Corporate Accounts Director - East

GLAUKOS –COPORATE ACCOUNTS DIRECTOR (EAST) 

How will you make an impact? 

The Corporate Accounts Director will seek to enhance the customer experience and position Glaukos as a leading partner within the ophthalmology space. The Director will maximize the utilization of the Glaukos product portfolio, increasing revenue and developing relationships to facilitate communication with influential clinical/non-clinical decision-makers including physicians, administrators, procurement personnel, and C-suite executives.

This is a remote-based position with 50% travel nationally, and may include some weekend travel. 

As the primary point of contact to supply chain and ASC/HOPD leadership, the Corporate Accounts Director will use problem-solving, analytical, interpersonal, and critical thinking skills to simplify and accelerate the purchasing and product adoption process within the targeted account base. 

This individual will be responsible for multiple functions focusing on Corporate Ambulatory Surgery Center groups, Hospital groups, and select Mobile Surgical Providers. To effectively fulfill duties, the Director must effectively coordinate with Glaukos sales leadership and field sales teams within the targeted ASC/HOPD organizations and associated surgical facilities.

Additional responsibilities in this customer-facing role include data analytics, consultative selling, pricing strategies, business-to-business negotiations, and contract implementation and optimization. 

What will you do?

The Corporate Accounts Director will maximize the Glaukos Product Portfolio within National Corporate Accounts. 

Additional responsibilities will encompass: 

• Effectively communicate the value created by the adoption and utilization of products within the Glaukos product portfolio to optimally align with ASC/HOPD physician, clinical personnel, administration, and supply chain goals,.
• Support the US field sales team with Corporate Account contract education, pricing guidance, sales strategy, and center-level value creation. 
• Conduct Interventional Glaucoma and Corneal training with corporate ASC groups focusing on the differential advantage and value only Glaukos can deliver. 
• Develop and service national Corporate Accounts and establish and maintain preferred vendor and/or product status with accounts as necessary.
• Lead efforts to develop presentation packages, present pricing structures, and integrate new products in order to achieve sales objectives and greater market penetration.
• Resolve any customer problems and ensure customers receive consistent, high-quality customer service. 
• Develop customer retention and growth plans and strategies for developing profitable business with assigned accounts.
• Review and report on account performance, business opportunity, and market trends.
• Directly affect strategic short and long term results through a strategic sales approach.
• Reinforce and build relationships with all pertinent ASC/HOPD ownership and management, and supply chain personnel, including leads of contracting, value analysis, and other key decision makers and influencers.
• Monitor all product conversion opportunities, develop, and apply sales and contract performance analytics, and report regularly on progress both internally and externally.
• Identify and help coordinate new opportunities with ASC/HOPD ownership and management, supply chain and sales to build new business and protect existing business. This will include coordinating sales efforts, optimizing agreements, and driving contract compliance. 
• In conjunction with the direct manager and senior leadership, develop a personal development plan to increase skills, knowledge, and abilities consistent with the evolving healthcare/ophthalmic market.
• Facilitate market access coordination and education via the Reimbursement Liaison Team.
• Align Corporate accounts with Glaukos’ vision and strategic plans to create long-term business partnerships.

How will you get here?

• Bachelor’s degree required. Concentration in Business, Marketing, or MBA degree preferred. 
• 10+ total years of industry experience with historical success working cross-divisionally and collaboratively with Customer Service, Finance, Legal, Commercial Operations, Marketing, Market Access, and Reimbursement.
• Surgical ophthalmic experience preferred.
• Expertise and experience in managing national/strategic accounts in the medical device/ophthalmic business arena including contract development and execution.
• Experience working with Corporate ASCs/HOPDs/Mobile Surgical providers. 
• Experience developing and expanding new technology and market opportunities.
• The preferred candidate will have both ophthalmic surgical and pharmaceutical experience.
• Familiarity with Medicare and commercial payor dynamics.
• Proven experience meeting and exceeding assigned goals.
• Ability to build relationships and interact with all levels internally and at the customer level.
• Experience with tracking software – CRM/Salesforce.com.
• Experience in developing and employing business analytics.
• Ability to work within a budget.
• Adherence to all corporate policies and procedures as published, as well as AdvaMed guidelines in all interactions.