Surgical Partner France (région Sud-Ouest)

Santen

22h•Hybrid

About The Position

Santen is a specialized life sciences company with a proud over 130-year heritage focused exclusively on ophthalmology. As a Japan-originated, global company with a footprint in over 60 countries, we are dedicated to delivering innovative treatments and digital solutions for eye health and addressing vision-related social issues for people around the world. Currently primarily acting in the pharmaceuticals segment, Santen is a renowned global company that exclusively focus on ophthalmology for the benefit of our caregiver customers and their patients. Across Europe, Santen is recognized as the third player in glaucoma and dry eyes treatment. Recently, as part of its globalization strategy, Santen has decided to expand in surgical ophthalmology. In that sense, we are looking for experienced Surgical Partners to join Surgical Team. With the acquisition of InnFocus Inc (Miami, USA), Santen aims to become the preferred partner of the glaucoma surgeons positioning PRESERFLO MicroShunt as the trustful option that deliver consistent outcomes to all glaucoma patients suffering from uncontrolled intraocular pressure despite maximum medical tolerated therapy. The product is commercially available in France since approx. 18 months. After a first phase of controlled launch it is now time to accelerate. Surgical Partner is a brand new role introduced to leverage the huge potential of our innovative technology, so it is mandatory that the new incumbent will be a solutions-focused individual with a pro-active commercial mindset and a strong ability to adapt to a rapidly evolving market landscape. Entrepreneur by nature, real team player before all, our Surgical Partner will be responsible to drive adoption and deep of use among the current users of our device and to build relationship with relevant Key Opinion leader. The Surgical partner will be also be responsible to drive breadth of use by targeting and converting addition glaucoma surgeons in key glaucoma centers with the ambition to establish PRESERFLO MicroShunt as the surgical treatment of reference for all glaucoma surgeons. The “ideal” candidate has solid surgical ophthalmology experience, likes to act in an operating room (OR) environment and is able to influence surgeons’ preference. In addition to strong technical / clinical skills, our Surgical Partner will be able to maneuver in the complex environment of hospitals and clinics. Finally yet importantly, recognized as commercially astute, your strategic sales skill - associated to your human being – will make you a unique candidate and Santen will consider you as such.

Requirements

Degree in health or business-related subject, or equivalent qualification
At least 2-5 years’ industry sales experience, including hospital sales/Key Account Management
Operating room experience for training/supporting new technologies
Demonstrable selling, negotiation, and networking skills
Uses market and clinical knowledge to identify opportunities for business growth
Sound understanding of the pharmaceutical industry and National Health System policies, structures, and processes relevant to the area
Analytical thinker with strong numerical and verbal reasoning
Communicates with conviction, persuades others to adopt a course of action or support their point of view, and leverages support for products, ideas, and projects across the local health economy
Professional English for the internal communication
Already located in Bordeaux / Toulouse

Nice To Haves

Scientific and/or medical degree such as optometrist or other directly related specialties
History of top sales performance
Commercially astute and driven by results
Experience in Ophthalmology
Collaboration with Key Opinion Leaders (KOL)
Scientific and/or medical degree
History of top sales performance
Collaboration with KOL

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 Cross functional team ie Marketing, Medical affairs and Pricing & Market-Access Team to maximize the PRESERFLO MicroShunt potential in your territory
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 tolls to ensure up to date customer/territory information and favour valuable information sharing across the organization
Ensure compliance with company standards and Code of Practice