What are the responsibilities and job description for the Key Accounts Director - 5 Openings! position at Glaukos Corporation?
GLAUKOS - KEY ACCOUNTS DIRECTOR
Now Hiring 5 New Key Accounts Directors!
- Atlanta, GA; Miami & Fort Lauderdale, FL
- Washington DC; Charlotte, NC; Nashville, TN
- NY; Boston, MA
- Dallas & Houston, TX
- Chicago, IL; Minneapolis, MN; St. Louis, MO
*Compensation: $144-205K base $80K variable comp RSUs*
The Key Accounts Director will drive strategic growth of Glaukos products within designated national and regional accounts. This role is responsible for establishing and expanding C-suite-level relationships across health systems, national management organizations, private equity groups, and distribution channels. The Director leads contract negotiation, execution, and pull-through to support product adoption and future pipeline introductions. This individual will collaborate cross-functionally to ensure alignment with company strategies and regional business objectives, while navigating complex, matrixed customer environments to identify emerging opportunities and drive business performance.
Key Responsibilities
- Build and expand long-term executive-level relationships with national, regional, and private equity partners.
- Develop and implement account strategies to achieve performance goals.
- Negotiate, execute, and manage contracts to drive product integration and pull-through.
- Collaborate with internal stakeholders (Corporate Accounts, Private Equity, Sales, Market Access, Medical, Marketing, Finance, Legal, GPS) to align on growth initiatives.
- Identify synergies that connect brand priorities with account strategies.
- Maintain deep knowledge of payer dynamics, reimbursement trends, and distribution channels.
- Share market insights and emerging trends with internal teams to support strategy development.
- Attend relevant industry and customer meetings.
- Demonstrate a high level of agility, persistence, and execution in a fast-paced and ambiguous environment.
- Ensure all activities comply with corporate, regulatory, and legal standards.
Qualifications
Required
- Bachelor's degree.
- 8 years in complex, customer-facing roles within the pharmaceutical, ophthalmology, medical device, or similar sectors, including reimbursement experience.
- 4 years managing large national accounts and/or private equity partnerships.
- Proven success in contract negotiation and business development.
- Strong strategic, communication, and relationship-building skills across all organizational levels.
- Experience working cross-functionally with teams such as marketing, sales, and market access.
- Ability to travel, including overnight stays (~60%).
Preferred
- Channel distribution experience.
- Experience in strategy or corporate development within medical device or pharma.
- Experience partnering with ACOs, IDNs, National Management Companies, and health systems.
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Glaukos Corporation is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.
Salary : $144,000 - $205,000
