Territory Manager

Location Germany
Discipline: Sales
Job type: Permanent Full Time
Job ref: 005208
Published: about 1 month ago

The purpose of this role is to drive achievement  of annually defined sales targets, expansion of market share in the core business areas of Rayner’s Premium intraocular lenses including unique Sulcoflex family and trifocal intraocular lenses, viscoelastics and tear substitutes from Rayner as well as additionally defined partner products, as well as the support of customers in the respective region. Competent, committed, structured and goal-oriented cooperation with the National Sales Manager in the planning and implementation of marketing and sales strategies. Representative and expert of Rayner and its product portfolio at operating eye surgeons and clinics as well as clinics with affiliated departments.

Your key responsibilities will be:

  • Achievement and expansion of sales targets in the assigned region, including:
  • Achievement of the quantitative sales targets and qualitative targets. Development and / or maximization of the existing sales potential
  • Identification and acquisition of new customers with intraocular lenses and their partner products
  • Ensuring active and goal-oriented customer management for all operating doctors, clinics, practices and other customers in the region through active and timely use of the installed CRM system. Intensive use of the existing sales analysis programs for the purpose of developing proactive, independent and strategic sales activities.
  • (Area manager with business and strategic thinking). Develop the existing Rayner customer base and develop new relationships with new customers in order to strengthen Rayner's position in the area and in the overall market, including:
  • Intensive collaboration with the Sales, Eyescience and Marketing departments
  • Service with regard to existing consignment warehouses, ensuring expiry dates and reorders
  • Training and development concepts in cooperation with Eyescience for sales for doctors and operating theater staff in hospitals and practices
  • Dedicated, goal-oriented and effective design of the Territory Manager position
  • CODEX compliant behavior towards internal and external customers
  • Positive, open and creative collaboration with the existing teams in order to ensure added value for the customer when using the Rayner product portfolio
  • Observation of market and customer trends, including price development and competitor activities, feedback to the sales, marketing and eyescience teams
  • Continuous development of personal sales skills as well as product knowledge through continuous participation in internal or external training programs with documentation of results
  • Targeted sales activities in your own area in accordance with the defined sales and marketing strategies in the DACH region
  • Elaboration of ongoing action, sales and area plans and sales analyzes
  • Consistency of personal and business activities with
  • Rayner quality management systems and relevant SOPs as well as other guidelines

Prepare reports and action, sales and area plans, as well as sales analysis when required. Always represent Rayner in a positive and professional manner.


  • Professional; open appearance, high self-motivation and initiative
  • Ability and willingness to carry out extensive travel in the assigned territory
  • Target-oriented, organised and flexible working behaviour
  • Responsible and punctual personality
  • Morally Correct Business Conduct
  • Able to build productive relationships, creating enthusiasm, and successfully implementing plans to achieve Company goals



  • Educated to degree level ideally with a science background, Commercial training, nurse or comparable degree
  • Ability and qualification to sell medical devices according to German rules and regulations
  • Ability to demonstrate existing relationships with key stakeholders at the above
  • At least 3 years’ relevant experience



  • Experiences in ophthalmology, proven track record in selling medical devices
  • Knowledge of ophthalmology, optics or comparable professions

What you can expect from us: 

  • Comprehensive benefits package
  • Global appreciation platform to recognise colleagues around the globe
  • Fantastic opportunity to work with highly talents teams and individuals and grow with the business
  • Exciting variety of engagement events like yoga, seat chair massages, Summerfest, quarterly Love to Learn events
  • Being part of an organisation you can be proud to work for changing the lives of millions of people!