AVP, National Sales

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 500 employees in the UK, Germany, Austria, Switzerland, Spain, Portugal, Italy, US, Canada, Malaysia and India. Today, in the USA we have offices in New York, Memphis and Seattle. The role will be based out of our Memphis office.

The primary focus of the Associate VP,  National Sales is to build, manage and lead the ophthalmology sales force for   the purpose of exceeding sales targets. This role will report to the Vice President, Americas and is expected to be an active member of the commercial leadership team representing the voice of the customer and helping drive commercial strategy.

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:

• Create and communicate a clear and compelling commercial vision
• Develop a comprehensive sales strategy that translates into operational goals and objectives
• Ensure tactical execution, galvanize resources and align incentives to achieve revenue targets and market leadership
• Partner closely with the leaders of marketing, market access and commercial operations to develop sales strategy, target identification, and market plans and tactics
• Responsible for the sizing and deployment of the US sales force
• Set aggressive sales targets and achieve them
• Oversee planning and development of a comprehensive sales plan, including incentive compensation plans
• Manage sales talent through building organizational capabilities to execute short term and long-term strategies
• Create an engaging culture that recognizes performance, ethical behavior and also builds a culture of accountability for conducting business with integrity and within legal guidelines
• Provide overall management, guidance and direction to the broader function, and establish and model the desired tone and culture for the function 

  Essential

• Experience in Ophthalmology sales
• Experience selling in ASC’s, hospitals, etc.
• Successful product launch experience
• Experience in the buy and bill space and with relevant customers
• Experience marketing and selling ophthalmology products

Desirable

• BS or BA degree required; MBA preferred
• 15+ years of experience in pharmaceutical sales with at least 10 years of ophthalmology experience
• 10+ years people leadership experience including experience at a national level
• 5+ years of sales management experience
• Track record of success with career progression associated with taking on larger responsibility
• Experience building and developing a high performing organization
• Experience with institutional/organized customers
• Track record of successfully acquiring ophthalmology sales talent
• Strong ability to build relationships with customers
• Strong change management leadership experience
• Experience developing and implementing novel sales force approaches in the US marketplace, including pull through programs, innovative tactics and alternative sales models
• Deep “buy and build” reimbursement acumen and experience
• Strong account management and business acumen with a demonstrated ability for complex problem solving
• Ability to make good decisions under stressful timeframes
• Excellent interpersonal skills with the ability to work and contribute across functions and cultures in cross- functional teams
• Strong vision for building out functional areas within a fast paced, entrepreneurial environment
• Successful track record for hiring, managing and developing direct reports
• Proven development of external partnerships
• Demonstrated analytical skills
• Excellent written and verbal communication skills
• Ability to use MS Suite

 Behavioral Competencies Required: 

• Demonstrated ability to build and maintain positive relationships with management, peers, and subordinates
• Operate with integrity, trust and honesty
• Ability to address and manage conflicts with internal and external customers
• Demonstrate positive working relationships through emotional intelligence at various levels of the organization
• Ability to work at a fast-pace and be nimble to change (change management skills)

 Travel Requirements:

• Travel up to >50%