Account Manager – Surgical Sales (North East)

Posted 01 July 2024
Salary 60000
Job type Permanent
Contact NameNatalie Wattenbach

Job description

Ophthalmology - Surgical Sales Specialist – North East England

BioTalent are working with a global leader in ophthalmological surgical equipment to find an experienced Surgical Sales Specialist is to represent the organisation. In this position, the successful individual will be supporting surgical and theatre departments within hospitals through education, fostering strong relationships, taking accountability for sales, and providing exceptional full-cycle customer support.

You will be responsible for ensuring a sustainable market-share gain across your respective territory. To do so, you will actively drive the development of the total portfolio of products locally.

The “ideal” candidate has solid surgical ophthalmology experience, likes to act in an operating room environment and is able to influence surgeons’ preference. In addition to strong technical / clinical skills, this role will be able to manoeuvre in the complex environment of hospitals and clinics.

Finally, yet most importantly, the successful incumbent must be able to identify and follow through on commercial opportunities; using your strategic sales acumen and “value-based” selling to secure agreement over competitors.

This is a fantastic opportunity for someone that gains value in managing their own workload and schedule, is motivated to hit and exceed set targets and collaborate with industry experts.

Key Responsibilities:
  • Successful performance of sales within the territory; Obtaining insight and intelligence from the customer environment and translating this into successful commercial execution
  • Increasing the market share of the company’s portfolio
  • Equipment lead initiation supported by product experts
  • Ownership of Cataract-dominant and IOL Account plan development & execution
  • Providing end-to-end customer support for customers, helping coordinate specialist roles Activities & Plans
  • Mapping decision-making processes and key stakeholders to enable the implementation of the business plan
  • Foster strong, long-lasting relationships with key stakeholders
  • Optimise a consultative sales approach, ensuring that the products and services align with customer & patient needs
  • Play an active role in “bottom-up” demand generation following up with contract negotiations
  • Prepare & negotiate quotes with customer
  • Liaising with experts in case of more in-depth technical/clinical knowledge of a certain product is required to generate demand and/or implement solutions
  • Initiating and drive local events that serve customer´s needs
  • Following & report on competitor activities

Essential Skills:
  • Understanding and practical experience within the area of Ophthalmology
  • Demonstrable experience of selling a technical device into a theatre environment
  • Consultative sales experience in medical devices and/or Pharmaceuticals in a B2B capacity
  • Experience in a customer-facing role interacting with medical & non-medical staff
  • Cross-functional and matrix working
  • Utilisation of budget impact models and demonstrating value concepts
  • Strong business and selling acumen
  • Excellent communication and negotiation skills, both technically and interpersonally
  • Strong problem-solving skills
  • General understanding of surgical techniques and anatomy, physiology, pathology, and optics
  • Business Acumen (including Value Based Selling)
  • Negotiation Skills
  • Understanding of Cat Consumables, Equipment, Diagnostics, Visualization desirable but not essential