The Specialty Sales Representative is responsible for driving sales results by effectively deploying an Account-based selling approach and communicating the benefits of OMIDRIA® to Ophthalmic Surgeons, Hospital Outpatient Surgery Centers (HOSCs) and Ambulatory Surgical Centers (ASCs) in an assigned geographic territory.
Your key responsibilities will be: - Earn, close and pull-through OMIDRIA® business at appropriate eye (lens replacement) surgery accounts
- Prospect, profile and qualify accounts to be targeted; then deploy an Account-based selling approach in converting the account's key ophthalmic surgeons, and other important and appropriate personnel (HCPs and non-HCPs) to adopt OMIDRIA®
- Develop and execute a thoughtful and compliant territory business plan to gain customer adoption of OMIDRIA®
- Leverage understanding of product information to consult, influence and maintain customer relationships
- Customize discussions with customers based on understanding the customer's practice and needs
- Meet and exceed sales goals and achieve maximum sales in assigned territory
- Maintain ongoing business planning with customers in territory through effective business management for assigned territory
- Establish a positive reputation for Rayner among HCPs and other important customers
- Manage territory budget to support sales and marketing activities
- Effectively manage and prioritize time and resources to maximize sales
- Complete and adhere to all administrative duties and compliance policies and training in a timely manner
Other Requirements: - Overnight travel may be required, will vary by territory
- Ability to attend required training programs
- Consideration for this position requires an acceptable driving record
- Dedication to full time employment (no employment or income-producing activities outside of inVentiv)
- Clearance on all pre-employment screening
Skills/Competencies - Decide and act in a complex and sometimes ambiguous selling environment, and demonstrate sound business judgment without necessarily having the total picture.
- Demonstrate initiative and follow-up which drives results
- Proven record as an individual producer making a strong impact in launch situations
- Results oriented with a proven track record of consistent success
- Ability to sell consultatively focused on customer need and delivered in an individualized clinical and data focused manner
- Strong persuasiveness and influence skills required
- Ability to understand and articulate complex scientific and complex data throughout the sales process
- Consistent history of operating with a high degree of integrity within compliance guidelines is mandatory
Qualifications/ Training/Experience Essential - Minimum of 5 plus years of outside sales (pharmaceutical/biotech/medical) experience, preferably with start-up or specialty pharma/device companies
- Hospital and/or Ambulatory Surgery Center (ASC) operating Room sales, with direct buy-and-bill experience
- Documented proven and consistent track record of achieving sales results in recent years
Desirable - Ophthalmology sales experience
- Knowledge of hospital formulary process and CMS coding
- Recent experience in the geography (local market knowledge and existing relationships with targeted facilities) preferred
Education
- Bachelor's Degree required (BS or BA), as well as strong technical/computer skills (including proficiency in Microsoft Word, Excel, and PowerPoint) and excellent verbal and written communication and platform skills
What you can expect from us: - Comprehensive benefits package
- Global appreciation platform to recognise colleagues around the globe
- Fantastic opportunity to work with highly talents teams and individuals and grow with the business
- Exciting variety of engagement events like yoga, seat chair massages, Summerfest, quarterly Love to Learn events
- Being part of an organisation you can be proud to work for changing the lives of millions of people!
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