Surgical Glaucoma technologies.
- Coordinate customer evaluations and be present during appropriate procedures to provide technical support and answer product-related questions.
- Develop deep clinical expertise in glaucoma, MIGS, and the ELIOS technology and procedure to serve as a credible resource for customers.
- Identify and develop early adopters, physician advocates, key opinion leaders, and high-quality reference accounts to accelerate broader market adoption.
- Conduct competitive market analysis and provide timely field intelligence regarding customer feedback, competitive activity, market trends, reimbursement considerations, and emerging opportunities.
- Work closely with Regional Business Directors and cross-functional partners, including Marketing, Medical Affairs, Clinical, Market Access, Sales Training, Operations, and other Bausch + Lomb representatives, to ensure cohesive sales strategies and customer support.
- Maintain accurate records of customer interactions, sales activities, opportunities, evaluations, forecasts, and account progression using Salesforce CRM or other required systems.
- Manage territory expenses, sample accounts, equipment, and consignments in accordance with company policies.
- Complete all administrative tasks, training, certification, and compliance requirements as outlined by company standards.
Qualifications- Bachelor's degree or equivalent experience required.
- Minimum 5 years of successful outside sales experience, preferably in ophthalmic, medical device, surgical, or specialty healthcare sales.
- Ophthalmic surgical sales experience strongly preferred.
- Glaucoma and/or MIGS experience preferred.
- Prior experience launching new medical technologies or developing new markets preferred.
- Demonstrated track record of achieving or exceeding sales objectives and building business in competitive markets.
- Strong ability to identify customer needs, develop tailored solutions, and progress accounts through evaluation, adoption, and routine utilization.
- Strong territory management, account planning, forecasting, business development, and CRM discipline.
- Ability to establish credibility with surgeons and surgical staff and communicate clinical, procedural, and economic value effectively.
- Strong organizational, interpersonal, teamwork, written, verbal, and presentation skills.
- Ability to work independently in a remote, field-based role with an entrepreneurial mindset and strong ownership of territory results.
- Proficiency in Microsoft Office and CRM platforms; Salesforce experience preferred.
- Strong financial acumen and analytical ability.
- Valid driver's license with a driving record that meets company standards.
This is a remote, field-based position that typically requires 25%-75% travel, which may include overnight stays depending on the size of the territory. Candidates must reside within the territory or within a reasonable commuting distance-by company vehicle-to the territory's workload center.
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 $90,000.00 and $140,000.00. 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.
