Territory Manager, Ireland

<p class=""p1"">Here at Glaukos, we recognize the deep significance and profound meaning that comes from knowing that we can make a meaningful difference by helping improve the eyesight of people worldwide. Because we&rsquo;re a rapidly growing company with a dynamic, fast-paced culture, employees here are empowered with more diverse and enriching challenges than might not be possible at a larger company.</p>

United States


<h4>Founded in 1998, Glaukos Corporation is an ophthalmic medical technology and pharmaceutical company focused on novel therapies for the treatment of glaucoma, corneal disorders, and retinal diseases.</h4> <h4>Our company was the first company to bring to market Micro-Invasive Glaucoma Surgery (MIGS), the micro-invasive procedure which revolutionized the treatment and management of glaucoma. In 2012, we launched our first MIGS device&mdash;the iStent&reg;&mdash;in the United States, followed by our next-generation iStent&nbsp;inject&reg;&nbsp;device in September 2018 and iStent&nbsp;inject&reg;&nbsp;W in September 2020.</h4> <h4>In November 2019, Glaukos acquired Avedro, maker of the first and only FDA-approved cross-linking technology for progressive keratoconus. And we continue to seek to leverage our platform technologies to build a comprehensive and proprietary portfolio of micro-scale surgical and pharmaceutical therapies for glaucoma, corneal health, and retinal diseases.</h4> https://www.glaukos.com/

keywords: position summary,position details,training,initiate,management,assist,analysis,sales,budget,experience,build,culture,travel,sales

Full time

Overview: <p>The Territory Manager (TM) will achieve quarterly sales objectives by selling to targeted ophthalmic surgeons within the territory. The TM will be responsible for training and helping ophthalmic clinics to integrate the iStent technology into practice.</p> The TM will attend surgeries and help surgeons to achieve optimal outcomes for the patient. High standards / achievements to be obtained by focusing on the customer while managing the territory for the best return on investment. In addition, the TM is to seek endorsement of iStent technologies from glaucoma and cataract KOLs in said territory. On some occasions the TM may be required to help colleagues or support other territories primarily in the UK.
Responsibilities: <p><strong>Prospecting</strong></p> <ul> <li>Initiate sales calls to sell the surgeon and clinicians the Glaukos iStent.</li> <li>Initiate surgical wet-labs to train the surgeon.</li> </ul> <p><strong>Training</strong></p> <ul> <li>Attend the initial iStent surgeries until the surgeon is confident and skilled in the cases.</li> <li>Attend surgeries on a regular basis after training for servicing / follow-up on correct usage of the product resulting in optimal outcomes. (Market feedback and Customer Confidence)</li> <li>Attend surgeries as needed to update on new techniques to improve surgical outcomes.</li> <li>Train all health care professionals in the clinic/hospital and the doctors to be comfortable in understanding the technological and patient benefits of iStent, and convert patients to the iStent technology using Glaukos Practice System.</li> </ul> <p><strong>Reimbursement</strong></p> <ul> <li>Work with the surgeon and staff to educate and assist in getting proper reimbursement for the Glaukos iStent. In markets where the reimbursement goes through a hospital budget, private insurance payment or patient payment, RBM will aid in facilitating payment process.</li> <li>Liaise with the ophthalmic business unit manager or hospital manager to work on the reimbursement and or payment structure</li> <li>Liaise with appropriate Landsting people to work on tender qualifications and reimbursement</li> </ul> <p><strong>Meetings</strong></p> <ul> <li>Attend targeted meetings as directed to increase sales lead opportunities and protect existing business.</li> <li>Attend business unit meetings when required across UK and Ireland, Northern Europe or in line manager&rsquo;s area of responsibility.</li> <li>Obtain feedback on competitors, their activities and pricing.</li> </ul>
Requirements: <ul> <li>Surgical experience preferably from Ophthalmic area but could also be other related areas such as Orthopedics, Otolaryngology, Urology or similar areas.</li> <li>Value Based Sales and business acumen</li> <li>Entrepreneurial attitude</li> <li>Experienced in surgical procedures important</li> <li>Tender experience as well as hospital sales</li> <li>Experienced in ophthalmology would be relevant but not a &ldquo;must have&rdquo; experience</li> <li>Stable, travel flexible across Ireland and with a good portion of perseverance</li> <li>Self-starter with a positive mindset to build upon existing customer base as well as establish new customer relations in the field of Glaucoma treatment</li> </ul>