Job Description

Responsible for the sales development within their assigned territory. They will support and assist in the creation and execution of market development strategies working closely with Country Manager. Working in close cooperation with the market access manager and the distribution partner to drive fast adoption of new iStent technologies for glaucoma surgery. Key responsibilities will include the recruitment, training, education and sales development with specific Key Opinion Leaders (KOLs). Responsible for delivering the our clients market positioning whilst being the subject matter expert for the our clients portfolio. The surgical specialist will also be responsible for driving fast market adoption and key account penetration initiatives. The role will require facilitating and organizing masterclass, advanced surgical training courses, KOL management, supporting country manager. The role will require close cooperation with our clients distribution partner. Successful execution of these activities is required to achieve quarterly and annual business targets.

Market Development

Under the direction of the Country Manager, develop and execute go-to-market strategy for iStent portfolio

Work closely with Country Manager and distribution partner to deliver annual sales targets within defined territory

Work closely with distributors sales personnel to educate and provide surgical training expertise to a high level

Work closely with market access manager to identify key opportunities for reimbursement enabling hospitals and clinicians have a clear reimbursement pathway

KOL Development and Customer Engagement

Build superior knowledge of customer needs through developing customer relationships, traveling with the sales team of our distribution partner and meeting with customers including healthcare and business professionals including end-users, purchaser, payers, government officials

Provide regular communication, data, and education to KOLs to ensure message alignment through all media Face 2 Face, podium, peer-to-peer etc

Attend key congresses to support and engage customers and KOLs

Coordinate with Medical Affairs/marketing to ensure appropriate data flow and optimal podium & peer review presence

Training new surgeons

Recruit Key Opinion Leaders (KOLs) for training and education programs

Deliver clinical and technical surgical training through various platforms, including commercial dry labs, clinical dry labs, LMS modules, animations, video footage

Organize and implement surgical training initiatives like master class, advanced surgical training course

Responsible for providing surgical training expertise to new surgeons

Distribution partner liaison

Responsible for being the subject matter expert on the iStent portfolio and will be thought of as the in-market technical expert

Deliver local sales training to distribution partner in partnership with Country manager

Marketing & Medical Marketing support

Ensure standardized our clients messaging by liaising with Country Manager

Attend and perform tradeshow duties as required

Utilize KOL group for informal market research and insight gathering to help Country Manager in developing new promotional materials, as per the local market