Refractive Manager - Trifocal

Role Objective:

• A key objective of this position is to build and expand the customer base and market share for trifocal, phakic, and premium intraocular lenses (IOLs). Refractive Manager Trifocal will leverage scientific selling techniques to support the sales team, increase product usage among low volume users and achieve sales and market share objectives within the assigned territory.

Desired Candidate Profile:

• Graduate or Masters level degree in Ophthalmology, Optometry, Science or Engineering or Business Administration.
• Minimum of 5 years in medical device sales, specifically in IOLs. Experience with trifocal, phakic, and premium IOLs is highly desirable.
• Strong scientific selling skills, excellent communication, and interpersonal skills. Proven track record of meeting sales targets and developing customer relationships.

Role & Responsibilities:

• Market Development: Build up the customer base and increase market share for trifocal, phakic, and premium IOLs.
• Scientific Selling: Utilize specialized knowledge and skills to effectively sell trifocal, phakic, and premium IOLs.
• Team Support and Training: Provide support and training to the existing sales team to bridge scientific knowledge gaps and increase product usage among low volume users.
• Account Focus: Target specific accounts for bundling and volumetric schemes to maximize sales.
• Brand Awareness: Drive focus on Trifocal RTD in the state to increase brand awareness.
• Guidance and Coordination: Guide product specialists on bundling strategies and work with the team to drive sales and brand awareness.
• Customer Service: Provide prompt and effective customer service to key accounts, building and maintaining strong relationships to achieve sales goals.
• Sales Achievement: Achieve annual sales plans and market share objectives for trifocal, phakic, and premium IOLs in the assigned territory.
• Territory Management: Review systems and processes, analyse data, and manage the territory comprehensively.
• Compliance and Reporting: Handle adverse event and product complaint activities at the local level, ensuring adherence to corporate compliance guidelines and programs.
• Intra-Divisional Collaboration: Maintain routine communication and coordination with the Zonal Sales Manager and GM Sales within the assigned territory.

Key Performance Indicators:

• Increase usage :

- Target existing users to increase usage through volume-based special offers, bundling options, and scientific discussions.

• Upsell/Upgrade :

- Encourage high volume users of other products to upgrade through scientific discussions, peer-reviewed journals, and practice development initiatives.

• New Customer Creation :

- Engage in scientific discussions and sampling to create new customers.

• Switching/Conversion :

- Convert competitive users by demonstrating how your product meets their needs more effectively.

Functional Skills Required:

• Scientific Knowledge: Deep understanding of trifocal, phakic, and premium IOLs and their applications.
• Sales Acumen: Expertise in developing and executing sales strategies, including bundling and volumetric schemes.
• Analytical Skills: Ability to analyse market data and trends to make informed decisions.
• Training and Development: Capability to upskill the sales team with scientific selling techniques.

Behavioral Skills Required:

• Communication: Strong verbal and written communication skills for effective scientific discussions and relationship building.
• Customer Focus: Dedicated to providing exceptional customer service and building long-term relationships.
• Leadership: Ability to guide and motivate the sales team to achieve targets.
• Adaptability: Flexibility to adapt to changing market conditions and customer needs.
• Collaboration: Strong team player with the ability to work collaboratively across divisions.

Specific Professional Competencies:

• Business Acumen, Customer Focus, Drive for results, Problem solving, Peer relationship, Negotiation skills, Functional/ technical skills, Presentation skills, Adherence to Ethics and Values, Integrity.

Biotech is an Equal Opportunity Organization promoting diversity while ensuring no discrimination on any ground including gender, race, religion, age, sexual orientation, disability, etc.