Key Account Manager - Premium IOLs

Biotech Healthcare; Fatih; On-site; TRY 350,000 - 550,000; Full time

Job summary

Biotech Healthcare in Turkey seeks a Refractive Manager to build and expand the customer base for refractive and premium IOLs, including Phakic and Trifocal products. You will engage surgeons, develop key accounts and work with Sales, Marketing and Product teams to strengthen clinical evidence and product positioning.

The role emphasizes scientific selling, practice development, and meeting sales targets across the territory through educational events, CME programs and strategic account plans.

Qualifications

• 5-10 years of experience in ophthalmic surgical or medical device sales.
• Strong experience in IOLs, preferably Phakic, Trifocal and Premium IOLs.
• Strong understanding of refractive surgery, ophthalmic technologies and associated clinical applications.
• Demonstrated experience in scientific selling and consultative selling.
• Proven track record of achieving sales targets and expanding market share.
• Experience in developing new customers and converting competitive accounts.

Responsibilities

• Develop and execute territory sales plans for the Refractive and Premium IOL portfolio.
• Achieve annual sales, revenue, volume and market share objectives for the assigned territory.
• Identify and develop new customers, surgeons, institutions and market opportunities.
• Increase product penetration and usage among existing customers.
• Drive conversion of competitive accounts through scientific discussions, clinical evidence and product differentiation.
• Develop high-volume accounts through bundling and account-development initiatives.

Skills

Ophthalmic product knowledge

Scientific selling

Territory management

Key account management

Business development

Customer conversion

Job description

Coverage: Top 40 key accounts across different regions of Turkey

Reporting to: National Sales Manager - Turkey

Role Objective:

The Refractive Manager will be responsible for building and expanding the customer base, product adoption and market share of Biotech Healthcare's refractive and premium IOL portfolio, including Phakic, Trifocal and other Premium IOLs, within the assigned territory. The role will leverage scientific selling, practice development, customer engagement and account management to increase product usage among existing customers, acquire new customers, convert competitive accounts and achieve defined sales and market share objectives.

The incumbent will work closely with the sales, marketing and product teams to strengthen surgeon engagement, develop Key Opinion Leaders and improve scientific and commercial capabilities within the territory.

Desired Candidate Profile:

• 5-10 years of experience in ophthalmic surgical or medical device sales.
• Strong experience in IOLs, preferably Phakic, Trifocal and Premium IOLs.
• Strong understanding of refractive surgery, ophthalmic technologies and associated clinical applications.
• Demonstrated experience in scientific selling and consultative selling.
• Proven track record of achieving sales targets and expanding market share.
• Experience in developing new customers and converting competitive accounts.
• Ability to manage Key Accounts, Refractive Surgeons, Ophthalmologists and KOLs.
• Experience in institutional, corporate or high-volume ophthalmic accounts will be preferred.
• Ability to analyse sales performance, market trends and competitive activities.
• Experience in conducting CMEs, workshops, scientific meetings and conferences.
• Strong communication, presentation, negotiation and relationship-management skills.
• Ability to train and support sales teams on scientific selling and premium product positioning.

Sales & Business Development

• Develop and execute territory sales plans for the Refractive and Premium IOL portfolio.
• Achieve annual sales, revenue, volume and market share objectives for the assigned territory.
• Identify and develop new customers, surgeons, institutions and market opportunities.
• Increase product penetration and usage among existing customers.
• Drive conversion of competitive accounts through scientific discussions, clinical evidence and product differentiation.
• Identify opportunities for upselling and upgrading existing customers to premium refractive solutions.
• Develop high-volume accounts through appropriate bundling, volumetric and account-development initiatives.
• Execute customer visits according to the company's defined call strategy.
• Maintain a healthy pipeline of new customers and conversion opportunities.

Scientific Selling & Practice Development

• Conduct scientific discussions with ophthalmologists and refractive surgeons regarding Phakic, Trifocal and Premium IOL solutions.
• Effectively communicate product features, clinical benefits, patient selection criteria and differentiated value propositions.
• Utilize scientific literature, peer-reviewed journals, clinical evidence and case discussions to support customer adoption.
• Support surgeons and accounts in increasing usage of premium products through practice-development initiatives.
• Identify scientific and product knowledge gaps within the sales team and provide appropriate field coaching and training.

Key Account & KOL Management

• Build and maintain strong relationships with Key Accounts, Refractive Surgeons and Key Opinion Leaders.
• Identify and develop potential KOLs and brand advocates within the assigned territory.
• Develop account-specific plans for strategically important customers.
• Provide timely and effective customer service to key accounts.
• Support negotiations and commercial discussions with key customers in alignment with company policies.
• Engage KOLs in scientific meetings, workshops, CMEs and other appropriate educational initiatives.

Market Development & Marketing Support

• Execute organizational marketing strategies and product-development initiatives within the territory.
• Plan and support CMEs, workshops, surgeon meetings, conferences and scientific engagement programs.
• Drive brand awareness and product positioning for Biotech's refractive portfolio.
• Collaborate with Marketing and Product Management teams for effective implementation of campaigns and promotional initiatives.
• Collect and communicate market intelligence, competitor activities, pricing trends and customer feedback.
• Identify emerging market opportunities and recommend initiatives to strengthen market presence.

Sales Team Support & Capability Development

• Work closely with the territory sales team and Product Specialists to drive Refractive Business objectives.
• Provide regular on-the-job coaching and scientific selling support.
• Guide sales team members on customer segmentation, account development, conversion and bundling strategies.
• Support development of scientific, product and commercial competencies within the team.
• Foster collaboration between sales, marketing, clinical and other internal stakeholders.

Territory Management & Forecasting

• Review territory performance periodically against defined business objectives.
• Analyse sales data, customer trends, product usage and competitive activity.
• Prepare accurate monthly, quarterly and annual sales forecasts.
• Develop territory-level annual and quarterly sales plans and budgets.
• Identify performance gaps and implement appropriate corrective actions.
• Maintain effective territory coverage and customer prioritization.

Compliance & Reporting

• Maintain accurate and timely customer, sales and activity records in Salesforce or the company's designated CRM platform.
• Ensure compliance with company policies relating to pricing, schemes, customer programs and promotional activities.
• Ensure appropriate handling and reporting of product complaints and adverse events in accordance with company procedures.
• Submit travel and business expenses according to defined company policies.
• Participate actively in sales reviews, product training programs and management meetings.
• Maintain high standards of business ethics, integrity and compliance in all customer interactions.
• Ophthalmic and Refractive Product Knowledge
• Scientific Selling
• Territory Management
• Key Account Management
• Business Development
• Customer Conversion
• Market and Competitor Analysis
• Practice Development
• Training & Coaching
• Negotiation Skills
• Presentation Skills
• Customer Focus
• Drive for Results
• Effective Communication
• Relationship Building
• Problem Solving
• Business Acumen
• Integrity and Ethical Conduct

Reporting:

• Reports to: National Sales Manager - Turkey