Surgical Key Account Manager
About The Position
In this role, the focus is on establishing Santen’s MicroShunt as the surgical treatment of choice for glaucoma by creating awareness, building strong relationships with Key Opinion Leaders (KOLs), and providing state-of-the-art surgical training and follow-up. At the same time, the objective is to "seed and nurture" the market by introducing Santen’s surgical solutions, ensuring sustainable market-share growth, and enabling fruitful collaboration with the glaucoma prescription drugs team to deliver cohesive strategies. You will leverage expertise in surgical ophthalmology to influence surgeon preferences, navigate complex hospital environments, and act as a strategic partner to hospitals and clinics across the territory, all while bringing a solutions-focused approach, a pro-active commercial mindset, and a strong ability to adapt to a rapidly evolving market landscape.
Requirements
- 5+ years of experience in medical device sales (ophthalmology and/or hospital sales preferred).
- Proficient in English.
- Understands pharmaceutical industry dynamics and health system policies.
- Utilizes market and clinical knowledge to identify business growth opportunities.
- Action-oriented and results-focused with emotional control, self-awareness, and a passion for continuous improvement.
- Great communication and people skills.
- Organizational skills and ability to prioritize.
- History of top sales performance, commercially astute and driven by sales results.
Nice To Haves
- Any East European language skills will be an advantage.
- Degree in health or business related subject will be an advantage.
Responsibilities
- Identify and build up new accounts in surgical glaucoma.
- Conduct and/or support local training with regards to glaucoma drainage surgery.
- Initiate and develop sustainable relationship with key opinion leaders across your territory.
- Closely collaborate with Santen Pricing & Market-Access Team to maximize the MicroShunt potential in your territory and across the east region.
- Develop innovative and efficient acquisition plans on account level to ensure sustainable business development.
- Achieve sales targets and develop operational plan for maximum return on investment.
- Achieve and demonstrate effective use of agreed KPIs and objectives.
- Identify sales-related trends.
- Identify profitable business opportunities and align available resources.
- Maintain and optimize existing relationships and manage business with existing key customers.
- Provide accurate feedback on competitor activities in the field.
- Interact with Santen sales management, marketing and customer service to guarantee top services to our customers.
- Manage the territory financial budget.
- Provide technical expertise for questions, issues or requirements related to product portfolio responsibilities.
- Efficiently use the company reporting tools to ensure up to date customer/territory information and sharing valuable information across the organization.
- Ensure compliance with company standards and Code of Practice.
- Follow Good Distribution Practice guidelines and act in line with it (obligatory for all employees).
Benefits
- Flexible ways of working
- Highly inclusive work environment
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
Number of Employees
501-1,000 employees
