Regional Business Manager

The Regional Business Manager (RBM) will achieve monthly sales objectives by selling to targeted ophthalmic surgeons within their territory. The RBM is responsible for training and helping to integrate the iStent technology and Preserflo MicroShunt into the practice. The RBM will attend surgeries and help the surgeon to achieve the desired surgical outcomes for the patient. The RBM will achieve these standards by focusing on the customer while managing the territory to maximize return on investment.

Prospecting

• Initiate sales calls to sell the surgeon on the Glaukos iStent and Preserflo MicroShunt.
• Establish surgical dry and wet laboratories to facilitate training for surgeons.

Training

• Attend the initial iStent or Preserflo surgeries until the surgeon is confident and skilled to perform the cases.
• Go to surgeries as needed to update on new techniques to improve surgical outcomes.
• Train the office staff and the doctor to recognize and convert patients to the iStent technology or Preserflo MicroShunt.

Reimbursement

• Work with the surgeon and staff to educate and assist in getting proper reimbursement for the Glaukos iStent or Preserflo MicroShunt.

Meetings and Congresses

• Attend targeted meetings and congresses as directed to increase sales lead opportunities and protect existing business.

Requirements

• Bachelor’s degree: Nursing, Biomedical Engineering, or related field preferred; advanced degree a plus
• 5 years of medical sales experience, including at least 3 years in surgical ophthalmology; 2 years ophthalmic sales required
• Experience in both ophthalmic surgical and pharmaceutical sales strongly preferred
• Proven track record of meeting and exceeding sales targets and expanding new territories
• Demonstrated ability to build, grow, and retain a strong customer base across diverse stakeholders
• Strong relationship-building skills with the ability to engage effectively at all levels, including KOLs and surgeons (in and out of the OR)
• Ability to train and coach surgeons and office staff on product use and integration
• Experience using CRM systems (e.g., Sugar CRM) and managing sales activities effectively
• Strong organizational, planning, and communication skills with the ability to manage within budget and follow established processes
• High integrity, accountability, resilience, and team-oriented mindset with flexibility to support additional responsibilities as needed