Surgical Key Account Manager

Company Description

Are you passionate about advancing surgical innovation and improving patient outcomes? We're looking for a driven and strategic Surgical Key Account Manager to lead the sustainable adoption of our PRESERFLO MicroShunt. In this role, you'll deliver world-class surgical training, foster strong relationships with key glaucoma surgeons, and help establish PRESERFLO MicroShunt as the treatment of reference across the field. You'll also play a pivotal role in developing our Surgical Team locally and collaborating closely with our team in charge of Glaucoma Rx franchise to drive excellence across the board.

Location:

This is a field-based position with the requirement to travel nationally and internationally to Romania, Hungary and Bulgaria.

Job Description

• Establish 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.
• "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.
• Leverage your expertise in surgical ophthalmology to influence surgeon preferences, navigate complex hospital environments, and act as a strategic partner to hospitals and clinics across your territory.
• A solutions-focused individual with a pro-active commercial mindset and a strong ability to adapt to a rapidly evolving market landscape.

Key Responsibilities & Accountabilities

• 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).

Qualifications

• At least 5 years of experience in pharmaceutical sales and surgical environment. Experience in Ophthalmology and/or hospital sales will be an advantage.
• Experience in the operating room for training / supporting the use of new technologies.
• Proficient in English. Any East European language skills will be an advantage.
• Degree in health or business related subject will be an advantage.
• 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.

Additional Information

Grow your career at Santen

A career at Santen is an opportunity to make a difference. Through our long-term vision outlined in Santen 2030, we are committed to be a Social Innovator - addressing the social and economic needs of people with visual impairments. We have team members around the world using their diverse talents to unlock new modalities and drive innovations for patient outcomes, education and treatment. At Santen, we believe in empowering all our team members with flexible ways of working and a highly inclusive work environment.

The Santen Group is an Equal Opportunity Employer. We are committed to building diverse teams and ensuring a safe and inclusive physical and virtual workplace for every one of our team members. All employment decisions are based on business needs, role requirements and individual qualifications regardless of race, color, ethnicity, national origin/ancestry, religion, sexual orientation, gender, gender identity/ expression, age, disability, medical condition, marital status, veteran status, or any other characteristic protected by law.

If you require any kind of accommodation during our recruitment process, please let the recruiter from our team know.