Practice Growth Manager (US-East)

The Practice Growth Manager (PGM) is a field-based sales, implementation, and practice development professional responsible for driving adoption, implementation, utilization, and long-term success of Scope’s ecosystem and technology solutions within a defined multi-state territory. This role is externally focused and execution-driven, requiring regular in-market presence, extensive travel, and direct engagement with clinical practices. This role reports directly to the Head of US Sales, while taking strategic input from the Practice Growth Lead (PGL).

The PGM owns ecosystem execution—including OPTASE MX2, OPTASE Connect, and future ecosystem products—through closing responsibility, in-person and remote training, onboarding, workflow integration, structured follow-up, and corrective action to ensure sustained performance. While certain activities may be supported remotely, the role is fundamentally designed around in-market execution, live training, on-site implementation, and face-to-face relationship building.

The PGM partners closely with Regional Account Managers (RAMs) while operating through a distinct reporting structure and focus area centered on devices, technology, training, and practice transformation. In addition to ecosystem execution, the PGM owns retail execution for assigned non-Direct provider offices, ensuring continuity of samples, coupons, education, and utilization at the practice level.

Success requires strong clinical confidence, technical aptitude, and the ability to operate independently across large geographies while maintaining a high level of external visibility and customer engagement. This is not a desk-based role. The role requires frequent regional travel around the Eastern US, regular in-market presence, and participation in trade shows, meetings, and company events across the US, and internationally, as needed.

Responsibilities

Ecosystem Sales & Growth

• Owns field execution and closing responsibility for Scope ecosystem and technology solutions, including OPTASE MX2, OPTASE Connect, and future ecosystem products.
• Leads in-person and virtual sales conversations, demonstrations, and closing activities for OPTASE MX2 placements.
• Owns closing responsibility for OPTASE Connect opportunities with non-Direct ECPs, including inbound leads and non-traditional accounts.
• Partners with RAMs on joint field calls when in-market collaboration improves close probability, accelerates execution, or strengthens customer experience.
• Represents Scope professionally in customer offices, at meetings, and at industry events in alignment with company values and behaviors.

Customer Success, Training & Implementation

• Owns onboarding, training, and implementation of OPTASE MX2 and OPTASE Connect customers.
• Delivers in-person, on-site training as the primary execution method, with remote training used selectively based on geography, timing, or follow-up needs.
• Trains clinical, administrative, and operational staff to ensure successful workflow integration and sustained adoption.
• Conducts structured 1-week, 30-day, and 60-day follow-ups, including in-market visits when required to stabilize or improve performance.
• Monitors account performance and leads corrective action for underperforming or declining ecosystem accounts.

Retail & Non-Direct Provider Office Execution

• Owns retail execution for assigned non-Direct provider offices where product education, sampling, and recommendation are driven through the clinical practice and patients ultimately purchase through brick-and-mortar or online channels.
• Maintains active sample and coupon cadence, including restocking, resupply coordination, and utilization monitoring.
• Establishes and maintains a primary retail contact within each assigned provider office.
• Supports key retail customers remotely and, when applicable, through targeted in-market visits to stabilize, protect, or accelerate utilization.
• Monitors retail performance trends (accelerators and decliners) and drives corrective action when engagement declines.
• Maintains alignment with RAMs by incorporating territory insight and field context; RAM input is additive and simultaneous, not a prerequisite or trigger for PGM ownership.
  

Team Working

• Works closely with RAMs, marketing, operations, training, and technical teams to ensure consistent execution and a high-quality customer experience.
• Collaborates cross-functionally to align field execution with company priorities and ecosystem strategy.
• Shares field insights, best practices, and execution learnings to help define and evolve “what good looks like” for the Practice Growth function.

Business Planning & Time Management

• Plans and executes in-market activity across a large, multi-state territory to ensure effective coverage and prioritization.
• Coordinates demo logistics, scheduling, and field deployment for assigned OPTASE MX2 demo units.
• Maintains accurate documentation of field activity, customer interactions, training, and implementation progress.
• Balances travel, in-office execution, training, sales activity, follow-up, and retail responsibilities within a defined capacity model.

Product & Market Knowledge

• Maintains deep working knowledge of Scope’s ecosystem products and relevant competitors.
• Demonstrates a strong understanding of clinical workflows and practice operations through direct field exposure.
• Monitors market dynamics and shares actionable insights with leadership and cross-functional partners.

Qualifications

• Business, Science, or Healthcare-related degree desirable
• Professional qualifications and memberships desirable

Specific Knowledge, Skills and Experience

• Experience in medical device, healthcare, or technology sales required
• Eye care, optometry, or ophthalmology experience strongly preferred
• Proven ability to train, educate, and influence customers in live, in-person environments as well as virtual settings
• Strong technical aptitude and comfort with software-based and device-enabled solutions
• Excellent organizational, communication, and interpersonal skills
• Ability to operate independently in a field-based role across large geographies
• High level of professionalism and executive presence
• Strong computer literacy, including CRM systems and MS Office (Word, PowerPoint, Outlook, Excel)
• Willingness and ability to travel extensively (approximately 60%), including overnight travel and trade show participation
• Proximity to a major airport required