Interventional Dry Eye Representative - DC

Current•Washington DC, DC

About The Position

The Interventional Dry Eye Representative develops and executes sales-focused business plans for an assigned territory to meet or exceed revenue targets. The role manages the full sales process, builds and maintains customer relationships, provides in-office product evaluations, and uses TearCare clinical data in interactions with eye care professionals. It also supports marketing, market access, conferences, and commercial team initiatives while keeping current on dry eye technologies and trends. The representative maintains regulatory compliance across commercial partners through training and coaching, supports company policies and applicable quality and regulatory requirements, and represents the company professionally with physicians, consultants, vendors, and coworkers. The role also contributes to team development through field coaching, conference calls, presentations, and onboarding training for newly hired sales representatives. Travel may include up to 20–40% overnight travel, depending on the territory, and face-to-face customer interaction may be up to 90%.

Requirements

Bachelor’s degree or equivalent experience.
Eight years of experience in medical device sales.
Solid and sustained performance across all aspects of the job, including consistent sales goal attainment and strong territory administration, such as CRM, expense reports, and inventory.
Demonstrated leadership within the team and business unit, with peers seeking guidance and mentorship.
Solution-oriented and adaptable to change.
Effective communication skills, including the ability to resolve conflict and solve problems with win-win outcomes.
Strong negotiation and clinical selling skills.
Business acumen with market access and reimbursement knowledge.
Ability to spend long hours on their feet while visiting healthcare facilities or attending trade shows.
Ability to lift and carry medical devices, sometimes weighing up to 50 pounds or more.
Valid driver’s license and clean driving record; frequent travel to customer locations is required.
Comfort driving for extended periods and navigating various routes.

Nice To Haves

Experience in optometry or ophthalmology.
Two years of demonstrated success as an SSI sales representative is strongly preferred.

Responsibilities

Create strategic, sales-focused business plans for the assigned territory and execute them to meet or exceed revenue targets.
Manage the selling process, from cold calling through product demonstration and closing the sale.
Provide in-office product evaluations.
Identify potential customers and build relationships through targeted activities and communication.
Maintain relationships with targeted existing customers.
Negotiate pricing with new and existing customers to maximize value.
Use TearCare clinical data effectively in interactions with eye care professionals.
Enter customer data and forecasts accurately and on time in the CRM.
Implement marketing plans, promotions, and programs.
Conduct quarterly business reviews with TearCare accounts to maintain and grow sales.
Support market access initiatives by identifying advocates.
Attend conferences and support the commercial team.
Stay current on new dry eye technologies and trends.
Maintain regulatory compliance across commercial partners, including direct sales representatives, independent sales representatives, and distributors, through regular training and coaching.
Support company goals, objectives, policies, and procedures that comply with FDA Quality System Regulations, ISO 13485, and other applicable domestic or international requirements.
Maintain a professional and credible image with key physicians, consultants, vendors, and coworkers.
Coach and develop sales representatives through field rides and written coaching on the Field Coaching Report.
Lead team conference calls and presentations when applicable.
Deliver on-the-job training to newly hired Sight Sciences sales representatives.
Partner with internal stakeholders and inform strategy and program development.