Territory Manager- Brazil

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, Memphis and Seattle in the US. In December 2021, Rayner announced the transfer of Omeros’ ophthalmology assets, including OmidriaTM, to Rayner. This will enable the creation of a significant commercial, regulatory and marketing infrastructure in the US, with a broad range of products, including intraocular lenses (IOLs), for cataract surgeons.

The Territory Manager will manage existing business and drive the commercial development of the territory, solely responsible for the territory’s financial performance.

Ultimately, the role holder will deliver growth in both the Surgical and Ocular Surface Disease products Portfolio.

KEY ACTIVITIES/ ACCOUNTABILITIES

Working closely with the Regional Sales Manager to manage and grow the territory

Entrepreneurial flair and drive combined with a structured and analytical approach

To be accountable for the financial performance of the agreed territory by generating growth and achieving annual targets

Maintain existing account business and relationships, grow existing business where possible

Manage, maintain and grow both Surgical and OSD product range

Develop and deliver professional presentations to a range of audiences

Building and maintaining key surgeon relationships

Use existing frameworks to grow and maintain IOL business

Drive growth of key focus products in line with UK strategy and company expectations   

To develop new relationships within assigned market

 Engage and proactively communicate with internal departments

Analyse own business sales performance (units and profits) and identify gaps and potential risks, creating opportunities mitigation plans

Responsible for planning own time appropriately to maximise business performance

Develop quarterly territory business plan from market intelligence gathered

Planning client sales presentations and educational seminars that may influence purchasing decisions

 Use own initiative to understand competitor sales processes and ensure that the business is responding proactively to any potential threats

Work collaboratively with colleagues sharing market intelligence that may influence other regions

Responsible for managing resources appropriately i.e. materials, travel costs and other sundries

Populate CRM system and undertake appropriate administration to demonstrate performance

Credible and confident use of office applications i.e. Word, Excel and Power Point

Autonomous worker responsible for a specific region.  Taking delegated responsibility for finance, sales, performance and business development.

At all times be aware of and work to the requirements of the Company’s policies and directions on Health and Safety.

COMPETENCIES

Act in line with our company values:

1) Ambition: We have the drive to continuously improve

2) Integrity: We are accountable for what we do acting ethically and in the best interests of our customers, patients and stakeholders

3) Openness: We positively consider new ideas and challenges

4) Respect: We support each other and our customers to succeed

QUALIFICATIONS/ TRAINING/ EXPERIENCE

 Highly conscientious and motivated

A positive mind-set that will complement our demanding sales environment

Competent at working with key healthcare provider stakeholders

A hunger to drive new business growth

Communicate effectively and positively with customers, internal and external staff

Three plus years experience as a sales representative

Bachelor Degree or demonstrate equivalent experience

Communication, persuading, negotiating and influencing skills

Strong analytical skills including the ability to interpret and present data, and use this to make influential business decisions

A tenacious approach

Strong business acumen and commercial awareness

Ability to work autonomously and on own initiative

Organised approach

Strong ability to plan, considering a range of market forces

Strong IT skills, including Word & Excel