Territory Sales Manager Capital Equipment/vr

**Job Requisition No**
- VN7762

**Work Location Name**
- Milan - Italy

**Company**

BVI® is refocusing the future of vision.

As one of the fastest-growing, diversified surgical ophthalmic businesses in the world, our purpose-built portfolio of trusted brands includes: Beaver® (Knives and Blades), Visitec® (Cannulas), Malosa® (Single-Use Instruments), Vitreq® (Vitreoretinal Surgical Products) and PhysIOL® (Premium IOLs), and spans more than 90 countries.

We’ve set our sights on touching the lives of millions of patients affected by conditions such as cataracts, refractive error, glaucoma, retinal disease, and dry eye. Unburdened by legacy or bureaucracy, we have developed our strategy around a simple concept - taking pride in delivering innovative solutions for our physicians and patients, based on their needs.

We trust and empower our associates to make decisions and solve problems because collaboration drives us. Valuing agility, simplicity, and transparency, we stay committed to listening to our customers, delivering for our patients, and keeping the future in focus.

**Key Responsibilities**
- You support your colleagues on the field and collaborate in the training of the customers so they can increase their product’s knowledge
- You are responsible for identifying ophthalmic solutions and business opportunities creating, together with the management, an Account and KOLs strategy, coordinating and controlling the complete sales cycle from lead generation to after-sale support to ensure a great customer experience, selecting solutions that best suit Customer’s needs and expectations in synergy with cross-functional teams (Anterior Team, Marketing etc.) and negotiating contracts in compliance with company policies and current regulations.
- You are also responsible for organizing and providing demonstrations to new and existing Customers, helping to organize and attend conferences, workshops and training events.
- Report to Country Manager on critical situations (poor local products knowledge, misalignment on training, special features requested by local markets etc.)
- Drafting and revision of technical documents for the tenders (Equipment, VR)
- To make suggestions to improve the product based on the feedback received from the customers
- To be updated on the products properties, functionalities, limitations
- To respect the Code of Conduct (Ethic Code) of the Company
- To comply with Art. 7 MDR 2017/745 (claims related to products)
- To report promptly any information related to potential safety issues of the products commercialized by the company
- You achieve standards, expectations and performance as agreed with manager, and proactively ask for support, help, guidance and resources where required.
- You take ownership of local customer complaints and questions ensuring they are handled quickly and professionally; keep up to date with developments and changes in local competitor activities and communicate to manager and colleagues as appropriate. Feed this information back, via reporting systems to the manager and ensure feedback is put into action.
- You attend national and international sales meetings as/when required, develop and maintain a reliable network of key opinion leaders and product champions. Develop and maintain strong product knowledge to be competent in engaging in a professional dialogue with specified customer groups

Additional Tasks:

Teamwork in order to maximise cross-selling opportunities (Cat/Consumab, VR, Cap Equip, IOL)

Contact with others:

Customer Services, Tender Office, QA, Marketing etc.

**Purpose**
- Grow sales in the defined territory (Lombardia & North-West) through uncovering potential, initiating and closing sales opportunities and understanding the needs and requirements of customers in order to maximize account revenues
- Promote and manage Capital Equipment and VR products
- Collaborate with other team members (Anterior Team) in developing new opportunities

As a Territory Sales Manager you act as single point of contact to Customers for Capital Equipment and VR products and services and you are part of this next growth phase and play a crucial role to increase BVI’s footprint.
- **Qualification**
- Resident in Lombardia/Milan Area
- Bachelor Degree (Biomedical engineering / Science / Technology / Medical): scientific education background with extensive sales and technical experience
- At least 5 years of experience in the Technical-Sales Department of companies operating in the Healthcare field (Ophthalmology experience is mandatory) including capital equipment management
- Operating Theatre experience with Surgeons and Theatre Sisters
- Business/healthcare/hospital flows knowledge, strong experience in the management of tenders and commercial negotiations with both public and private clients is required
- Sales experience in managing different sales channels
- Sales experience on value added selling on products and solutions
- Teamwork p