Regional Account Manager - Southern California
The Regional Account Manager (RAM) is a sales and business development professional within a defined geographical area. The RAM builds collaborative relationships with major customers (Ophthalmologists & Optometrists) in their region. They will maximize service-oriented contact with these individuals to increase their usage and/or recommendation of Scope products. RAMs work with some direction and supervision by management but are able to plan and implement their own activities with limited assistance. They will have a complete understanding of the Scope Product Portfolio to consistently and confidently work with customers.
This role is based out of Los Angeles, travel frequently around Southern California and available to travel several times a year to trade shows and company meetings around the US.
Key Responsibilities
Product Promotion & Sales
• Responsible for the delivery of pre-set objectives on sales, activity and other metrics as defined by Scope.
• Creates an effective routing to ensure major accounts are developed and sustained. Focuses all activities and promotional spend on pre-defined target customers.
• Conducts sales calls and presentations with customers in specialised departments in hospitals and other health care institutions.
• Develop and maintain good selling skills using the Scope Infinity model and use these skills to maximise usage and promotion of products by Heath Care Providers (HCPs).
• Uses promotional materials in an appropriate fashion to support the selling messages as set out in marketing plans.
• Always represents Scope in a professional manner in line with the company values and behaviours.
Team Working
• To liaise effectively with Scope colleagues to maximize commercial effectiveness.
• To liaise effectively with relevant third-party stakeholders to maximize commercial effectiveness. This will involve joint action planning on a regular basis.
• To proactively seek to share best practice with colleagues both in the same area team, and nationally if appropriate, and to implement best practice in own territory.
• To liaise with all Scope employees in the same helpful and constructive manner as appropriate.
• To take the lead on the above activities if working in partnership with colleagues as needed.
Business Planning & Time Management
• Conducts monthly analysis of sales and activity for the territory, including the integration of CRM systems to plan effectively.
• Produces a territory action plan with guidance and direction from line manager and colleagues.
• Effectively plans activities in advance and updates CRM planner and customer interactions as required.
• Manages promotional budget effectively to maximise the return on investment. Updates Manager as required.
• Responds to requests from both customers and Scope colleagues promptly.
• Monitors performance versus objectives at all times. Updates Manager as required.
• Seeks guidance and direction as needed but can manage own time effectively to ensure deadlines are met.
Product & Market Knowledge
• Maintains and develops strong product and therapy area knowledge, for all Scope promoted products and competitors. Has a detailed understanding of the marketing strategy for those promoted products.
• Develops and maintains a good knowledge of the Eye Care area in their region. Has a knowledge of the names and positions of all the key individuals in their accounts. Monitors changes in structure, personnel & policy and shares with US Management as appropriate.
• Monitors the activities of competitors in territory and gives feedback to colleagues, Manager and Marketing on a regular basis.
Customer & Account Focus
• Has an intimate understanding of the account strategy to be adopted in each major account.
• Coordinates the account planning process with other stakeholders.
• Takes personal responsibility for the development of a number of Key Opinion Leaders (KOLs).
Qualifications
- Business or Science related degree desirable
- Professional qualifications and memberships desirable
Specific Knowledge, Skills and Experience
- 5+ years' experience in Sales in a similar environment is required. Experience in the Eye Care area would be distinct advantage.
- Track record of having the Drive, Clinical Competency and Interpersonal Savvy to develop and maintain strong relationships with a varied group of HCPs is critical.
- Energy, resilience and enthusiasm is a key advantage in this role.
- Has well developed selling skills with a strong focus on customer needs.
- Proven ability to analyse data and develop effective territory and accounts plans. Track record of monitoring progress and following through as needed.
- Ability to work well on own initiative within a remote team.
- Comfortable and capable of communicating with all levels within and outside the business (written and verbal) with a high level of professionalism.
- Self-motivated and able to demonstrate strong organisation and prioritisation skills.
- Personal Effectiveness - must be able to work under pressure and autonomously; successfully manage a very diverse and demanding workload.
- Excellent computer literacy. Skilled in the use of CRM systems and MS Office software (Word, PowerPoint, Outlook and Excel).
- Flexible attitude to working hours and willingness to travel across own territory and US (approx 30%).
