What are the responsibilities and job description for the Specialty Sales Rep - Richmond position at Rayner?
Rayner is a leading developer and manufacturer of ophthalmic implants and pharmaceuticals with global headquarters in Worthing, UK. We specialize in the design and manufacture of intraocular lenses (IOLs) and related products, such as OVDs and pharmaceuticals used in cataract and refractive surgery. Since the manufacture of the world’s first IOL by Rayner in 1949, we have continuously pioneered IOL design with a goal of improving vision and restoring sight worldwide. The first ever FDA- approved IOL was a Rayner lens. Today, over 26 million IOLs are implanted around the world every year, and it is globally the most performed elective surgical procedure. Our mission is simple: to deliver excellent visual outcomes for patients and surgeons.
In June 2021 Rayner was acquired by CVC, an international Private Equity business with substantial funds under management. CVC has already shown itself to be an excellent partner to Rayner and has demonstrated its commitment to grow the business internationally. With CVC as our partner, we have the resources to make further investments in ophthalmology.
Since Rayner was founded in 1910, we have established a reputation for innovation and product excellence. Rayner has over 400 employees in the UK, Germany, Austria, Switzerland, Spain, Portugal, Italy, US, Canada, Malaysia and India. Today, we have offices in New York, Memphis and Seattle in the US. In December 2021, Rayner announced the transfer of Omeros’ ophthalmology assets, including OmidriaTM, to Rayner. This will enable the creation of a significant commercial, regulatory and marketing infrastructure in the US, with a broad range of products, including intraocular lenses (IOLs), for cataract surgeons.
Purpose of 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.
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.
Your key responsibilities will be:
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 and appropriate 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 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 need 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 plus 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), as well as strong technical/computer skills (including proficiency in Microsoft Word, Excel, and PowerPoint) and excellent verbal and written communication and platform skills
