Surgical Equipment Manager Midwest

Overview

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 deliver additional value to customers.

• 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.

• Bachelor's degree in business and/or related medical field and 5 years’ capital equipment sales experience; or equivalent combination of education, training, and experience.
• 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.
• 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.