JOB SUMMARY: The National Surgical Sales Specialist is responsible for leading the commercial launch and growth of our next-generation ophthalmic surgical microscope platform across the United States. The position is responsible for building a new business within one of the most respected names in ophthalmic imaging and diagnostics, backed by the global strength and resources of EssilorLuxottica. The National Surgical Sales Specialist plays a pivotal role in establishing Heidelberg Engineering as a premier provider of digital surgical visualization technology. This position requires an entrepreneurial sales leader who thrives in building markets from the ground up, developing key opinion leaders (KOLs), creating flagship reference centers, and successfully navigating complex capital equipment sales within hospitals and ambulatory surgery centers (ASCs).
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Commercial Leadership
- Drive the successful commercial launch of Heidelberg Engineering's ophthalmic surgical microscope platform throughout the United States.
- Identify, develop, and close strategic capital equipment opportunities within hospitals, academic institutions, and ambulatory surgery centers.
- Execute a disciplined, consultative sales process through complex sales cycles ranging from four to twelve months.
- Build and manage a robust national sales pipeline utilizing CRM best practices.
Market Development
- Establish premier reference centers that demonstrate the clinical and economic value of Heidelberg's surgical visualization platform.
- Identify, recruit, and cultivate influential ophthalmic surgeons as Key Opinion Leaders.
- Develop long-term relationships with surgeons, administrators, value analysis committees, supply chain leaders, and executive stakeholders.
- Position Heidelberg Engineering as the technology leader in premium digital surgical visualization.
Clinical Selling
- Serve as the primary clinical sales resource during the initial commercialization phase.
- Participate in surgical procedures and provide in-OR support while developing customer confidence and clinical adoption.
- Scrub into surgical cases as appropriate while ensuring safe and effective product utilization.
- Collaborate with future Clinical Applications Specialists as the organization expands.
Strategic Business Development
- Develop and execute territory and account strategies focused on long-term market penetration.
- Collaborate closely with Marketing, Product Management, and Executive Leadership to provide customer feedback, competitive intelligence, and market insights.
- Represent Heidelberg Engineering at national conferences, industry meetings, surgeon education events, and customer programs.
Cross-Functional Collaboration
- Partner with marketing to execute launch initiatives and demand generation campaigns.
- Provide strategic input regarding product evolution, competitive positioning, and future commercialization strategies.
