Account Manager (California)

About the role

The Account Manager (AM) is responsible for driving LAL growth in the defined territory by building trusted relationships with surgeons and practice staff, positioning premium technology, and optimizing patient flow.

Responsibilities

• Execute the area's strategic priorities at the territory level, focusing daily selling and account activities on the highest-value growth opportunities.
• Support the execution of strategic initiatives, programs, and new product introductions that contribute to LAL adoption and account-level performance growth.
• Conduct ongoing business planning review of territory performance, identifying LAL velocity, cycles, and at-risk trends measured within actionable timeframes.
• Develop and manage site-level account plans aligned to the area's strategic priorities and to positive physician and patient experiences, in close collaboration with territory CS partners.
• Implement and maintain CRM documentation for all accounts based on key engagement activities communicated by the Area Sales Director.
• Lead regional OD referral engagement strategy to support LAL patient pipeline.
• Co-own and execute net new customer onboarding processes with CSs focused on full team alignment and measured time to first implant as a key measure of success.
• Conduct formal business reviews with accounts, benchmarking LAL adoption trends, clinical outcomes, economic impact, and where necessary adapting business reviews based on this data.
• Partner with the CS and ASD to identify growth bottlenecks and formulate adoption-focused solutions.

Requirements

• Commercial and sales acumen, with the ability to build and execute account-level growth strategy that drives LAL adoption and same-store growth.
• Working clinical and ophthalmic knowledge regarding practice workflows, patient flow optimization, and the ability to guide and resolve workflow issues in clinic settings to accelerate LAL adoption.
• Proven ability to interpret and act on clinical and commercial performance data.
• Demonstrated ability to co-lead strategic customer planning and execute business plans.
• Knowledge of ophthalmic clinic and ASC operations, with emphasis on premium technology positioning.
• Excellent written and verbal communication skills.
• Ability to manage multiple projects and deliver results against LAL growth objectives.

Education, Experience, and Training

• Bachelor’s degree in Business, Life Sciences, or a related field preferred.
• Minimum 5 years of commercial or sales experience in the ophthalmic, medical device, or healthcare industry; breadth of sales experience is valued.
• Experience in premium IOLs, refractive cataract workflows, or clinic/ASC optimization is a plus.
• Demonstrated success in customer onboarding, business planning, or strategic account development roles strongly preferred.
• Familiarity with CRM tools, patient flow design, and co-management network development are highly desirable.
• Training to be completed per the training plan for this position as maintained in the document control system.

Performance Metrics and Expectations

• Achievement of YoY LAL unit growth targets by account.
• Timely execution of onboarding plans and territory growth roadmaps.
• CRM completion and action plan documentation for all assigned practices.
• OD network expansion and engagement activity tracking.
• Completion of business reviews, measuring adoption pre vs. post implementation.
• Introduction and execution of company-wide LAL adoption initiatives at the account level.