Business Development Manager
1 week ago
The user is responsible for using the appropriate version of this document. POSITION SUMMARY This position will be responsible for maintaining current VISX/Femto/TS customers and identifying new iLasik and Tearscience customers within a designated geographic area.
These responsibilities include but are not limited to business development, accountability of maintaining and increasing Key Card/PI/Activator volume and placing new equipment and upgrades to current platforms.
This position will also act as the first line of defense on business developments from competitors.
You will be responsible to quickly identify trends within individual accounts as well as markets.
Effectively implement VISX /Femto/ Activator programs, identify new business opportunities and visit sites of newly installed and existing lasers and Dry Eye equipment.
This position will be spearheading efforts to aggressively increase procedural revenue in all the important account through innovative marketing cum commercial solutions in active consultation with respective customers. Adheres to environmental policy, procedures, and supports department environmental objectives. ESSENTIAL FUNCTIONS / RESPONSIBILITIES Definition JOB POSITION DESCRIPTION Page 2 of 4 Title Business Development Manager - Ref & TS This information is confidential to Johnson & Johnson.
The user is responsible for using the appropriate version of this document. • Meet or exceed annual Refractive & Tearscience Product target/ operating plan for assigned geography. • Serve as primary JJSV customer contact for accounts within geography • Maintain a positive relationship with JJSV customers with the goal of increasing Refractive & Tearscience Product sales by assessment, critique and training • Communicate with and motivate JJSV customers via direct meetings and interactions with physicians, administrators and key refractive& TS decision makers • Assist JJSV Sales in growth of equipment market share Strategic Account Planning • Identify and scale Accounts using an Eyeforce system • A = JJSV customer with steady volume and strong conversion % to ACV, ILSE, iLasik.
This customer requires minimal assistance and the BDM serves as the relationship manager.
Opportunities to maximize business and maintain/increase the revenue need to be evaluated and addressed by the BDM. • B = JJSV customer with either the need to increase procedural volume and/or conversion % to ACV, ILSE or iLasik.
These customers are the main focus of business development activity.
This is where assessment and AMO technology education come into play.
The BDM should help these customers to maximize specialized procedures (ACV/ iLSE and iLASIK) for meeting company's revenue goals. • C = JJSV customer with low volume or low % conversion to premium AMO technology and the inability to allow change within the practice.
BDM support for this customer would be very minimal but will need to be thoroughly evaluated for a turnaround strategy. • Plan goal-oriented visit(s) to each Account using WAC (willing, able and committed) philosophy to assess training needs • Mystery shop practice by phone and email prior to visit JOB POSITION DESCRIPTION Page 3 of 4 Title Business Development Manager - Ref & TS This information is confidential to Johnson & Johnson.
The user is responsible for using the appropriate version of this document. • Communications • Account follow up - execute a follow-up visit report to customer within 5 business days of assessment visit • Arrange "live" communication with Account to review your report and to set a training strategy • Product Conversion through Training • Be knowledgeable about effective consumer conversion from initial contact to consultation • Understand effective consultation process within the practice • Understand JJSV refractive and Dry eye treatment technologies • Provide one-on-one staff training in key areas of call conversion, consult closure and effective up-selling to premium JJSV refractive products.QUALIFICATIONS III. Minimum education required for competent performance: A Bachelor's degree in Science / Engineering (Electronics / Electrical / Instrumentation) &/or a post graduate diploma in Management (MBA) is desirable. Minimum experience (number of month/years and type of work experience beyond formal education) required for competent performance: A minimum of 7-8 years of proven track record in Capital Equipment/ Consumable sales in healthcare industry.
Exposure to CRM/ Relationship marketing will be an added advantage.
Experience in Ophthalmology industry is desirable though not a must.
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