Specialty Sales Representative - Central Canada Region

Toronto, ON, United States
Feb 08, 2021
Required Education
Bachelors Degree
Position Type
Full time

At Santen, we’re innovating therapies to improve the quality of life for patients worldwide. Our single focus in ophthalmology enables us to challenge unmet needs in the field—through passionate research, successful collaboration, and clarity of commitment. With over 130 years of investigative insight, Santen remains committed to the discovery, exploration, and development of ophthalmic therapies. As a global company, Santen is expanding to accommodate new and evolving initiatives in ophthalmic research, regulatory management, production, marketing, or distribution. Our clinical development network spans three continents, with centers in Europe, Japan, and the United States.

We are in search of top talent to help us meet our aggressive and important goals.


This position will represent Santen Canada in supporting current approved pharmaceutical product and possible new pharmaceutical products as they come to market. This position will be based in Central Canada covering most of Ontario and Manitoba.

The Specialty Sales Representative reports to the Senior Director, Sales & Marketing and will be a member of a specialty ophthalmic sales team supporting Santen Canada’s commercial products. This position will have responsibility for large, complex, high visibility, and/or strategic accounts.

The Specialty Sales Representative is accountable for achieving territory sales goals within an assigned geography. This role will plan and lead promotional activities with health care professionals within the designated territory. Successful candidates will drive adoption and utilization of the assigned product(s) by maintaining disease/product expertise, developing account and HCP specific plans, strategically deploying messages/resources and understanding local dynamics that influence business in their area. The Specialty Sales Representative will be accountable for abiding by the core values of Santen culture, which is centered on Integrity & Trust, Customer-Orientated Thinking, Expertise, Innovation and Collaboration & Cooperation. Additionally, the successful candidate is accountable for compliance with Canadian law.

  • 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
  • Works collaboratively with cross-functional teams including but not limited to, medical science liaisons, marketing and legal
  • Complies with all laws, regulations and policies that govern the conduct of Santen Canada activities
  • Creates, builds and maintains relationships with Key Opinion Leaders in partnership with Marketing and Medical Affairs
  • Acquires, analyzes and shares market and competitive intelligence with marketing and sales team, 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
  • Identifies obstacles and proactively addresses them in creative and effective ways
  • Manages budget effectively
  • Establishes and maintains effective communication with customers & internal partners
  • Shares best practices with peers

  • Minimum: Bachelor’s degree required
  • Minimum of 3 years demonstrated successful specialty healthcare sales experience in managing and being accountable for own territory and large geography
  • Ophthalmology experience strongly preferred
  • Product launch experience strongly preferred
  • Proven track record of success in sales
  • Proven track record of ability to influence without authority
  • Self-motivated and assertive with the ability to act with urgency
  • Understands strategic priorities developed by leadership team
  • Is 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
  • 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:
    1. Technical & Business Expertise
    2. Achieving Results
    3. Collaboration & Teamwork
    4. Decision Making
    5. Business Planning & Organization
    6. Communication (verbal and written)
    7. Inspiring & Influencing

For more information about our company and the work experience, please visit: https://www.santencanada.ca/web/site/en/