What are the responsibilities and job description for the Key Accounts Director position at Glaukos Corporation?
GLAUKOS - KEY ACCOUNTS DIRECTOR
- 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.
#GKOSUS
- 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.
#GKOSUS
Salary : $80,000 - $205,000