The role of Refractive Sales and Application Specialist is to deliver refractive in-service and surgical support for surgeons and surgical staff with the use of the Zeiss Refractive devices (MEL/Visumax) and with the Zeiss Refractive Workflow. He/She will coordinate and conduct clinical training for end user, provide sales and clinical support and to develop and grow the Zeiss Refractive market share in the Philippines through increasing sales revenue through sales of the Zeiss Refractive devices and RTPs s in his/her territory.
Primary duties and responsibilities
- Providing customers with product information, training, sales, and application support for Zeiss Refractive devices and Zeiss Refractive Workflow.
- Conducting product demos, presentations, and in-services for Zeiss Refractive devices and Zeiss Refractive Workflow.
- Creation of new business through conversion of competitors' users, as well as grooming and developing new Zeiss refractive surgeons.
- Identifying and building potential KOLs for various local and regional symposiums.
Sales and Clinical Application
- Develop an effective action plan to achieve the annual refractive budget.
- Sales conversion of competitors' users to Zeiss refractive devices.
- Negotiate the terms of agreement and closing sales.
- Work towards monthly sales target and KPIs set forth.
- Maintain, develop, and build long-term relationships with new and existing customer for company's growth sustainability.
- Groom and develop junior surgeons to become Zeiss products users
- Maintenance, update and report on competitors' activities, new product launches, market shares and pricing
- Provides clinical, technical training and support to refractive surgeons and staff in the Philippines.
- Participates in meetings and supports the refractive surgeons and staff in trade shows
- To work closely with sales counterparts to continuously provide support to customers
- Accountable in supporting new surgeons in the OT, building confidence of SMILE procedure and growing SMILE procedure per surgeon.
- Engage with low volume users to understand reasons and support to drive conversion rate and adaptation of SMILE.
- Plan and execute workshop/talk for continuous education for users for Zeiss refractive devices and workflow.
- Identifying and building potential KOLs for Zeiss refractive devices and workflows.
PDC Consultant
- Business consulting to refractive practices, through PDC understand the clinic's potential and growth in consumables sales.
- Contribute to SMILE and SMILE pro conversion rates and market penetration.
- Act as practice development consultant to refractive practices by looking at clinic workflows and assess gaps.
- Ensure PDC program is carried out in a structured manner and aligned with Southeast Asia guidelines.
- Assist customers in increasing consumables utilization and achieving business efficiency and profitability.
- Assist our customers in increased patient numbers, satisfaction level and referrals
- Conduct training for practice staffs (not limited to counsellors, marketing, nurses, admin staff) on practice development topics including but not limited to practices marketing, customer service and performance to provide personalized guidance, training, and tools to improve the overall patient experience
- Analyze clinics digital marketing campaigns on marketing efficacy and provide recommendations and hands-on support for improvement to foster the goal to assist our customers in their business growth
- Identify trends, insights and optimize spend and performance based on the clinics' insights and brainstorm new and creative growth strategies in collaboration with the clinic.
- Identify positive and negative trends with social listening and the impact on business performance
- Provide PDC training to the staff in the refractive practice and encourage good work relationship and collaboration.
- Accountability for the growth of treatment pack sales for all centers.
- Contribute to increase SMILE conversion rate and penetration in the market
- Guide and manage country' activities with regards to the execution of the PDC program
- Engage with newer doctors in the OT providing application support and drive the conversion rate of SMILE and increase facetime in the clinic.
- Engage with low volume users to understand reasons and support to drive conversion rate and adaptation of SMILE.
- Provide market and competitor analysis on the refractive market in the Philippines.
Education / Professional Certification
- University degree in Nursing, Optometry, Business Administration, Marketing, or any related field
Experience
- At least 6 to 10 years of relevant experience in Application / Sales / Business Development in the Surgical Ophthalmology equipment or Consumables products
- Experience with Ophthalmology Surgical equipment in Phacoemulsification system and IOLs highly desirable
- Previous operating room experience required
- Excellent knowledge of Microsoft Office
Knowledge / Skills / Other characteristics
- Excellent communication and negotiation skills
- Demonstrates initiative through problem-solving and system thinking
- High customer orientation with the ability to work independently with minimal supervision to follow through objectives
- Demonstrates flexibility in operational style to meet job and customer requirements
- Good command of written and spoken English with the ability to communicate professionally to wide variety of audiences
