[Italy] Surgical Partner (Liguria - Tuscany - Piedmont - Lombardy)

Santen is a specialized life sciences company with a proud 130-year heritage focused exclusively on ophthalmology. As a Japan-originated, global company with our footprint in over 60 countries, we are dedicated to delivering innovative treatments and digital solutions for eye health and addressing vision-related social issues for people around the world. 

Job Summary

Entrepreneur by nature, real team player before all, our Surgical Partners will be responsible to develop new business opportunities by creating awareness about Santen Surgical Devices and building relationships with the most relevant Key Opinion Leaders and hospitals across the assigned territory. They will ensure sustainable adoption of our MicroShunt among those carefully selected users and promoters, by providing state-of-the-art surgical training and appropriate follow-up. 

Our Surgical Partners will deliver sustainable market-share gain across their respective territory, with the ambition to establish MicroShunt as the surgical treatment of reference for all glaucoma surgeons. To do so, they will actively drive the development of our Surgical Team & capabilities locally, but also enabling fruitful collaboration with the team in charge of our glaucoma Rx franchise (ie. prescription drugs). 

The “ideal” candidate has solid surgical ophthalmology experience, likes to act in an operating room (OR) environment and is able to influence surgeons’ preference. In addition to strong technical / clinical skills, our Surgical Partner will be able to maneuver in the complex environment of hospitals and clinics. Finally yet importantly, recognized as commercially astute, your strategic sales skill - associated to your human being – will make you a unique candidate and Santen will consider you as such.

KEY RESPONSIBILITIES & ACCOUNTABILITIES

•    Identify and build up new accounts in surgical glaucoma;

•    Conduct and/or support local training with regards to glaucoma drainage surgery;

•    Initiate and develop sustainable relationship with key opinion leaders across your territory.

•    Closely collaborate with Santen Pricing & Market-Access Team to maximize the

•    MicroShunt potential in your territory and across the EMEA region.

•    Develop innovative and efficient acquisition plans on account level to ensure sustainable business development;

•    Achieve sales targets and develop operational plan for maximum return on

•    investment;

•    Achieve and demonstrate effective use of agreed KPIs and objectives;

•    Identify sales-related trends. Identify profitable business opportunities and align available resources;

•    Maintain and optimize existing relationships and manage business with existing key customers;

•    Provide accurate feedback on competitor activities in the field;

•    Interact with Santen sales management, marketing and customer service to guarantee top services to our customers;

•    Manage the territory financial budget;

•    Provide technical expertise for questions, issues or requirements related to product portfolio responsibilities;

•    Efficiently use the company reporting tolls to ensure up to date customer/territory information and favour valuable information sharing across the organization;

•    Ensure compliance with company standards and Code of Practice.

EDUCATION

• Degree in health or business related subject or equivalent qualification (essential)
• Scientific and/or medical degree such as optometrist, or other directly related Specialties (desiderable)

Experience

• At least five years’ previous industry sales experience 
• Experience of hospital sales/Key Account Management. 
• History of top sales performance, commercially astute and driven by sales results 
• Experience in the operating room for training / supporting the use of new technologies.
• Experience in Ophthalmology 

Competencies

• Proficient in English
• Action oriented, energetic and results focused. Combines a strong desire for achieving results with emotional control, self-awareness and a desire to continue learning and improving. Motivated by autonomy and work variety.
• Thrives in a changeable working environment
• Demonstrable selling, negotiation and networking skills.
• Uses market and clinical knowledge to identify opportunities for growing the business. Sound understanding of pharmaceutical industry; and demonstrates awareness of National Health system policies, structures and processes relevant to area.
• Sound understanding of clinical and market information pertinent to designated therapy area is desirable. Effectively manages available resources and makes commercially sound decisions to maximize return on investment.
• Analytical thinker; demonstrates evidence of both numerical and verbal critical reasoning.
• Communicates with conviction; persuades others to adopt a course of action or support their point of view; and leverages support for products/ideas/projects across local health economy.
• Works collaboratively with others across sales force and wider business; shares learning and makes use of collective strengths. Integrates working with colleagues to leverage maximum value for company and customers from collective efforts.
• Exercises sound judgement and finds creative and workable solutions to overcome problems and meet customer needs; decides on the most appropriate and effective way of progressing the business.
• High standard of oral and written communication, including well developed presentation skills.
• Adopts a structured approach to ensure that objectives are achieved; effectively plans, organizes, executes and monitors tasks and projects series to meet work goals; develops robust business and tactical plans for the development of the business. Excellent time management skills and evidence of competence in job related areas.

Grow your career at Santen

A career at Santen is an opportunity to make a difference. Through our long-term vision outlined in Santen 2030, we are committed to be a Social Innovator - addressing the social and economic needs of people with visual impairments. We have team members around the world using their diverse talents to unlock new modalities and drive innovations for patient outcomes, education and treatment. At Santen, we believe in empowering all our team members with flexible ways of working and a highly inclusive work environment.

The Santen Group is an Equal Opportunity Employer.  We are committed to building diverse teams and ensuring a safe and inclusive physical and virtual workplace for every one of our team members. All employment decisions are based on business needs, role requirements and individual qualifications regardless of race, color, ethnicity, national origin/ancestry, religion, sexual orientation, gender, gender identity/ expression, age, disability, medical condition, marital status, veteran status, or any other characteristic protected by law.

If you require any kind of accommodation during our recruitment process, please let the recruiter from our team know.