IOL Specialist

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 and Memphis. Rayner Surgical Inc and Omeros Corporation have announced the signing of an agreement to transfer Omeros’ ophthalmology assets, including OMIDRIA and the teams to support the product to Rayner and subject to usual closing conditions. Rayner will open an office in Seattle and the OMIDRIA team will be a big part of our growth.

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.

The purpose of the IOL Specialist (IS) role is to increase the growth, development, and sales of the Rayner intraocular lens portfolio. Operating under their own schedule, the IS will seek key accounts in which to target IOL business and apply their expertise alongside local Speciality Sales Representatives and Regional Business Directors to grow IOL business. Account management functions specific to IOLs include facilitating trials, negotiating price, identifying target users and KOLs, auditing volume, and performing reconciliation efforts as required. The IS will be expected to apply their technical and industry knowledge to support surgeons and peers in their learning, evaluation, and continued use of Rayner IOLs.

Key objectives include to:

• Train and support new colleagues, including Omidria specialists, in IOL product knowledge and IOL account management logistics
• Be a trusted expert and representative of Rayner IOLs
• Secure the ongoing retention of existing IOL business and accounts
• Execute a strategic plan and growth strategy for Rayner’s business in your territory
• Be accountable for driving sales and profit growth
• Prepare the territory for product launches and to capitalize on the introduction of new products, driving business
• Represent Rayner at select conferences and meetings

Alongside, you will build effective relationships with key opinion leaders (KOLs), Rayner consultants, and Rayner colleagues to harness their cooperation and engagement. Field-based, the role will include extensive regional travel with occasional travel to regional meetings, conferences, and our global UK headquarters.  

Additional duties include providing an effective account management service for all surgeons, ophthalmic units, and customers within the territory, continually developing these relationships to strengthen Rayner’s position in the market, including:

• Post-market surveillance
• Servicing of existing lens inventories ensuring lenses are in date and reordered to maintain the consignment bank
• Provide ongoing training, developing relationships with surgeons and nursing staff of hospitals and ASCs
•  Deal calmly and effectively with any incidents and problems
• Work positively and effectively with all internal teams to ensure the best possible overall experience for our customers

To build and demonstrate a thorough understanding of the territory and product through:

• Monitoring of market and customer trends, including pricing and competitor activity
• Regular monthly and annual sales forecasting
• Continuous development of your sales skills and product knowledge to become a trusted Rayner expert
• Understanding and working in alignment with our product and commercial strategies
• Execute sales plans and produce reports including stock and activity reports
• Working within the Rayner Quality Management System

QUALIFICATIONS/ TRAINING/ EXPERIENCE

Essential:

• Bachelor’s degree; Science, business, or related fields
• Ophthalmology or vision care experience
• 2 years related experience selling to surgeons in an operating room environment
• A valid U.S. driver’s license
• The ability to travel related frequently throughout assigned territory
• Preference will be given to candidates living within assigned territory with documented history of proven sales success 

Desirable:

• Able to comprehend and interpret scientific/clinical data
• Understanding of medical device regulations in relation to sales
• Experience launching new products and managing product life cycles