Note: The job is a remote job and is open to candidates in USA. Balance Ophthalmics is a commercial-stage medical device company focused on transforming the standard of care in glaucoma management. They are seeking U.S. Strategic Account Managers to drive prescription adoption of their FSYX OPAP device across designated territories, serving as the primary commercial leader and managing the entire commercial cycle within their region.
Responsibilities
- Build and execute a comprehensive territory business plan aligned with national commercial objectives for the FSYX OPAP launch
- Identify, prioritize, and develop relationships with key glaucoma specialists, ophthalmology department chairs, select optometric glaucoma focus practices, and surgical center directors within your territory
- Map account ecosystems including clinical champions, economic buyers, and administrative decision-makers to accelerate adoption
- Serve as the clinical and technical expert for the FSYX OPAP device, delivering compelling product presentations, live procedure support, and hands-on training
- Partner with Key Opinion Leaders (KOLs) to develop educational programs, case studies, and peer-to-peer initiatives
- Support case coverage during initial device installations and ongoing clinical onboarding to ensure physician proficiency and confidence
- Own the full commercial relationship with each strategic account, from initial engagement through protocol integration and long-term retention
- Lead contract negotiations and coordinate with internal teams (market access, medical affairs, finance) to drive favorable formulary and procurement outcomes
- Develop and maintain account-specific protocols, usage tracking, and performance dashboards to ensure strong ROI for both the account and Balance Ophthalmics
- Act as a reimbursement resource for practices, educating office staff and administrators on coding, coverage, and billing for the FSYX OPAP
- Identify and escalate market access barriers; collaborate with the Market Access team to develop territory-specific pull-through strategies
- Monitor competitive landscape and provide actionable field intelligence to the commercial leadership team
- Contribute to the development of launch playbooks, sales tools, and best practices as an early commercial team member
- Attend national and regional ophthalmic conferences (e.g., AAO, AGS, ASCRS) to represent Balance Ophthalmics and build professional networks
- Collaborate with Marketing, Clinical Affairs, and Medical Education to develop localized programs and align field activities with brand strategy
- Maintain accurate and up-to-date CRM records (Salesforce or equivalent) including pipeline activity, account notes, and forecasts
- Deliver weekly and monthly territory performance reports to the Chief Commercial Officer
- Manage territory budget for travel, entertainment, and promotional spend within company guidelines
Skills
- Bachelor's degree in Life Sciences, Business, or a related field; advanced degree a plus
- 5+ years of medical device, surgical equipment, or pharmaceutical sales experience with a demonstrated record of consistent quota attainment
- Proven ability to navigate complex, multi-stakeholder health system and IDN sales cycles
- Demonstrated experience in a start-up or early-stage commercial environment; comfortable building processes, tools, and strategy with limited infrastructure
- Entrepreneurial mindset: self-directed, resourceful, and capable of operating with a high degree of autonomy
- Strong clinical acumen with the ability to engage credibly with surgeons and clinical staff
- Excellent interpersonal, presentation, and negotiation skills
- Ability to travel up to ~ 50% within assigned territory and nationally as required
- Direct experience in glaucoma, MIGS (Minimally Invasive Glaucoma Surgery), Durable Medical Equipment (DME), or broader ophthalmic surgical device sales is a plus
- Existing relationships with high-volume glaucoma specialists, academic ophthalmology programs, VA, or ophthalmic surgical centers within the target territory
- Experience launching a first-in-class or novel medical device
- Familiarity with reimbursement and coding pathways for ophthalmic procedures and devices
- Prior KOL development and medical education program experience
Benefits
- Comprehensive health, dental, and vision benefits.
- Car allowance and expense reimbursement.
- Field-based, remote role with the autonomy to structure your territory/region strategy.
- Direct access to and visibility with senior leadership in a flat, collaborative organization.
Company Overview