The Territory Manager is responsible for driving sales results by effectively deploying an Account-based selling approach and communicating the benefits of Rayner IOLs and other approved medical device products 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 IOL/Medical Device 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 Rayner Medical Device Products
- Develop and execute a thoughtful and compliant territory business plan to gain customer adoption of Rayner Medical Device Products
- 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
- 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
Base Salary can range from 120-140K plus commission. .
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 such as Love to Learn events
- Being part of an organisation you can be proud to work for changing the lives of millions of people!
