Job Abstract

The Director, National Accounts primary responsibilities are to facilitate the growth of Glaukos products. Execute and implement contracts to support product growth and pipeline introductions. Establish strategic business relationships with key customers including health systems, distribution channels, Private Equity Optometry and other stakeholders as required. Work cross-collaboratively within Glaukos.

What will you do?

• Establish and expand long-term C-Suite relationships with National, Regional and Private Equity accounts, primarily in the optometric space.
• Develop and grow business to achieve performance goals within National Strategic accounts.
• Collaborate with internal and external partners to develop strategic and tactical plans in assigned accounts.
• Ensure that individual business goals and objectives for assigned accounts are achieved.
• Negotiate and manage contract product integration and pull-through at assigned accounts.
• Create opportunities for synergy that align brand objectives with account strategies.
• Ensure effective communication and collaboration with Sales, Market Access, Legal, Medical, Marketing, Finance and GPS to ensure alignment to achieve organizational goals.
• Ability to navigate highly matrixed accounts to identify emerging trends and share those insights with internal stakeholder’s.
• Expertise in working with Private Equity, ACOs, IDNs and Health Systems (Kaiser, VA, DoD, PECAA, Vision Source, ALLDocs, Walmart, AEG, etc.)
• Demonstrated success in negotiating, executing, and implementing contracts.
• Attending industry meetings relevant to customer business initiatives.
• Ability to innovate and adapt with persistence and resilience.
• Strong ability to execute through ambiguity in a fast-paced environment.
• Demonstrate initiative, sound judgment and flexibility.
• Has a results orientation with attention to detail and ability to meet deadlines with a proven track record of delivering.

How will you get here?

• Bachelor’s degree in Science, Business or Marketing required.
• 12+ of experience in complex pharmaceutical customer facing roles, specifically in ophthalmology & optometry, medical device, rare diseases.
• 4+ years of healthcare industry experience in large account management including National Accounts, Private Equity and Channel distribution.
• Excellent written and verbal communication skills with ability to speak to all levels of the organization.
• Candidate should have experience in business development, strategy, and corporate development role within a medical device or pharmaceutical company.
• Experience in participating in cross-functional teams within marketing, market access, sales and compliance.
• Cross-functional knowledge and strong interpersonal within a team environment to influence others toward business results.
• Ensure all activities remain in compliance with all corporate, regulatory and legal guidelines
• Ability to travel and do overnights as needed (travel up to 50%).