Area Sales Manager - South NJ/East PA

Topcon Positioning Systems•Remote (NJ-US), DE

4d•Remote

About The Position

The Area Sales Manager (ASM) promotes and sells Topcon Healthcare’s Diagnostic and Refractive instrument platform within a designated territory. The role includes selling clinical diagnostic instruments such as OCTs, retinal cameras, topographers, and refraction systems, as well as Topcon’s Harmony Healthcare Digital Management System. The ASM is expected to travel at least 50% of the time within the territory and attend local and national trade shows as scheduled, including weekends. The position requires developing knowledge of the clinical and technical applications of Topcon products and staying current on new advances, concepts, and products. The ASM develops an annual business plan, updated or modified quarterly, with actions and strategies to achieve quarterly and annual quotas. The role involves planning territory activity to prospect and cultivate new accounts, develop existing accounts, obtain orders, and meet sales goals. The ASM communicates with sales management and Topcon departments about competitive and territory issues, order status, and complaints, following Topcon QMS processes. The ASM conducts regular instrument demonstrations, tailors presentations and materials to customer needs, maintains customer relationships as a consultant and educator, maintains account profiles in the CRM, and collaborates with sales and marketing teams to identify and win opportunities. The candidate must reside in southern New Jersey, eastern Pennsylvania, or Delaware, and live no more than 1.5 hours from a major U.S. airport. The role is remote and involves extensive air and automobile travel. Physical requirements include lifting and lowering boxes and instruments weighing 25–100 pounds, and occasionally standing for eight or more hours at trade shows. The expected base pay is $100,000 annualized. The position is eligible for a $600 monthly car allowance and sales incentives or commissions. Topcon offers a comprehensive benefits package, including medical, dental, vision, life and disability insurance, tax-saving spending accounts, a 401(k) plan with employer match, tuition reimbursement, paid company holidays, paid personal time off, and paid sick time.

Requirements

Must reside in southern New Jersey, eastern Pennsylvania, or Delaware.
Must live no more than 1.5 hours from a major U.S. airport.
Must be able to work remotely and travel extensively by plane and automobile.
Must be available for overnight travel up to 25% to 50% of the time, including occasional weekend and holiday trips.
Ability to lift and lower boxes and instruments weighing 25–100 pounds.
Ability to stand occasionally for eight or more hours during trade shows.
Business-to-business sales experience demonstrating a comprehensive understanding of the sales process and ethical business practices.
Evidence of top performance in prior sales roles.
Strong presentation skills, business acumen, and leadership qualities.
Understanding of sales metrics, performance measures, and technical indicators.
Aptitude for analysis and strategy.
Excellent interpersonal and client-relations skills.
Negotiation, conflict-resolution, and presentation skills.
Dynamic and creative problem-solving abilities.
Strong client-focused mindset.

Nice To Haves

Bachelor’s degree.
Experience selling capital equipment to physician offices, hospital systems, Integrated Delivery Networks (IDNs), government, and national accounts.
C-level call points and demonstrated strategic selling skills.
Understanding of health insurance and payers.

Responsibilities

Promote and sell clinical diagnostic instruments, including OCTs, retinal cameras, topographers, and refraction systems, as well as Topcon’s Harmony Healthcare Digital Management System.
Develop an annual business plan and update or modify it quarterly with action items and strategies to achieve quarterly and annual quotas.
Plan and conduct territory activity to prospect and cultivate new accounts, develop current accounts, obtain orders, and meet sales goals.
Communicate with sales management and Topcon departments about competitive issues, territory issues, order status, and complaints, following Topcon QMS processes.
Conduct routine instrument demonstrations and tailor presentations and materials to specific customer needs and requirements.
Maintain continuity with customers as a consultant, information source, problem solver, and educator.
Maintain high-quality account profiles in the CRM.
Perform special projects or duties for individual enrichment, self-growth, or company benefit.
Work with Topcon sales and marketing teams to uncover and win opportunities and promote Topcon Healthcare.
Travel within the territory and attend local and national trade shows as scheduled, including weekends.