MAJOR DUTIES AND RESPONSIBLITIES
- Create strategic, sales-focused business plans for the assigned Territory and execute these plans to drive sales that meet/exceed revenue targets.
- Manage the selling process, from cold calling to demo and closing the sale.
- Provide in-office product evaluations.
- Identify and build relationships with potential customers through targeted activities and communication.
- Maintain relationships with targeted existing customers.
- Effectively negotiate pricing with new and existing customers to maximize value.
- Effectively use TearCare clinical data in interactions with ECPs.
- Accurate and timely customer data entry and forecasting in CRM.
- Implement marketing plans, promotions and programs.
- Conduct quarterly business reviews with TearCare accounts to maintain and grow sales.
- Support market access initiatives through identification of advocates.
- Attend conferences and support the commercial team.
- Continuously stay up to date on new dry eye technologies and trends.
- Maintain regulatory compliance across all commercial partners (Direct Sales Representatives, Independent Sales Representatives, Distributors, etc.) through regular training and coaching.
- Support company goals and objectives, policies and procedures that comply with FDA Quality System Regulations (QSR), ISO 13485, and any other applicable domestic or international requirements.
- Maintain a professional and credible image with key physicians, consultants, vendors, and co- workers.
- Engage in coaching and development of Sales Representatives by executing field rides, including written coaching on the Field Coaching Report (FCR).
- Lead team conference calls and presentations, when applicable.
- Deliver on-the-job training to newly hired Sight Sciences Sales Representatives.
- Take initiative to partner with internal stakeholders, inform strategy and program development.
QUALIFICATIONS
EDUCATION REQUIREMENTS
- Bachelor’s degree or equivalent experience required
EXPERIENCE REQUIREMENT
- 8 years of experience in medical device sales
- Experience in optometry/ophthalmology preferred
- 2 years of demonstrated success in sales representative role at SSI strongly preferred
OTHER QUALIFICATIONS
- Solid and sustained performance in ALL aspects of the job; Including, but not limited to consistent sales goal attainment and excellent territory administration, e.g. CRM, expense reports and inventory.
- Demonstrated leader within the team and in their business unit, who is sought out by peers for guidance and mentorship.
- Solution-oriented and change agile.
- Effective communicator with 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.
PHYSICAL DEMANDS
- Stamina: Sales representatives may spend long hours on their feet, visiting multiple healthcare facilities and/or attending trade shows. They should have the stamina to maintain energy levels throughout the day to handle the physical demands associated with the job.
- Lifting & Carrying: Medical devices can range in size and weight, and sales representatives may need to transport and demonstrate these devices. The ability to lift and carry equipment, sometimes up to 50 pounds or more, may be required.
- Driving: A valid driver’s license and a clean driving record will be required since sales representatives will be required to frequently travel to customer locations. They should be comfortable driving for extended periods of time and navigating various routes.
TRAVEL REQUIREMENTS
- Travel requirement: up to 20-40% overnight travel (territory dependent)
- Face-to-face interaction with customers: up to 90%
NOTE
This is not necessarily an exhaustive list of all responsibilities, skills, duties, requirements, efforts, or working conditions associated with the job. While this is intended to be an accurate reflection of the current job, management reserves the right to revise the job or to require that other or different tasks be performed when circumstances change (e.g., emergencies, changes in personnel, variation in workload, rush jobs, or technological developments).