Cornea Regional Business Manager

GLAUKOS CORNEA REGIONAL BUSINESS MANAGER

*Total Targeted Compensation $200-290K*

How will you make an impact?

The Cornea Regional Business Manager (RBM) is responsible for driving sales growth and expanding market presence within the assigned territory. This role involves developing and executing strategic sales plans, fostering strong customer relationships, and ensuring commercial success through collaboration with internal and external stakeholders. The RBM will report to the Area Director and work closely with Regional Business Manager counterparts to achieve business objectives.

What will you do?

1. Sales & Business Growth:
   
   
   
   • Achieve or exceed annual sales targets for equipment and procedures within the defined territory.
   • Develop and execute a strategic business development plan to drive procedural utilization and customer expansion.
   • Identify and pursue new business opportunities, leveraging market trends and customer insights.
   
   
2. Customer Engagement & Relationship Management:
   
   
   
   • Build and maintain strong relationships with key stakeholders at all levels, including physicians, administrators, and clinical staff.
   • Partner with customers to understand their needs, providing tailored solutions that drive adoption and utilization.
   • Act as a trusted advisor by educating and supporting customers on corneal health solutions and best practices.
   
   
3. Cross-Functional Collaboration:
   
   
   
   • Work closely with local sales representatives, field reimbursement teams, marketing, field service, and clinical support teams to drive commercial success.
   • Lead the integration of the Corneal Cross-Linking (CXL) procedure within practices, including patient education, clinical workflow optimization, billing processes, and marketing strategies.
   • Coordinate with Marketing and Optometric outreach teams to develop and deploy targeted CXL education and referral programs.
   
   
4. Market Intelligence & Strategy Execution:
   
   
   
   • Stay informed on industry trends, competitive landscape, and customer needs to refine sales strategies.
   • Provide insights on shifting market dynamics, customer feedback, and budgetary constraints to inform business decisions.
   • Identify and influence OD and MD referral networks to enhance patient access and procedural adoption.
   
   

How will you get here?

• 5+ years of relevant work experience.
• Minimum 3 years Ophthalmic Medical Device, Surgical Device or pharmaceutical sales experience.
• Proven sales executive experience, meeting or exceeding targets.
• Ability to travel 2-3 nights per week and manage multi-state geography.
• Previous experience as a sales executive, sales manager or sales & marketing manager
• Proven ability to drive the sales process from plan to completion to ongoing customer support with incremental business growth.
• Proven ability to articulate the distinct value of products, procedures and services against other competitive and non-competitive products.
• Excellent listening, negotiation, presentation and written communication skills.
• Bachelor's degree or equivalent experience. Concentration in Business or Marketing preferred.