Account Manager - WA/OR

Purpose

The Account Manager is responsible for driving sales growth of BVI’s IOL portfolio within a designated territory, while also supporting the broader BVI single-use consumables portfolio used in cataract, retina, and refractive surgery.

Key Responsibilities

• Drive sales growth and market adoption of the IOL portfolio across the assigned territory, owning launch activities and premium IOL conversion strategies.
• Demonstrate a high degree of confidence and competence selling in the surgical suite, becoming a valued resource to customers.
• Gain surgical evaluations with new and existing customers in the operating room and provide clinical support during IOL cases.
• Provide recommendations on surgical technique, patient selection, and clinical data to surgeons and staff evaluating BVI IOL products.
• Serve as the territory subject matter expert on IOL optics, refractive outcomes, and premium lens technology; deliver in-service education to surgeons, surgical staff, and optometric co-managers.
• Identify, develop, and maintain relationships with key opinion leaders (KOLs) in the ophthalmic field to support advocacy, peer-to-peer education, and long-term adoption.
• Stay current on the latest trends, technologies, and advancements in IOLs, refractive surgery, and optics to maintain clinical credibility and competitive positioning.
• Maintain and grow the territory by promoting the full line of BVI single-use consumables, positioning BVI as a comprehensive value-based solution across cataract and refractive surgery.
• Strategically position multiple products to a given customer, using a procedural selling model to expand adoption of BVI IOLs and consumables.
• Build relationships to understand the unmet needs of our customers and act as a consultant offering BVI’s portfolio as a value-based solution.
• Possess the ability to prospect, cold-call, and visit clinics, ASCs, and hospitals as needed to achieve sales plan objectives, and effectively present to groups both small and large using advanced electronic sales platforms.
• Analyze regional market trends, customer needs, and the competitive landscape to identify new business opportunities and set short- and long-term territory goals.
• Leverage customer relationship management (CRM) software to log customer data and daily activities, and leverage sales reports, data, and analytics to make informed targeting decisions.
• Partner seamlessly with cross-functional teams—including Capital and Consumable Territory Managers, Marketing, Clinical Education, and Customer Service—to promote the full BVI portfolio and deliver added value to customers.
• Resolve complex customer issues with a high degree of initiative and ownership.

Qualification

• Skilled in consultative, value-based selling, with the ability to translate clinical data and surgical outcomes into compelling customer conversations.
• Prior ophthalmic and/or IOL experience highly preferred.
• Excellent written and verbal communication skills, with the ability to clearly convey sales and clinical messages across a variety of stakeholders—including surgeons, office staff, and surgical staff.
• Bachelor’s degree in Business and/or related medical field and 3-5 years’ selling experience in healthcare; or equivalent combination of education, training, and experience.
• Ability to analyze sales reporting and data to make well-informed decisions on territory strategy and customer engagement.
• Ability to establish and maintain effective working relationships with coworkers, managers, and customers.
• Ability to resolve complex issues with a high degree of initiative.
• Ability to manage multiple priorities simultaneously in a fast-paced, evolving environment.
• Resilient, self-starter with the ability to plan and manage time to achieve desired results.
• Works with a high sense of urgency to meet and exceed company and customer expectations.
• Proficiency with Microsoft Office, including Outlook, Word, Excel, SharePoint, and Teams.
• May require frequent and overnight travel, including industry conferences and sales meetings & training.