Scope Ophthalmics Ltd
Regional Account Manager - Southern California
Scope Ophthalmics Ltd, Los Angeles, California, United States, 90079
Regional Account Manager - Southern California
The Regional Account Manager (RAM) is a sales and business development professional within a defined geographical area in Southern California. The RAM builds collaborative relationships with major customers (ophthalmologists and optometrists) in their region, maximizing service‑oriented contact with these professionals to increase usage and recommendation of Scope products. This role is based out of Los Angeles, requires frequent travel throughout Southern California, and includes travel several times a year to trade shows and company meetings across the United States. Key Responsibilities
Product Promotion & Sales
Responsible for the delivery of pre‑set objectives on sales, activity and other metrics as defined by Scope. Creates an effective routing to ensure major accounts are developed and sustained, focusing all activities and promotional spend on pre‑defined target customers. Conducts sales calls and presentations with customers in specialized departments in hospitals and other health care institutions. Develops and maintains good selling skills using the Scope Infinity model and uses these skills to maximize usage and promotion of products by HCPs. Uses promotional materials in an appropriate fashion to support the selling messages as set out in marketing plans. Always represents Scope in a professional manner in line with the company values and behaviors. Team Working
Liaises effectively with Scope colleagues to maximize commercial effectiveness. Liaises effectively with relevant third‑party stakeholders to maximize commercial effectiveness, involving joint action planning on a regular basis. Proactively shares best practice with colleagues both in the same area team and nationally, and implements best practice in own territory. Works constructively with all Scope employees in the same helpful manner as appropriate. Leads the above activities when working in partnership with colleagues as needed. Business Planning & Time Management
Conducts monthly analysis of sales and activity for the territory, integrating CRM systems to plan effectively. Produces a territory action plan with guidance and direction from line manager and colleagues. Plans activities in advance, updating CRM planner and customer interactions as required. Manages promotional budget effectively to maximize the return on investment, updating Manager as required. Responds to requests from both customers and Scope colleagues promptly. Monitors performance versus objectives at all times, updating Manager as required. Seeks guidance and direction as needed, managing own time effectively to meet deadlines. Product & Market Knowledge
Maintains and develops strong product and therapy area knowledge for all Scope promoted products and competitors. Has a detailed understanding of the marketing strategy for those promoted products. Develops and maintains a good knowledge of the Eye Care area in the region, knowing the names and positions of all key individuals in accounts. Monitors changes in structure, personnel and policy, sharing information with US Management as appropriate. Monitors competitor activities in territory and provides feedback to colleagues, Manager and Marketing regularly. Customer & Account Focus
Intimately understands the account strategy to be adopted in each major account. Coordinates the account planning process with other stakeholders. Personal responsibility for the development of a number of Key Opinion Leaders (KOLs). Qualifications
Business or science‑related degree desirable. Professional qualifications and memberships desirable. Specific Knowledge, Skills and Experience
5+ years’ experience in sales in a similar environment is required; experience in the Eye Care area is a distinct advantage. Track record of having the drive, clinical competency and interpersonal savvy to develop and maintain strong relationships with a varied group of HCPs is critical. Energy, resilience and enthusiasm is a key advantage in this role. Well‑developed selling skills with a strong focus on customer needs. Proven ability to analyze data and develop effective territory and account plans; track record of monitoring progress and following through as needed. Ability to work well on own initiative within a remote team. Comfortable and capable of communicating with all levels within and outside the business (written and verbal) with a high level of professionalism. Self‑motivated and able to demonstrate strong organization and prioritization skills. Personal effectiveness: must work under pressure and autonomously; successfully manage a very diverse and demanding workload. Excellent computer literacy; skilled in the use of CRM systems and MS Office software (Word, PowerPoint, Outlook and Excel). Flexible attitude to working hours and willingness to travel across own territory and US (approx. 30%). Scope provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
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The Regional Account Manager (RAM) is a sales and business development professional within a defined geographical area in Southern California. The RAM builds collaborative relationships with major customers (ophthalmologists and optometrists) in their region, maximizing service‑oriented contact with these professionals to increase usage and recommendation of Scope products. This role is based out of Los Angeles, requires frequent travel throughout Southern California, and includes travel several times a year to trade shows and company meetings across the United States. Key Responsibilities
Product Promotion & Sales
Responsible for the delivery of pre‑set objectives on sales, activity and other metrics as defined by Scope. Creates an effective routing to ensure major accounts are developed and sustained, focusing all activities and promotional spend on pre‑defined target customers. Conducts sales calls and presentations with customers in specialized departments in hospitals and other health care institutions. Develops and maintains good selling skills using the Scope Infinity model and uses these skills to maximize usage and promotion of products by HCPs. Uses promotional materials in an appropriate fashion to support the selling messages as set out in marketing plans. Always represents Scope in a professional manner in line with the company values and behaviors. Team Working
Liaises effectively with Scope colleagues to maximize commercial effectiveness. Liaises effectively with relevant third‑party stakeholders to maximize commercial effectiveness, involving joint action planning on a regular basis. Proactively shares best practice with colleagues both in the same area team and nationally, and implements best practice in own territory. Works constructively with all Scope employees in the same helpful manner as appropriate. Leads the above activities when working in partnership with colleagues as needed. Business Planning & Time Management
Conducts monthly analysis of sales and activity for the territory, integrating CRM systems to plan effectively. Produces a territory action plan with guidance and direction from line manager and colleagues. Plans activities in advance, updating CRM planner and customer interactions as required. Manages promotional budget effectively to maximize the return on investment, updating Manager as required. Responds to requests from both customers and Scope colleagues promptly. Monitors performance versus objectives at all times, updating Manager as required. Seeks guidance and direction as needed, managing own time effectively to meet deadlines. Product & Market Knowledge
Maintains and develops strong product and therapy area knowledge for all Scope promoted products and competitors. Has a detailed understanding of the marketing strategy for those promoted products. Develops and maintains a good knowledge of the Eye Care area in the region, knowing the names and positions of all key individuals in accounts. Monitors changes in structure, personnel and policy, sharing information with US Management as appropriate. Monitors competitor activities in territory and provides feedback to colleagues, Manager and Marketing regularly. Customer & Account Focus
Intimately understands the account strategy to be adopted in each major account. Coordinates the account planning process with other stakeholders. Personal responsibility for the development of a number of Key Opinion Leaders (KOLs). Qualifications
Business or science‑related degree desirable. Professional qualifications and memberships desirable. Specific Knowledge, Skills and Experience
5+ years’ experience in sales in a similar environment is required; experience in the Eye Care area is a distinct advantage. Track record of having the drive, clinical competency and interpersonal savvy to develop and maintain strong relationships with a varied group of HCPs is critical. Energy, resilience and enthusiasm is a key advantage in this role. Well‑developed selling skills with a strong focus on customer needs. Proven ability to analyze data and develop effective territory and account plans; track record of monitoring progress and following through as needed. Ability to work well on own initiative within a remote team. Comfortable and capable of communicating with all levels within and outside the business (written and verbal) with a high level of professionalism. Self‑motivated and able to demonstrate strong organization and prioritization skills. Personal effectiveness: must work under pressure and autonomously; successfully manage a very diverse and demanding workload. Excellent computer literacy; skilled in the use of CRM systems and MS Office software (Word, PowerPoint, Outlook and Excel). Flexible attitude to working hours and willingness to travel across own territory and US (approx. 30%). Scope provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
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