Key Account Manager - Southwest Ontario & Atlantic Canada

GREATER TORONTO AREA: Covering Southwest Ontario & Atlantic Canada

COMPANY DESCRIPTION:

Santen is a specialized pharmaceutical company with a 130-year heritage focused exclusively on ophthalmology. With sales in over 60 countries, Santen’s 4,000 global employees work to deliver life-changing therapies that make hope a reality for people facing vision impairment and loss. Santen Inc., located in Emeryville, CA (North America HQ), contributes important research & development and commercialization efforts. This office is home to about half of our 300-total staff in North America, including our Toronto, Canada site and our recent acquisitions of Eyevance Pharmaceuticals (Fort Worth, TX) and InnFocus (Miami, FL).

ABOUT THE POSITION:

The Key Account Manager (KAM) will be responsible for creating awareness about Santen Surgical Devices and building relationships with the most relevant Key Opinion Leaders and hospitals across Canada. The role is also integral in building Santen Canada’s surgical device presence in Canada. The position will directly support surgeons/hospital staff and hospitals with initial training and education of Santen’s glaucoma based device in Canada. The KAM will provide support and training for the hospital stakeholders and surgeon evaluations, support continued educational programs, and other hospital/clinic activities. The position will be responsible for developing and implementing hospital by hospital key account plans and executing against them. They will also deliver sustainable market-share gain across their respective territory, with the ambition to establish Santen’s glaucoma based device as the surgical treatment of reference for glaucoma surgeons in Canada. To do so, they will actively drive the development of our Surgical Team and capabilities locally. The ideal KAM has solid surgical ophthalmology experience and likes to act in an operating room (OR) environment. In addition to strong technical/clinical skills, our KAM will be able to maneuver in the complex environment of hospitals and clinics.

ESSENTIAL DUTIES AND KEY DELIVERABLES:

• Identify and build up new accounts in surgical glaucoma;
• Serve as primary clinical and surgical resource support in the areas of surgeon training, case support coverage, and in-servicing of clinicians;
• Provide hands on technical training of the Santen Canada’s product to surgeons and staff

• Educates surgeons and staff on the merits and proper clinical usage of Santen Canada products by conducting presentations and demonstrations
• Participate in case reviews and clinical observations by working alongside surgeons and/or staff
• Meet with existing and potential accounts by traveling, as needed, to identify the needs, goals and constraints of these customers
• Provide clinical and surgical support to surgeons both pre and post operatively
• Develop and cultivate ongoing relationship building with key office staff, hospital personnel as it relates to the company product, procedures and patient care
• Provide consistent feedback to clinical team for ongoing improvements on training materials and techniques
• 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

• Participates in tradeshows and special events when clinical support is needed
• Stay current on all training requirements

• Follow applicable Quality Management Systems policies, and procedures

QUALIFICATIONS:

• BS/BA degree preferably in life sciences, health or related business administration

• 5+ years related experience in a hospital environment preferably in Ophthalmology
• Excellent written and oral communication skills
• Prior industry to surgeon surgical training experience with all hospital and office stakeholders
• Ability to travel up to 50% of the time
• Customer focused with the ability to develop and maintain relationships
• History of top sales performance, commercially astute and driven by sales results
• Ability to carry out responsibilities with minimum supervision