Regional Account Manager

About the role

The Regional Account Manager (RAM) is a sales and business development professional responsible for a defined geographical area in Northern California and Nevada. The RAM builds collaborative relationships with major customers (Ophthalmologists & Optometrists) to increase their usage and recommendation of Scope products. This role requires frequent travel within Northern California and Nevada, as well as occasional travel to trade shows and company meetings across the US.

Responsibilities

• Deliver pre-set objectives on sales, activity, and other metrics as defined by Scope.
• Create and maintain an effective routing plan to develop and sustain major accounts, focusing activities and promotional spend on pre-defined target customers.
• Conduct sales calls and presentations with customers in specialized departments in hospitals and other healthcare institutions.
• Develop and maintain strong selling skills using the Scope Infinity model to maximize product usage and promotion by Healthcare Providers (HCPs).
• Use promotional materials appropriately to support selling messages outlined in marketing plans.
• Represent Scope professionally in line with company values and behaviors.
• Liaise effectively with Scope colleagues and third-party stakeholders to maximize commercial effectiveness, including joint action planning.
• Proactively share and implement best practices within the team and territory.
• Conduct monthly analysis of sales and activity for the territory, integrating CRM systems for effective planning.
• Produce a territory action plan with guidance from the line manager and colleagues.
• Manage promotional budget effectively to maximize return on investment.
• Monitor performance versus objectives and update the manager as required.
• Maintain and develop strong product and therapy area knowledge, including competitor activities and marketing strategies.
• Develop a detailed understanding of the Eye Care area in the region, including key individuals and structural changes.
• Monitor competitor activities in the territory and provide feedback to management and marketing teams.
• Understand and coordinate account strategies for major accounts, including the development of Key Opinion Leaders (KOLs).

Requirements

• 5+ years of experience in sales within a similar environment; experience in the Eye Care area is a distinct advantage.
• Track record of drive, clinical competency, and interpersonal skills to develop and maintain strong relationships with Healthcare Providers (HCPs).
• Well-developed selling skills with a strong focus on customer needs.
• Proven ability to analyze data and develop effective territory and account plans.
• Ability to work independently within a remote team.
• Excellent communication skills (written and verbal) with a high level of professionalism.
• Self-motivated with strong organization and prioritization skills.
• Ability to work under pressure, autonomously, and manage a diverse workload.
• Excellent computer literacy, including proficiency in CRM systems and MS Office (Word, PowerPoint, Outlook, and Excel).
• Flexible attitude toward working hours and willingness to travel (approximately 30% of the time).

Qualifications

• Business or science-related degree desirable.
• Professional qualifications and memberships desirable.