responsible for promoting, influencing, and selling Topcon’s Diagnostic and Refractive instrument platform in a designated territory.
expected to travel at a minimum of 50% of the time within the territory and attend local and national trade shows as scheduled, including weekends.
must become knowledgeable in both the clinical and technical application of all products and remain current on new advances, concepts, products, etc.
promote and sell Clinical Diagnostic instruments such as OCTs, retinal cameras, topographers, refraction systems and Topcon’s Harmony Healthcare Digital Management System.
develop an annual business plan to be modified and/or updated quarterly.
responsible for effective territory planning and regular activity to achieve the maximum efficiency of time to prospect and cultivate new accounts, develop current accounts, obtain orders, and produce adequate sales volume to meet outlined sales goals.
communicate effectively with sales management and various departments within Topcon on competitive issues, territory issues, status of orders, and complaints following the Topcon QMS processes.
conduct routine instrument demonstrations weekly while tailoring presentations and materials for specific customer needs and requirements.
maintain continuity with the customer as a consultant, source of information, problem solver, and educator.
maintain high-quality account profiles in CRM (ongoing).

Bachelor's Degree preferred.
Experience with selling capital equipment into physician offices, hospital systems, Integrated Delivery Networks (IDNs), Government and National accounts is preferred.
Business to Business Sales experience that demonstrates a comprehensive understanding of the sales process and ethical business practices.
C-level call points and demonstration of strategic selling skills strongly preferred.
Evidence of top performance in prior sales roles.
Understanding of Health insurance and Payers strongly preferred.
Strong presentation skills, business acumen, and leadership qualities.
A solid grasp of sales metrics, performance measures, and technical indicators.
A thorough aptitude for analysis and strategy.
Excellent interpersonal and client-relations skills.
Negotiation, conflict resolution, and presentation skills.
Dynamic and creative problem-solving abilities.
A strong client-focused mindset.
This candidate must reside within the territory in either Western NY or Western PA.

Area Sales Manager – West PA/West NY

Key skills