Capital Equipment Specialist - N. California

Purpose

The Surgical Equipment Manager is responsible for growing and maintaining a sales territory by promoting the full BVI capital equipment portfolio to physicians and other relevant ophthalmic surgery call points. This includes establishing relationships with key decision makers involved in maintaining and growing BVI’s surgical equipment portfolio. Target call points may include hospitals, ambulatory surgery centers, and private ophthalmic clinics. This position requires significant cross-functional coordination with internal partners to find ways to deliver additional value to customers.

Key Responsibilities

• Builds relationships to understand the unmet needs of our customers and acts as a consultant by offering BVI’s portfolio as a value-based solution. Effectively presents to groups both small and large, through operating room product demonstrations and advanced electronic sales platforms to engage with key-stakeholders with relevant promotional tools.
• Demonstrates a high degree of confidence and competence selling capital equipment, driving sales of multiple capital units and consumables to new and existing accounts. Effectively gains surgical evaluations with new and existing customers in the operating room. Provides recommendations on technique and instrument selection to surgeons evaluating our products.
• Prospects, cold calls, and visits clinics as needed to achieve sales plan objectives. Utilizes customer relationship management software data, local market information, and observations in the field to understand the competitive landscape, customer trends and attitudes, and to accurately forecast and make informed targeting decisions.
• Supports and services current install base to ensure equipment performance and customer compliance to purchasing agreements.
• Collaboratively leads sales process from lead-generation to trial-evaluation, and post-sales hyper-care in collaboration with his sales peers and other support functions (Technical service, Clinical Application)
• Provides sales management with all necessary key data and metrics to shape commercial offers, and equipment financing programs.
• In collaboration with the Clinical Application team, shares best clinical practices to achieve clinical success with BVI’s technologies through in operating room education and escalates any incorrect use or poor adoption of BVI’s technologies to find additional ways to deliver value to customers.
• Other duties as required
  
  

Qualification

• Knowledge of Microsoft Office’s suite of products
• Knowledge of Customer Relationship Management software
• Excellent communication skills, both written and verbal. Can clearly convey complex sales messages across key stakeholders, including surgeons, office, and surgical staff.
• Skilled in consultative selling with a strong ability to close sales
• Effectively able to prospect new business to grow sales revenue
• Outstanding pre-call planner
• Ability to analyze sales reporting and data to make well informed decisions on territory strategy and customer engagement.
• Ability to establish and maintain effective working relationships with coworkers, managers and customers.
• Ability to resolve complex issues with a high degree of initiative.
• Ability to manage multiple priorities simultaneously
  
  

Company

BVI® is refocusing the future of vision.

As one of the fastest-growing, diversified surgical ophthalmic businesses in the world, our purpose-built portfolio of trusted brands includes: Beaver® (Knives and Blades), Visitec® (Cannulas), Malosa® (Single-Use Instruments), Vitreq® (Vitreoretinal Surgical Products) and PhysIOL® (Premium IOLs), and spans more than 90 countries.

We’ve set our sights on touching the lives of millions of patients affected by conditions such as cataracts, refractive error, glaucoma, retinal disease, and dry eye. Unburdened by legacy or bureaucracy, we have developed our strategy around a simple concept – taking pride in delivering innovative solutions for our physicians and patients, based on their needs. We trust and empower our associates to make decisions and solve problems because collaboration drives us. Valuing agility, simplicity, and transparency, we stay committed to listening to our customers, delivering for our patients, and keeping the future in focus.

Learn more at www.bvimedical.com