Territory Manager, North Germany

Job Description

We are looking for a Territory Manager for Northern Germany to drive sales and support the adoption of iStent technology within ophthalmic clinics in the region. The TM will work closely with ophthalmic surgeons, providing training and guidance to integrate our technology into their practice while ensuring the best possible patient outcomes.

This role requires a customer-focused approach, with the ability to manage the territory for optimal return on investment. Additionally, the TM will engage with key opinion leaders (KOLs) in glaucoma and cataract treatment to build advocacy for iStent. Occasionally, support may be required in other territories, primarily within Germany.

Key Responsibilities

• Identify and engage potential customers, including ophthalmic surgeons and clinicians.
• Organize and conduct surgical wet-labs to demonstrate and train surgeons on iStent.
• Build and maintain strong customer relationships to drive product adoption.
• Attend initial surgeries to support surgeons in gaining confidence and proficiency with iStent.
• Provide ongoing surgical support to ensure optimal usage and patient outcomes.
• Train healthcare professionals in clinics and hospitals on the technology, benefits, and patient conversion strategies using Glaukos Practice System.
• Support clinics and hospitals in navigating reimbursement processes for iStent
• Collaborate with hospital management, business unit managers, and relevant authorities on reimbursement structures and tender qualifications.
• Attend targeted industry events to generate leads and maintain business relationships.
• Participate in regional and national business unit meetings as required.
• Gather and report insights on competitor activities, pricing, and market trends.
  
  
  

Qualifications

• Bachelor's or Master’s degree, preferably in Science, Business, or Marketing.
• 5+ years of medical sales experience, preferably in surgical products (Ophthalmology, Orthopedics, Otolaryngology, Urology, or similar fields).
• Strong business acumen and value-based sales approach.
• Entrepreneurial mindset with the ability to develop and expand new territories.
• Experience in surgical procedures and working within hospitals, including tender processes.
• Resilient, self-motivated, and flexible to travel across the territory.
• Proven ability to meet and exceed sales targets while building long-term customer relationships.
• Experience using Salesforce is a plus.
• Professional-level English skills are an advantage.
• Ability to follow defined processes and procedures effectively.
  
  
  

#GKOSEMEAI #GKOSINTERNATIONAL