Account Manager - San Diego

Purpose The Account Manager is responsible for driving sales growth of BVI’s IOL portfolio within a designated territory, while also supporting the broader BVI single‑use consumables portfolio used in cataract, retina, and refractive surgery. The primary focus of this role is the adoption, launch, and expansion of IOL technology and BVI consumable products through strategic engagement with ophthalmologists, surgical staff, and key decision makers at hospitals, ambulatory surgery centers, and private ophthalmic and optometric clinics.
This role combines advanced clinical selling in the surgical suite with territory‑level business ownership. The Account Manager serves as a trusted consultant to surgeons and staff, positioning BVI IOLs as an IOL solution and leveraging BVI’s broader consumables portfolio to deepen customer relationships and expand share of wallet.
Key Responsibilities IOL Sales & Clinical Support Drive sales growth and market adoption of the IOL portfolio across the assigned territory, owning launch activities and premium IOL conversion strategies.
Demonstrate a high degree of confidence and competence selling in the surgical suite, becoming a valued resource to customers. Gain surgical evaluations with new and existing customers in the operating room and provide clinical support during IOL cases.
Provide recommendations on surgical technique, patient selection, and clinical data to surgeons and staff evaluating BVI IOL products.
Serve as the territory subject matter expert on IOL optics, refractive outcomes, and premium lens technology; deliver in‑service education to surgeons, surgical staff, and optometric co‑managers.
Identify, develop, and maintain relationships with key opinion leaders (KOLs) in the ophthalmic field to support advocacy, peer‑to‑peer education, and long‑term adoption.
Stay current on the latest trends, technologies, and advancements in IOLs, refractive surgery, and optics to maintain clinical credibility and competitive positioning.
Maintain and grow the territory by promoting the full line of BVI single‑use consumables, positioning BVI as a comprehensive value‑based solution across cataract and refractive surgery.
Strategically position multiple products to a given customer, using a procedural selling model to expand adoption of BVI IOLs and consumables.
Build relationships to understand the unmet needs of our customers and act as a consultant offering BVI’s portfolio as a value‑based solution.
Prospect, cold‑call, and visit clinics, ASCs, and hospitals as needed to achieve sales plan objectives, and effectively present to groups both small and large using advanced electronic sales platforms.
Business Planning & Cross‑Functional Collaboration Analyze regional market trends, customer needs, and the competitive landscape to identify new business opportunities and set short‑ and long‑term territory goals.
Utilize customer relationship management (CRM) software to log customer data and daily activities, and leverage sales reports, data, and analytics to make informed targeting decisions.
Partner seamlessly with cross‑functional teams—including Capital and Consumable Territory Managers, Marketing, Clinical Education, and Customer Service—to promote the full BVI portfolio and deliver added value to customers.
Resolve complex customer issues with a high degree of initiative and ownership.
Qualifications Skilled in consultative, value‑based selling, with the ability to translate clinical data and surgical outcomes into compelling customer conversations.
Excellent written and verbal communication skills, with the ability to clearly convey sales and clinical messages across a variety of stakeholders—including surgeons, office staff, and surgical staff.
Bachelor’s degree in Business and/or related medical field and 3‑5 years’ selling experience in health care; or equivalent combination of education, training and experience.
Ability to analyze sales reporting and data to make well‑informed decisions on territory strategy and customer engagement.
Ability to establish and maintain effective working relationships with coworkers, managers, and customers.
Ability to resolve complex issues with a high degree of initiative.
Ability to manage multiple priorities simultaneously in a fast‑paced, evolving environment.
Resilient, self‑starter with the ability to plan and manage time to achieve desired results.
Works with a high sense of urgency to meet and exceed company and customer expectations.
Proficiency with Microsoft Office, including Outlook, Word, Excel, SharePoint, and Teams.
May require frequent and overnight travel, including industry conferences and sales meetings & training.

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