Regional Account Manager, Retina (Ophthalmic Pharmaceutical Sales - New York City)

New York City, New York
Oct 18, 2017
Required Education
Bachelors Degree
Position Type
Full time


The Regional Account Manager reports to the Senior Director, Area Sales and will be a member of a specialty ophthalmic sales team supporting Santen’s commercial products in the US.

The Regional Account Manager is accountable for sales activities and education of external customers (including Uveitis and Retina Specialists and other physicians), as well as medical support staff including nurses, technicians, and practice administrators. Successful candidates will drive adoption and utilization of the assigned product by maintaining disease/product expertise, developing account and customer specific plans, strategically deploying messages/resources and understanding local dynamics that influence business in their area. The Regional Account Manager will be accountable for abiding by the core values of Santen culture, which is centered on Integrity & Trust, Customer-Oriented Thinking, Expertise, Innovation and Collaboration & Cooperation.


  • Achieves territory sales by executing Plan of Action (POA) marketing strategies, which includes delivering branded sales messages, executing planned programs, interacting with key stakeholders, and achieving or exceeding sales targets
  • Provides feedback on marketing strategy and effectiveness reviews of sales activities and territory analysis, in addition to developing territory plans with your Sr. Area Sales Director
  • Works collaboratively with cross-functional teams including but not limited to managed care, thought leader liaisons, medical science liaisons, marketing and legal
  • Complies with all laws, regulations and policies that govern the conduct of Santen activities
  • Creates, builds and maintains relationships with Key Opinion Leaders in partnership with Marketing, Medical Affairs and Thought Leader Liaison Team
  • Acquires, analyzes and shares market and competitive intelligence with marketing and sales teams, as well as with senior leaders to capitalize on market trends and developments
  • Executes business plan for assigned geographic area and implements national sales strategies and programs
    • Understands market dynamics, business drivers and corporate goals
    • Sets short and long-term business objectives
    • Leverages targeting data, analytics and insights to determine where and how approved resources and marketing messages should be deployed within territory
    • Manages budget effectively
  • Establishes and maintains effective communication with customers & internal partners
    • Shares best practices with peers when appropriate<strong


  • Minimum: Bachelor’s degree required
  • 8+ years of demonstrated successful relevant healthcare sales experience in managing and being accountable for own territory and large geography 
  • Ophthalmology and buy-&-bill/access experience strongly preferred
  • Product launch experience strongly preferred
  • Retina and/or posterior segment subject-matter-expertise strongly preferred
  • Exceptional clinical acumen with the proven ability to excel in a technically complicated and challenging sales environment
  • Contacts and relationships with Key Opinion Leaders in Uveitis/Retina space preferred
  • Proven track record of ability to influence without authority
  • Keeps current and develops deeper and broader experience in own functional area
  • Self-motivated and assertive with the ability to act with urgency
  • Understands strategic priorities developed by leadership teams open to and actively solicits feedback on work performance and skill development needs
  • Demonstrates respect and appreciation for diversity of perspectives and approaches among peers
  • Strong strategic planning and organizational skills
  • Proven track record of exceeding sales targets
  • Ability to understand and articulate clinical concepts, data and conclusions
  • Exceptional communication and presentation skills, with the demonstrated ability to communicate effectively with diverse internal and external groups, customers, and key stakeholders.
  • Core competencies required for success in this role include:
    • Technical & Business Expertise
    • Achieving Results
    • Collaboration & Teamwork
    • Decision Making
    • Business Planning & Organization
    • Communication (verbal and written)
    • Inspiring & Influencing


To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required. The individual must be able to:

  • Spend considerable time at the computer
  • Stand, kneel, and stoop for filing
  • Use the telephone and speak with external individuals
  • Lift up to 25 lbs.
  • Travel domestically without restriction and at times for extended periods, up to 70% of time; flights will be required due to large geographies


  • The work environment characteristics are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

SUPERVISOR: Sr. Director, Area Sales