Job Description

Senior Sales Representative – Ophthalmology Medical Device

Pittsburgh, PA - Territory (More Details Below)

We are seeking an experienced, results-driven Senior Sales Representative to grow and manage a high-impact territory promoting innovative ophthalmic technology. This role is ideal for a consultative medical device sales professional with a proven history of developing new business, building lasting physician relationships, and consistently exceeding sales goals.

Key Responsibilities

• Develop and execute a strategic territory business plan that drives revenue growth and exceeds sales objectives.
• Manage the complete sales cycle, including prospecting, cold calling, product demonstrations, negotiations, and closing new business.
• Conduct in-office product evaluations and clinical demonstrations for health care professionals.
• Identify, develop, and maintain strong relationships with new and existing customers.
• Grow account penetration through regular business reviews and ongoing customer engagement.
• Utilize clinical data and evidence-based selling techniques to communicate the value of the company's technology.
• Negotiate pricing and contracts while maximizing long-term customer value.
• Maintain accurate customer records, sales forecasts, and activity within the CRM system.
• Execute marketing initiatives, promotions, and product launch activities throughout the territory.
• Support market access initiatives by identifying physician advocates and key opinion leaders.
• Represent the company at industry meetings, conferences, and educational events.
• Stay current on industry trends, competitive products, and emerging technologies within dry eye disease and ophthalmology.
• Ensure compliance with all company policies, regulatory requirements, and quality standards, including FDA Quality System Regulations (QSR), ISO 13485, and applicable domestic and international regulations.
• Build and maintain a professional presence with physicians, customers, internal teams, and business partners.

Education

• Bachelor's degree or equivalent professional experience required.

Experience

• Minimum of 8 years of successful medical device sales experience.
• Ophthalmology or optometry sales experience strongly preferred.
• Demonstrated success in consistently achieving or exceeding sales quotas.
• Previous experience mentoring, coaching, or leading peers is highly desirable.

Travel

• Overnight travel: 20–40% (depending on territory).
• Customer-facing activities: Approximately 90% of the role is spent meeting directly with physicians and customers.

Territory: centered around the greater Pittsburgh market and extends throughout western Pennsylvania.

Coverage includes:

• Pittsburgh

• State College

• Chambersburg

• Northern portions of Western Pennsylvania

The territory also extends into portions of:

• Eastern Ohio

• Northern West Virginia

High-performing representatives consistently:

• Develop new physician relationships

• Create opportunities from cold accounts

• Influence physician treatment philosophy

• Navigate both clinical and business conversations

• Build physician champions

• Partner effectively with their TDS counterpart

• Drive recurring utilization after implementation

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