Territory Manager - Canada

Location City of Chicago
Discipline: Sales
Job type: Permanent Full Time
Job ref: 002985
Published: about 1 year ago
Startdate: 15-05-2023

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, we have offices in New York and Memphis. Rayner Surgical Inc and Omeros Corporation have announced the signing of an agreement to transfer Omeros’s ophthalmology assets, including OMIDRIA and the teams to support the product to Rayner and subject to usual closing conditions, the deal is expected to close on or before Dec 31, 2021. Rayner will open an office in Seattle and the OMIDRIA team will be a big part of our growth.

The purpose of the Territory Manager role is to increase the growth, development, and sales of the Rayner intraocular lens (IOL) medical device portfolio. The focus to start will be RayOne preloaded IOL family. 

 Key objectives include to:

 ▪ Achieve sales targets and grow market share of Rayner products

 ▪ Manage customer accounts in your territory

 ▪ Be a trusted expert and representative of Rayner and our products

 ▪ 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

 ▪ To become a key and effective presence within the Rayner US/Canada team Alongside, you will build effective relationships with key opinion leaders (KOLs) and Rayner consultants to harness their cooperation and engagement. You will actively engage in marketing programs for Rayner IOLs at industry conferences. Field-based, the role will include extensive travel within your territory, periodic travel to the US offices with occasional travel to our global UK headquarters.


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. 


Competencies Core and role specific competencies 

 Your key responsibilities will be:

 * Working closely with the International Business Manager, drive NEW business across the territory

 * Be accountable for the performance of the territory in line with company targets and objectives

 * Manage, maintain, and grow IOL product range 

 * Actively review sales performance and identify opportunities, potential gaps, and risks to the business

 * Develop and update territory business plan in line with objectives to ensure achievement of sales targets, mitigating any risks to the business to ensure the maximum potential revenue objectives are achieved 

 * Develop new relationships with influential stakeholders within hospitals and ASCs 

 * Increase Rayner engagement with influential surgeons * Engage and proactively communicate with external and internal departments 

 * Responsible for planning own time appropriately to maximise business performance

 * Continuously update and input data into company CRM platform * Develop and deliver professional presentations to a range of audiences

 * Work to own initiative, but be supportive of other team members 

 * Keep up-to-date with new/current products, competitor products, clinical data, and be a “technical expert” in the cataract and refractive market segment


Qualifications/ Training/Experience 


 * Successful record of delivering sales strategy and exceeding sales targets

 * Ophthalmology experience * Minimum 4 years related experience selling to surgeons in an operating room environment

 * A valid Canadian driver’s license

 * The ability to travel related to this role

 * Preference will be given to candidates living within 30 miles of the territory 


 * Educated to Degree level or equivalent in a Science, Business or related field

 * Sales experience with Intraocular Lenses

 * Experience launching new products and managing product life cycles