Regional Account Manager - Southern California

Scope Group•Los Angeles, CA

About The Position

Scope Health Inc is hiring a Regional Account Manager to serve a defined territory in Southern California, based in Los Angeles. The role is a sales and business development position focused on building collaborative relationships with ophthalmologists and optometrists, increasing their use and recommendation of Scope products, and delivering defined sales and activity objectives. The manager works with some direction and supervision but plans and implements territory activities with limited assistance, and maintains a thorough understanding of the Scope product portfolio. The role involves developing and sustaining major accounts, conducting customer calls and presentations in hospitals and other healthcare institutions, coordinating account plans, monitoring territory performance, and managing promotional spend. The manager works with Scope colleagues and third-party stakeholders to improve commercial effectiveness, share best practices, and support customers. Travel is required across the territory and to U.S. trade shows and company meetings several times a year; the description estimates travel at approximately 30%. Scope describes its vision as becoming a leading force in eyecare, with people at its core. The company states that it provides equal employment opportunities and prohibits discrimination and harassment on the basis of protected characteristics.

Requirements

At least 5 years of sales experience in a similar environment.
A track record of drive, clinical competency, and interpersonal savvy in developing and maintaining relationships with a varied group of healthcare professionals.
Well-developed selling skills with a strong focus on customer needs.
Ability to analyze data and develop effective territory and account plans.
Track record of monitoring progress and following through as needed.
Ability to work independently within a remote team.
Ability to communicate professionally, in writing and verbally, with people at all levels inside and outside the business.
Self-motivation and strong organization and prioritization skills.
Ability to work under pressure and autonomously while managing a diverse and demanding workload.
Excellent computer literacy, including proficiency with CRM systems and Microsoft Office software (Word, PowerPoint, Outlook, and Excel).
Flexible attitude to working hours and willingness to travel across the territory and the U.S. (approximately 30%).

Nice To Haves

Business- or science-related degree.
Professional qualifications and memberships.
Experience in the eyecare area.

Responsibilities

Deliver sales, activity, and other objectives defined by Scope.
Create an effective routing plan to develop and sustain major accounts, focusing activities and promotional spending on predefined target customers.
Conduct sales calls and presentations with customers in specialist departments at hospitals and other healthcare institutions.
Use the Scope Infinity selling model and develop selling skills to maximize healthcare providers’ use and promotion of products.
Use promotional materials appropriately to support the messages in marketing plans and represent Scope professionally in line with company values and behaviors.
Liaise effectively with Scope colleagues and relevant third-party stakeholders, including through regular joint action planning.
Share best practices with colleagues and implement relevant practices in the territory; take the lead on partnership activities as needed.
Analyze territory sales and activity monthly, using CRM systems to support effective planning.
Produce a territory action plan with guidance from the line manager and colleagues.
Plan activities in advance and update the CRM planner and customer interaction records as required.
Manage the promotional budget to maximize return on investment and update the manager as required.
Respond promptly to customers and Scope colleagues, monitor performance against objectives, and meet deadlines.
Maintain and develop knowledge of Scope products, therapy areas, competitors, and the marketing strategy for promoted products.
Develop knowledge of the regional eyecare market and key account contacts; monitor account structural, personnel, and policy changes and share relevant information with U.S. management.
Monitor competitor activity in the territory and regularly provide feedback to colleagues, the manager, and Marketing.
Understand and coordinate account strategies and planning with other stakeholders.
Take personal responsibility for developing a number of Key Opinion Leaders (KOLs).