Director, Market Development

MAJOR DUTIES AND RESPONSIBILITIES

* Market Development & Strategy:
o Develop and execute a comprehensive Interventional Glaucoma market development strategy and tactical plan of execution for the Surgical Glaucoma Business Unit, including market segmentation, competitive analysis, and commercial sales targeting.
o Lead identification and prioritization opportunities for growth (individual surgeons, practice, and private equity) in the US marketplace.

* Leadership & Team Management:
o Create and foster a high-performance team culture focused on clinical expertise, sales excellence, accountability, market expansion, and building a force multiplier through the Surgical Glaucoma Commercial Organization.
o Establish key performance metrics aligned to standalone market expansion and regional commercial goals.
o Actively manage team and individual performance through regularly scheduled performance reviews and field rides.
o Perform quarterly individual development reviews with Market Development, Managers to support, coach, and mentor professional development.

* Sales Leadership:
o Oversee the development and execution of sales strategies to achieve revenue growth in line with corporate objectives.
o Lead sales forecasting, budget management, and KPI tracking to ensure the achievement of short-term and long-term sales targets.
o Partner with marketing teams to develop customer-centric sales tools, educational materials, and campaigns to support the sales force.

* Business Development:
o Lead alignment of cross functional teams (IE Training and Development, Marketing, Surgeon Advocacy, Surgeon Education, and Marketing) to deliver functional support in partnership with the Standalone Market Development strategy and tactical plan to achieve quota.
o Build and maintain strong relationships with key opinion leaders (KOLs), surgeons, and healthcare professionals to drive product adoption and brand awareness.
o Develop strategic partnerships with healthcare providers, hospitals, private equity, and other stakeholders to promote the adoption of the company's glaucoma surgical solutions in the standalone market segment.
o Represent the company at industry conferences, workshops, and other key events to raise awareness and expand business opportunities.

* Market Intelligence:
o Monitor and analyze market trends, customer needs, and competitive landscape to identify business opportunities and threats.
o Provide regular market insights and recommendations to senior leadership to inform strategic decision-making.

QUALIFICATIONS

EDUCATION REQUIREMENTS
* Bachelor's degree in business, life sciences, healthcare, or a related field preferred
* Self-motivated and driven with the ability to work independently.
* Proficiency with Microsoft Office and willingness to learn CRM systems.

EXPERIENCE QUALIFICATIONS
* Minimum of 8+ years of experience in surgical medical device sales, a focus in ophthalmology or glaucoma strongly preferred.
* At least 3+ years in a leadership role managing sales teams or market development initiatives.
* Proven track record of success in driving market growth, building strong relationships with key customers, and leading high-performing teams.
* Successful experience working cross-functionally to achieve commercial goals.
* Strong knowledge of the surgical glaucoma market, understanding of the current treatment algorithm for glaucoma patients, and dynamics of the healthcare ecosystem.
* Exceptional communication, negotiation, and presentation skills.
* Ability to travel frequently (>50%).

PREFERRED QUALIFICATIONS
* Familiarity with regulatory requirements and healthcare reimbursement in the medical device industry.

OTHER QUALIFICATIONS
* MBA or advanced degree in business, marketing, or related field.
* Support company goals and objectives, policies and procedures that comply with FDA Quality System Regulations (QSR), ISO 13485, and any other applicable domestic or international requirements.

PHYSICAL DEMANDS
* The employee must frequently lift and/or move up to 25 pounds. Specific vision abilities required by this job include Close vision, Distance vision, Peripheral vision and Depth perception. While performing the duties of this Job, the employee is regularly required to drive, stand, walk, sit, use hands to finger, handle, or feel; reach with hands and arms, and talk or hear. The employee is occasionally required to climb or balance, stoop, kneel, crouch, or crawl. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

TRAVEL REQUIREMENTS
Ability to travel frequently (>50%).

NOTE
This is not necessarily an exhaustive list of all responsibilities, skills, duties, requirements, efforts, or working conditions associated with the job. While this is intended to be an accurate reflection of the current job, management reserves the right to revise the job or to require that other or different tasks be performed when circumstances change (e.g., emergencies, changes in personnel, variation in workload, rush jobs, or technological developments).