Industry Solutions Executive, Connected Care

About the Role

The Industry Solutions Executive (ISE), Connected Care is a senior field-based solutions leader responsible for advancing Topcon Healthcare's connected-care strategy within the corporate optometry market. The ISE serves as the connective tissue between corporate optometry customers and Topcon's commercial organization—translating Topcon's connected-care portfolio into enterprise-ready, end-to-end workflows that create measurable value for providers, patients, health plans, employers, and healthcare systems. This individual acts as a strategic advisor to some of the largest OD, OMD, and vision care networks in the country, helping customers leverage Harmony®, IRIS®, AI-enabled insights, and connected-care technologies to enhance clinical outcomes, improve operational performance, expand screening and monitoring capabilities, and unlock new opportunities for value-based and data-driven healthcare delivery. The role also serves as a key partner to Topcon's Strategic Account Managers, Software Sales Representatives, and Instrument Sales Representatives, equipping commercial teams with the solution narratives, business cases, and customer-facing assets needed to position enterprise-wide connected-care solutions. Success in this role requires building trusted executive relationships, creating repeatable commercial plays, enabling field teams to confidently position the connected-care platform, and helping establish Topcon as a market leader in connected eye care and healthcare through the eye. This is not a traditional account executive or product management role. The Industry Solutions Executive operates at the intersection of corporate optometry strategy, enterprise solution selling, clinical workflow transformation, and commercial enablement.

Essential Duties & Responsibilities

Connected Care Strategy & Market Development

• Define connected-care solution strategies and value propositions for the corporate optometry segment, including national and regional OD/OMD organizations, optical retail networks, and managed vision organizations.
• Collaborate with Product, Marketing, Commercial, Regulatory, and Implementation teams to ensure customer needs are reflected in solution development and go-to-market priorities.
• Shape market-facing solution narratives that help customers understand the value of connected eye care, disease screening, data-driven care delivery, and population health initiatives.
• Identify opportunities to expand the role of eye care within broader healthcare delivery models.
• Serve as a voice of the customer, helping inform product direction, workflow design, and commercial packaging through direct market engagement.

Enterprise Customer Engagement

• Lead executive-level discovery and opportunity development for complex enterprise healthcare organizations.
• Engage C-suite executives, medical directors, clinical leaders, and operational stakeholders to align connected-care solutions with business and clinical objectives.
• Develop executive business cases tied to measurable clinical, operational, financial, and population health outcomes.
• Build and maintain trusted executive-level relationships within strategic corporate optometry and vision care organizations.
• Leverage key opinion leader (KOL) relationships and market expertise to support customer engagement and solution adoption.

Solution Design & Workflow Transformation

• Translate customer goals and operational requirements into deployable connected-care solutions that leverage Harmony®, IRIS®, imaging technologies, AI-enabled decision support, analytics, and digital workflows.
• Help customers implement scalable approaches to diabetic retinopathy screening, chronic disease monitoring, care coordination, and preventive health initiatives.
• Support the development of new care pathways and operational models that improve patient outcomes, increase screening capacity, and enhance practice performance.
• Convert successful customer engagements into repeatable commercial playbooks that can be leveraged across the market. Examples may include:
  • Supporting enterprise-wide Harmony deployments across multi-location optometry networks to unify imaging, workflow, AI, and data management.
  • Integrating diabetic retinopathy screening programs into referral and care coordination pathways.
  • Activating data-driven screening, monitoring, and analytics capabilities across provider networks.
  • Developing connected-care models that create value for providers, health plans, employers, and healthcare organizations.

Sales Partnership & Commercial Enablement

• Partner with Strategic Account Managers and commercial teams on priority corporate optometry pursuits.
• Co-develop account strategies and participate in executive customer meetings, workshops, and solution discussions.
• Create customer-facing assets that support enterprise solution selling, including:
  • Solution narratives
  • Executive presentations
  • ROI and business value models
  • Demonstration workflows
  • Customer reference stories
  • Industry use cases
• Help expand customer conversations from individual products and technologies into broader connected-care platform opportunities.
• Develop repeatable commercial solution plays and customer success stories that can be leveraged broadly across the sales organization.
• Enable field teams through scalable tools, ROI models, executive presentations, business-value frameworks, and strategic guidance that support enterprise-level selling.
• Foster a collaborative co-sell culture across software, instrumentation, and strategic account teams.

Thought Leadership

• Represent Topcon Healthcare within the corporate optometry, vision care, and connected-healthcare communities.
• Participate in executive briefings, industry conferences, advisory boards, and customer forums.
• Build relationships with key opinion leaders and industry stakeholders.
• Support thought leadership initiatives designed to advance the adoption of connected care and healthcare through the eye.
• Lead planning and execution of Topcon's annual insights conference, bringing together healthcare leaders to discuss innovation, outcomes, and the future of connected eye care.
• Help strengthen Topcon Healthcare's position as a leader in connected eye care, population health, and healthcare through the eye.

Qualifications

Required Qualifications

• Bachelor's degree or equivalent combination of education and experience.
• 10+ years of experience in healthcare, health technology, medical devices, healthcare software, digital health, or related industries.
• Proven experience in enterprise commercial, strategic sales, business development, solutions consulting, or market development roles.
• Demonstrated success leading complex, multi-stakeholder enterprise opportunities involving executive decision-makers.
• Experience developing business cases, value propositions, executive presentations, and customer-facing sales tools.
• Strong communication, presentation, facilitation, and relationship-building skills.
• Proven ability to collaborate effectively within a field sales organization and influence outcomes in a matrixed environment.
• Willingness to travel approximately 50%.

Preferred Qualifications

• Experience in optometry, ophthalmology, vision care, retinal imaging, diagnostics, or related healthcare specialties.
• Experience selling enterprise SaaS platforms, clinical workflow solutions, healthcare data platforms, healthcare analytics solutions, or AI-enabled technologies.
• Experience working with corporate optometry organizations, optical retail networks, managed vision organizations, health systems, or other multi-site healthcare networks.
• Knowledge of diabetic retinopathy screening programs, population health initiatives, care coordination models, remote care strategies, and healthcare interoperability.
• Familiarity with FDA-regulated software solutions, clinical decision support technologies, or emerging applications of oculomics and healthcare analytics.
• Demonstrated ability to create and scale solution narratives, ROI models, demo workflows, and other commercial assets that enable successful enterprise selling.

Pay

• Base Pay Range: $200,000 to $225,000 Annualized
• Bonus eligible: In addition to base pay, this position is eligible for variable compensation comparable to the level of the position.

Benefits

• Medical, dental, vision, life insurance, disability insurance, tax saving spending accounts
• 401(k) plan with employer match
• Tuition reimbursement
• Paid company holidays, paid personal time off, and paid sick time that meets or exceeds state/local requirements
• Employees working at least 30 hours per week are eligible for Health and Welfare benefit package