Market Development Manager - West

Overview: We are seeking a dynamic and experienced Manager, Market Development to lead and expand our presence in the surgical glaucoma, medical device market. This individual will play a key role in executing our "Standalone" growth strategy, as a regional manager on the market development team, collaborating cross-functionally, managing key customer relationships, and driving the adoption of our innovative surgical solutions. The ideal candidate has a deep understanding of the ophthalmology surgical device landscape, particularly in glaucoma, with a proven track record of sales success, building markets, over achievement, and market expansion.

Responsibilities:

• Embrace and contribute to 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
• Collaborate with Director, Market Development and VP, Business Leader, Surgical Glaucoma to create the standalone market development strategy
• Align surgeon/account targeting and sales focus with key performance metrics aligned to standalone market expansion and regional commercial goals
• Lead quarterly regional standalone market development tactical planning and prioritization of adoption targets (individual surgeons, practice, and private equity) in collaboration with Regional Director(s) and sales representatives
• Work collaboratively and directly with field based sales representatives drive adoption of the standalone mindset and clinical case volumes via surgeon meetings, field rides, clinical case support, and individual/regional sales representative training and education
• Collaborate with cross functional teams (IE Training and Development, Marketing, Surgeon Advocacy, Surgeon Education, and Marketing) to deliver functional support and field expertise to develop customer facing marketing materials, surgeon education programs, sales tools, and sales representative educational programs
• Build and maintain strong relationships with key opinion leaders (KOLs), surgeons, and healthcare professionals to drive product adoption and brand awareness
• Develop regional 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
• Represent the company at industry conferences, workshops, and other key events to raise awareness and expand business opportunities
• Monitor and analyze market trends, customer needs, and competitive landscape to identify business opportunities and threats
• Provide regular market insights and recommendations to Director, Market Development and Vice President, Business Leader, Surgical Glaucoma to inform strategic decision-making

Skills/Qualifications:

• Bachelor's degree in business, life sciences, healthcare, related field preferred or equivalent experience required. MBA or advanced degree in business, marketing, or related field is a plus
• Minimum of 8+ years of experience in surgical medical device sales, a focus in ophthalmology or glaucoma strongly preferred
• Self-motivated and driven with the ability to work independently
• Proficiency with Microsoft Office and willingness to learn CRM systems
• Proven track record of success in driving market growth, building strong relationships with key customers, and leading high-performing teams
• Exceptional sales, communication, negotiation, and presentation skills
• Successful experience working cross-functionally to achieve commercial goals
• A strong ability to influence without authority
• Strong knowledge of the surgical glaucoma market, understanding of the current treatment algorithm for glaucoma patients, and dynamics of the healthcare ecosystem
• Familiarity with regulatory requirements and healthcare reimbursement in the medical device industry preferred
• Ability to travel frequently (>50%)
• 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