Regional Sales Manager, Latin America

Company Overview

At Volk, our purpose is to eradicate preventable blindness through accessible imaging of the eye. For the last 50 years, we have been equipping eye care professionals with the optical solutions they need to deliver accurate diagnosis and administer treatment with absolute confidence and clarity. As we move towards our purpose of eradicating preventable blindness, we are focusing on providing innovative and accessible solutions earlier in the eye care paradigm, by developing solutions for early screening of eye disease. This includes advanced portable imaging devices and solutions to enable teleophthalmology at a global level, allowing us to take eye care out of the specialty clinics into the masses. As a result, we aim to provide solutions across the spectrum of screening, diagnosis and treatment.

We are a global company, serving eye care professionals across the world. Headquartered near Cleveland, OH, we are the world’s leading brand in ophthalmic diagnostic and surgical lenses with a global sales team and distributors across the world.

Volk Optical is a subsidiary of Halma, a London based FTSE100 company with the purpose of building a safer, cleaner, healthier future for everyone, every day.

What you can Expect from the Role

We are looking for a driven and ambitious Regional Sales Manager for Latin America to own and lead the strategy and commercial growth of the company across our diagnostic, surgical, imaging, and telemedicine platforms within the region. If you thrive on the challenge of developing and selling high-value products to demanding customers, having an impact on people’s lives, are creative in working within constraints, are willing to roll-up your sleeves to make things happen quickly, and appreciate and enjoy the responsibility & accountability that comes with being assigned sales ownership, then this is the right opportunity for you.

Key responsibilities:

- Accountable and responsible for the regional sales strategy for the region and for achieving (and over delivering) sales plan for the region across all product segments (diagnostic, surgical, and imaging).
- Assess, own and strengthen the right distributor partnerships to deliver growth across the entire Volk product portfolio in the entire region
- Plan and implement sales customer/distributor evaluation and retention goals/metrics and drive effective execution of those plans
- Manage and balance direct, distributor and digital sales channels
- Set-up digital sales channels in the region
- Identify new market segments and untapped regions/cities across the region as growth targets and driving corresponding growth
- Source, manage and close business development/B2B deals (device, pharma, retail) that are consistent with the company’s strategy for revenue growth and long-term partnership across all product segments
- Build Volk’s presence and create market pull across the region in hospitals, medical schools, surgery centers, government institutions, residency programs, optometry schools, and other channels through meaningful and targeted field visits
- Ensure every customer receives high quality service and support as rapidly as possible
- Develop a deep understanding of the diagnostic lens, surgical lens/systems and imaging market in the region to inform sales strategy.
- Be analytical in evaluating sales and trends for the region and adjusting actions accordingly to achieve sales plan.
- Own the product forecasting for the region, providing monthly insights and reporting on the product pipeline and forecast
- Lead Volk’s presence at industry trade events and shows and drive sales growth via such events
- Drive the creation of sales collateral for this region in partnership form Headquarters in line with brand guidelines
- Conduct direct sales training, product demonstrations and presentations to distributors and end-users for products as required
- Build strong network of KOLs and influencers in the region and conduct educational seminars and webinars in partnership with KOLs and influencers
- Recommend and support acquisitions and strategic partnerships opportunities in the region
- Provide local market data, insights and recommendations to maximize the business potential from the company’s assets, strengths and opportunities
- Partner closely with the Product Development and Product Management team to develop and launch new products using local market data, customer feedback and insights

Educational/Experience Requirements:

- A Bachelor's degree is required, preferably in Science, Engineering, or Business
- Minimum of 5 years sales experience in medical device sales required
- Experience selling software solutions/technology platforms is an advantage
- Previous sales leadership and/or sales training experience preferred
- Experience in managing direct, digital, and distributor channels
- Demonstrated success and track record as an individual contributor who has delivered on top line results.
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