Sales & Application Specialist, REF & PDC
Responsibilities
- Providing customers with product information, training, sales, and application support for ZEISS Refractive devices and ZEISS Refractive Workflow.
- Conducting product demos, presentations, and in-services for Zeiss Refractive devices and ZEISS Refractive Workflow.
- Creation of new business through conversion of competitors’ users, as well as grooming and developing new ZEISS refractive surgeons.
- Identifying and building potential KOLs for various local and regional symposiums.
1. Sales and Clinical Application
- Develop an effective action plan to achieve the annual refractive budget.
- Sales conversion of competitors’ users to ZEISS refractive devices.
- Negotiate the terms of agreement and closing sales.
- Work towards monthly sales target and KPIs set forth.
- Maintain, develop, and build long-term relationships with new and existing customer for company’s growth sustainability.
- Groom and develop junior surgeons to become ZEISS products users
- Maintenance, update and report on competitors’ activities, new product launches, market shares and pricing
- Provides clinical, technical training and support to refractive surgeons and staff in the Philippines.
- Participates in meetings and supports the refractive surgeons and staff in trade shows
- To work closely with sales counterparts to continuously provide support to customers
- Accountable in supporting new surgeons in the OT, building confidence of SMILE procedure and growing SMILE procedure per surgeon
- Engage with low volume users to understand reasons and support to drive conversion rate and adaptation of SMILE.
- Plan and execute workshop/talk for continuous education for users for ZEISS refractive devices and workflow.
- Identifying and building potential KOLs for ZEISS refractive devices and workflows.
2. Practice Development Consulting (PDC)
- Business consulting to refractive practices, through PDC understand the clinic’s potential and growth in consumables sales.
- Contribute to SMILE and SMILE pro conversion rates and market penetration.
- Act as practice development consultant to refractive practices by looking at clinic workflows and assess gaps.
- Ensure PDC program is carried out in a structured manner and aligned with Southeast Asia guidelines.
- Assist customers in increasing consumables utilization and achieving business efficiency and profitability.
- Assist our customers in increased patient numbers, satisfaction level and referrals
- Conduct training for practice staffs (not limited to counsellors, marketing, nurses, admin staff) on practice development topics including but not limited to practices marketing, customer service and performance to provide personalized guidance, training, and tools to improve the overall patient experience
- Analyze clinics digital marketing campaigns on marketing efficacy and provide recommendations and hands-on support for improvement to foster the goal to assist our customers in their business growth
- Identify trends, insights and optimize spend and performance based on the clinics’ insights and brainstorm new and creative growth strategies in collaboration with the clinic.
- Identify positive and negative trends with social listening and the impact on business performance
- Provide PDC training to the staff in the refractive practice and encourage good work relationship and collaboration.
- Accountability for the growth of treatment pack sales for all centers.
- Contribute to increase SMILE conversion rate and penetration in the market
- Guide and manage country’ activities with regards to the execution of the PDC program
- Engage with newer doctors in the OT providing application support and drive the conversion rate of SMILE and increase facetime in the clinic.
- Engage with low volume users to understand reasons and support to drive conversion rate and adaptation of SMILE.
- Provide market and competitor analysis on the refractive market in the Philippines.
Education
- University Degree in Optometry, Business Administration, Marketing or any related field
Experience
- Minimum 4 years of experience in sales / business development and marketing in the medical device consumables industry
- Demonstrated strong understanding and solid sales experience.
- Excellent knowledge of Microsoft Office
Knowledge & Skills
- Excellent communication and negotiation skills
- Excellent team player
- High customer orientation
- Good command of written and spoken English
Your ZEISS Recruiting Team:
Pei Yee Tan
About the company