Expert Cataract Sales Professional

2 days ago

Perth, Western Australia beBeeSurgical Full time $90,000 - $120,000
Key Account Manager Surgical

The purpose of this role is to represent the company in surgical accounts and execution.

Primary Responsibilities:
  • Drive total sales performance in assigned territories.
  • Own sales and market share of cataract consumables, including phaco paks, custom paks, and other cat consumables.
  • Develop and execute account plans for cataract-dominant and selected monofocal IOLs.
  • Derive insights from customer environments and transform them into successful commercial execution.
  • Provide end-to-end customer support for cataract customers, coordinating specialist roles and activities.
  • Map decision-making processes and key stakeholders to inform business planning.
  • Build strong relationships with key stakeholders, representing the company.
  • Align with customers using a consultative sales approach to match products and services with customer and patient needs.
  • Play an active role in demand generation, following up with contract negotiations and preparing quotes.
  • Liaise with expert roles for technical/clinical knowledge of products and implement solutions.
  • Initiate and drive local events that serve customer needs.
  • Monitor and report on competitor activities.
  • Convert competition with value-based selling, involving product experts.
Required Competencies:
  • Deep knowledge of cataract procedures, equipment, and consumables.
  • Sales experience in medical devices and/or pharmaceuticals within a surgical environment.
  • Understanding of cataract consumables, equipment, diagnostics, visualization (desired).
  • Ability to upgrade procedures through additional cataract consumables and Phaco accessories.
  • General understanding of surgical techniques and anatomy, physiology, pathology, and optics.
  • Ability to provide holistic solutions considering customer needs and budgets.
  • Utilize budget impact models and demonstrate value concepts.
  • Strong collaboration and coordination skills working with other reps.
  • Excellent communication, presentation, and negotiation skills.
  • Strong problem-solving skills and business/selling acumen.
  • Customer-orientated mindset and strong customer relationship management.
  • Territorial management and ability to work in a matrix organisation.
  • Flexibility, motivation, self-confidence, and goal-oriented mindset.
  • Experience with CRM applications (such as Salesforce) to manage relationships and complete account planning (desired).

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