National Key Account Manager OSD

Location England
Discipline: Sales
Job type: Permanent Full Time
Job ref: 003245
Published: about 1 year ago

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.


Since Rayner was founded in 1910, we have established a reputation for innovation and product excellence. Rayner has over 600 employees in the UK, Germany, Austria, Switzerland, Spain, Portugal, Italy, France, Poland, US, Canada, Malaysia and India. We will continue on our exciting path of fast growth globally.


Purpose of the Role:

Primary accountability:

*  Secure product listings across the UK with:

o    Pharmaceutical and Optical Wholesalers

o    Retail Pharmacy Groups

o    Optical Retail Chains

*  Driving repeat prescriptions and on-shelf purchases in retail sites.


Additional responsibilities:

*  Develop and execute a sales-focused business plan that supports the objective of achieving product listings to make the Aeon eye drop range accessible to the community.

*  Work with UK Marketing and UKSD to develop and implement Plans to execute a successful sampling plan across the UK’s largest private cataract providers.

*  In line with the above, ensure success of large sampling plan across the UK cataract network and ensure compliance.

*  Implement AEON initiatives that drive doctor recommendations building awareness around AEON PROTECT PLUS key Messages.

*  Support the UK surgical team to secure hospital formulary inclusions and ensure the business is positioned to secure repeat purchases, improving patient retention.

*  Consult, uncover and build dry eye capability of eye care practices to improve patient care, practice profitability and AEON profitability.

*  Develop specialist product and disease state knowledge in the OSD therapeutic area and leverage this to build professional customer relationships and support sound clinical and commercial discussions.

*  Provide support to the UK Sales Director in relation to the management of Rayner’s well-established eyecare portfolio of POM and P License products.



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.



*  Established relationships across Key Retail accounts such as Boots opticians, Superdrug etc

*  Demonstrate creativity and judgment in delivering innovative approaches that meet business and customer needs.

*  Awareness of national and regional healthcare system and pharmacy systems

*  Sales oriented with drive to achieve objectives supported by accurate forecasting.

*  Strong negotiation skills and business acumen to identify and solve key business issues and utilize key business opportunities.

*  Team-oriented style and manner to work collaboratively and effectively in a growing matrix organization.

*  High-energy motivated individual able to build productive relationships, creating enthusiasm, and successfully implementing plans to achieve Company goals.

  • Extensive UK travel required





*  Educated to degree level ideally with a science background.

*  Demonstrable experience of securing product listings with Retail, Pharmaceutical Groups and Pharmaceutical Wholesalers.

  • Ability to demonstrate existing relationships with key stakeholders at the above.



*  Ophthalmic / Ocular Surface / Dye Eye therapeutic area experience. 

*  Experience of securing product listings with Optical Wholesalers and Optical Retail Chains.