Job Description

POSITION SUMMARY:

We are seeking a dynamic and experienced Sales and Marketing Manager to lead our international markets outside the US. The ideal candidate will have four - five years of professional experience in managing staff and projects, with a proven track record in contract negotiation with both direct distribution and OEM customers. Specific experience in sales and marketing within the ophthalmic surgical device industry is essential.

ESSENTIAL FUNCTIONS:

Distributor Network Expansion:

• Create and manage a strategy to build a strong distributor network in international markets for ophthalmic surgical devices.
• Identify, acquire, and cultivate relationships with high-potential distributors that align with the company’s brand and sales objectives.
• Provide ongoing support, training, and resources to distributors enhancing their ability to effectively represent and sell the company’s products.
• Regularly evaluate the performance of the distributor network, making adjustments as needed to maximize market penetration and sales growth.
• Facilitate and execute participation in key industry trade shows, including the AAO and ESCRS events. Oversee all aspects of trade show involvement, from planning and organizing booth design, marketing materials and product demonstrations, to staffing and logistics. Continuously evaluate and improve trade show performance. 

Pricing Strategy Development:

• Develop and implement pricing strategies that balance competitiveness and profitability.
• Research the market and analyze competitors to set appropriate prices for different regions.
• Work with finance and sales teams to create pricing structures that support distributor margins and company revenue.
• Regularly review and adjust pricing strategies to align with market changes, business goals, and regulatory requirements in the medical device industry.

Channel Management:

• Oversee the development and optimization of sales channels, including direct sales, distributor networks, and other relevant channels.
• Work closely with the marketing team to create campaigns and sales strategies that drive customer engagement and conversion.
• Develop and manage channel partnerships, ensuring they are aligned with the company’s overall sales strategy and market positioning within the industry.
• Continuously assess channel performance, making data-driven decisions to optimize sales and enhance customer experience.

Regulatory Compliance and Product Registration:

• Ensure all products meet the regulatory requirements of target international markets, overseeing the process from initial registration to final approval.
• Work with legal, regulatory, and quality assurance teams to navigate complex regulatory environments, ensuring timely product availability in each market.
• Coordinate with distributors and local partners to facilitate the registration process, providing the necessary documentation and support.
• Stay informed about changes in regulatory requirements, particularly in the medical device sector, and adjust strategies accordingly to maintain compliance and market access.

Product Line Expansion and Modification Marker:

• Lead initiatives to expand the company’s product line within the ophthalmic surgical device market, identifying opportunities for new product development or modifications to existing products.
• Collaborate with R&D, product development, and marketing teams to bring new products to market, ensuring they meet customer needs and align with the company’s strategic goals.
• Analyze market trends, customer feedback, and competitive offerings to guide decisions on product line expansion and modifications.
• Oversee the successful launch of new products, working closely with sales and marketing teams to ensure effective market entry and adoption by distributors and end-users.

Other Responsibilities:

• Perform additional duties as requested, directed, or assigned to support the organization’s objectives.
• Travel domestically and internationally, including to China, as required for business needs.

EDUCATION, EXPERIENCE AND SKILLS REQUIRED:

• Bachelor’s degree in Business Administration, Marketing, or a related field. MBA or relevant advanced degree preferred.
• Minimum of 4-5 years of professional experience in sales and marketing, with a strong emphasis on international markets and distributor management within the medical device industry, particularly ophthalmology.
• Proven experience in contract negotiation with direct distribution and OEM customers.
• Specific experience in the ophthalmic surgical device industry is required.
• Strong leadership and team management skills.
• Excellent communication, negotiation, and interpersonal skills.
• Self-starter. Identifies issues, opportunities, and needs on their own; takes initiative, builds plans and executes without constant direction.
• Strong understanding of product positioning and strategic marketing principles. 
• Ability to travel internationally as needed.

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