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.
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%).
