Strategic Accounts Director

Glaukos Corporation

Boston, MA

Full Time

Director

11 days ago

Job Description

About the Role

The Strategic Accounts Director at Glaukos will seek to enhance the customer experience and position Glaukos as a leading partner within the ophthalmology space. This role involves maximizing the utilization of the product portfolio, increasing revenue, and developing relationships with influential clinical and non-clinical decision-makers, including physicians, administrators, procurement personnel, and C-suite executives. The position is remote-based with 50% travel nationally, including some weekend travel, and requires coordination with sales leadership and field teams to support customer engagement, data analytics, consultative selling, pricing strategies, and contract management.

Key Responsibilities

Maximize the Glaukos Product Portfolio within National Corporate Accounts.
Communicate the value of product adoption and utilization to align with ASC/HOPD physician, clinical personnel, administration, and supply chain goals.
Support the US field sales team with contract education, pricing guidance, sales strategy, and value creation at the center level.
Conduct Interventional Glaucoma and Corneal training with corporate ASC groups focusing on Glaukos' differential advantage and value.
Develop and service national Corporate Accounts, establishing and maintaining preferred vendor and/or product status.
Lead efforts to develop presentation packages, present pricing structures, and integrate new products to achieve sales objectives and market penetration.
Resolve customer problems and ensure high-quality customer service.
Develop customer retention and growth strategies for profitable business with assigned accounts.
Review and report on account performance, business opportunities, and market trends.
Build and reinforce relationships with ASC/HOPD ownership, management, supply chain personnel, and key decision-makers.
Monitor product conversion opportunities, develop sales and contract performance analytics, and report progress.
Identify and coordinate new opportunities with account stakeholders to build new business and protect existing business.
Coordinate sales efforts, optimize agreements, and drive contract compliance.
Develop a personal development plan to increase skills and knowledge in the healthcare/ophthalmic market.
Facilitate market access education via the Reimbursement Liaison Team.
Align corporate accounts with Glaukos' vision and strategic plans to create long-term partnerships.

Requirements

Bachelor's degree required; concentration in Business, Marketing, or an MBA preferred.
10+ years of industry experience with success working cross-divisionally with departments such as Customer Service, Finance, Legal, Commercial Operations, Marketing, Market Access, and Reimbursement.
Experience managing national/strategic accounts in the medical device or ophthalmic business arena, including contract development and execution.
Experience working with Corporate ASCs, HOPDs, and Mobile Surgical providers.
Experience developing and expanding new technology and market opportunities.
Familiarity with Medicare and commercial payor dynamics.
Proven success in meeting and exceeding goals.
Ability to build relationships with internal teams and customer stakeholders at all levels.
Experience with CRM/Salesforce.com and business analytics development.
Ability to work within a budget and adhere to corporate policies and guidelines.