Refractive Laser Sales Specialist

Role Overview

• Own a portfolio of key refractive accounts and deliver consistent, above-plan revenue growth through the sale and increased utilization of ZEISS refractive consumables (SMILE, SMILE pro, LASIK flap, ICR and MEL90).
• Partner with account surgeons, practice administrators, and staff to identify barriers to procedure growth and implement targeted action plans that drive higher case volume and consumable consumption.
• Work hand-in-hand with Refractive Sales Representatives and Clinical Applications teams to deliver seamless, high-value support to customers.
• Co-develop and execute strategic account plans that align clinical excellence with commercial results.
• Build and maintain strong, multi-level relationships within each account.
• Conduct regular business reviews, utilization audits, and performance coaching sessions to ensure ZEISS is the preferred and highest-volume platform.
• Continuously monitor account performance, competitive activity, and market trends.
• Proactively surface expansion opportunities (new surgeons, additional lasers, practice growth initiatives) and convert them into revenue.
• Maintain a strong, visible presence in the field.
• Travel extensively (60–75%) within the territory to support live cases, conduct training, deliver in-service programs, and build personal relationships with key decision-makers.
• Provide accurate, timely forecasts and pipeline updates.
• Track and report key performance metrics (utilization rates, revenue per account, case growth) in CRM and monthly business reviews.

Requirements

• Bachelor’s degree preferred (Business, Life Sciences, or related field preferred) or equivalent experience.
• Minimum 3–5 years of successful medical device sales experience, ideally in ophthalmology, refractive surgery, or capital equipment/consumables.
• Proven track record of growing utilization and driving revenue in complex, relationship-driven accounts.
• Experience calling on refractive surgeons, practice administrators, and optometric co-management networks is highly preferred.
• Exceptional account management and consultative selling skills.
• Strong business acumen with the ability to analyze utilization data and build compelling growth plans.
• High energy, resilience, and a farming mentality.
• Outstanding verbal and written communication skills.
• Ability to thrive in a team environment while maintaining individual accountability

Benefits

• Medical
• Vision
• Dental
• 401k Matching
• Employee Assistance Programs
• Vacation and sick pay