What are the responsibilities and job description for the Specialty Sales Representative - Virginia position at Rayner?
Company Overview : Rayner is a leading developer and manufacturer of ophthalmic solutions designed to provide surgeons and their patients with the very best visual outcomes. With more than 70 years of continuous growth and experience, we now sell in over 80 countries. Our mission is to deliver innovative and clinically superior ophthalmic products that consistently respond to the expectations of our global customers and reward the profound trust placed in us to improve sight and quality of life. Headquartered in Worthing, UK, Rayner has three strategic areas of focus : Devices, Drugs & Digital. The company offers a broad portfolio of products across the patient pathway, including monofocal and premium Intraocular Lenses (IOLs), Ophthalmic Viscosurgical Devices (OVDs), Ocular Surface Disease (OSD) solutions, and RayPRO, a digital patient outcomes platform. In 2021, CVC Capital Partners acquired a majority interest in Rayner and is dedicated to driving international expansion of the business. Rayner continues to grow yearly in both employee headcount and global locations, with offices in Brazil, Germany, Ireland, Malaysia, France, USA, Italy, Portugal, Australia, and Poland. Purpose of the Role / Key Activities and Accountabilities : The Specialty Sales Representative is responsible for driving sales results by effectively deploying an account-based selling approach and communicating the benefits of Rayner products to Ophthalmic Surgeons, Hospital Outpatient Surgery Centers (HOSCs), and Ambulatory Surgical Centers (ASCs) in an assigned geographic territory. Values : Ambition : We play to win. Focus : We put patients first. Integrity : We keep our promises. Openness : We are passionate about new ideas. Respect : We support each other. Key Responsibilities : Earn, close, and pull-through Rayner product business at appropriate eye (lens replacement) surgery accounts. Prospect, profile, and qualify accounts to be targeted; then deploy an account-based selling approach in converting the account’s key ophthalmic surgeons and other important personnel (HCPs and non-HCPs) to adopt Rayner products. Develop and execute a thoughtful and compliant territory business plan to gain customer adoption of Rayner products. Leverage understanding of product information to consult, influence, and maintain customer relationships. Customize discussions with customers based on understanding the customer’s practice and needs. Meet and exceed sales goals and achieve maximum sales in the assigned territory. Maintain ongoing business planning with customers in territory through effective business management for assigned territory. Establish a positive reputation for Rayner among HCPs and other important customers. Manage territory budget to support sales and marketing activities. Effectively manage and prioritize time and resources to maximize sales. Complete and adhere to all administrative duties and compliance policies and training in a timely manner. Other Requirements : Overnight travel may be required, will vary by territory. Ability to attend required training programs. Consideration for this position requires an acceptable driving record. Dedication to full-time employment. Clearance on all pre-employment screening. Skills / Competencies : Decide and act in a complex and sometimes ambiguous selling environment and demonstrate sound business judgment without necessarily having the total picture. Demonstrate initiative and follow-up which drives results. Proven record as an individual producer making a strong impact in launch situations. Results-oriented with a proven track record of consistent success. Ability to sell consultatively focused on customer needs and delivered in an individualized clinical and data-focused manner. Strong persuasiveness and influence skills required. Ability to understand and articulate complex scientific and complex data throughout the sales process. Consistent history of operating with a high degree of integrity within compliance guidelines is mandatory. Qualifications / Training / Experience : Essential : Minimum of 5 years of outside sales (pharmaceutical / biotech / medical) experience, preferably with start-up or specialty pharma / device companies. Hospital and / or Ambulatory Surgery Center (ASC) operating room sales, with direct buy-and-bill experience. Documented proven and consistent track record of achieving sales results in recent years. Desirable : Ophthalmology sales experience. Knowledge of hospital formulary process and CMS coding. Recent experience in the geography (local market knowledge and existing relationships with targeted facilities) preferred. Education : Bachelor’s Degree required (BS or BA). Strong technical / computer skills (including proficiency in Microsoft Word, Excel, and PowerPoint). Excellent verbal and written communication and platform skills. Powered by JazzHR