Company Description

Santen is a specialized company with a proud 130-year heritage focused exclusively on eye health. As a Japan-originated, global company with our footprint in over 60 countries and regions, our mission is to provide essential and significant value to patients and society through our products and services created from our expertise in ophthalmology and from the patient’s perspective.

Job Title

Surgical Key Account Manager – PRESERFLO® MicroShunt

Location

This is a field-based position with the requirement to travel nationally and internationally to Poland (Central East & North), Slovenia, Croatia and Serbia.

Job Description

• Establish Santen’s MicroShunt as the surgical treatment of choice for glaucoma by creating awareness, building strong relationships with Key Opinion Leaders (KOLs), and providing state‑of‑the‑art surgical training and follow‑up.
• "Seed and nurture" the market by introducing Santen’s surgical solutions, ensuring sustainable market‑share growth, and enabling fruitful collaboration with the glaucoma prescription drugs team to deliver cohesive strategies.
• Leverage your expertise in surgical ophthalmology to influence surgeon preferences, navigate complex hospital environments, and act as a strategic partner to hospitals and clinics across your territory.
• A solutions‑focused individual with a pro‑active commercial mindset and a strong ability to adapt to a rapidly evolving market landscape.

What You Will Do

• Identify and build up new accounts in surgical glaucoma.
• Conduct and/or support local training with regards to glaucoma drainage surgery.
• Initiate and develop sustainable relationship with key opinion leaders across your territory.
• Closely collaborate with Santen Pricing & Market‑Access Team to maximize the MicroShunt potential in your territory and across the east region.
• Develop innovative and efficient acquisition plans on account level to ensure sustainable business development.
• Achieve sales targets and develop operational plan for maximum return on investment.
• Achieve and demonstrate effective use of agreed KPI’s and objectives.
• Identify sales‑related trends. Identify profitable business opportunities and align available resources.
• Maintain and optimise existing relationships and manage business with existing key customers.
• Provide accurate feedback on competitor activities in the field.
• Interact with Santen sales management, marketing and customer service to guarantee top services to our customers.
• Manage the territory financial budget.
• Provide technical expertise for questions, issues or requirements related to product portfolio responsibilities.
• Efficiently use the company reporting tools to ensure up to date customer/territory information and sharing valuable information across the organization.
• Ensure compliance with company standards and Code of Practice.
• Follow Good Distribution Practice guidelines and act in line with it (obligatory for all employees).

Qualifications

• At least 5 years of experience in pharmaceutical sales (experience in ophthalmology and/or hospital sales will be an advantage).
• Proficient in English. Any East European language skills will be an advantage.
• Degree in health or business related subject will be an advantage.
• Understands pharmaceutical industry dynamics and health system policies.
• Utilises market and clinical knowledge to identify business growth opportunities.
• Action‑oriented and results‑focused with emotional control, self‑awareness, and a passion for continuous improvement.
• Great communication and people skills.
• Organisational skills and ability to prioritise.
• History of top sales performance, commercially astute and driven by sales results.

Additional Information

A career at Santen is an opportunity to make a difference. We aspire to contribute to the realization of “Happiness with Vision” by providing eye health products and services to patients, consumers, and medical professionals around the world. Guided by our CORE PRINCIPLE, “Tenki ni sanyo suru”, Santen is engaged in the global research & development, manufacturing, and sales and marketing of pharmaceutical products in ophthalmology. We have team members around the world using their diverse talents to unlock new modalities and drive innovations for patient outcomes, education and treatment. At Santen, we believe in empowering all our team members with flexible ways of working and a highly inclusive work environment.

The Santen Group is an Equal Opportunity Employer. We are committed to building diverse teams and ensuring a safe and inclusive physical and virtual workplace for every one of our team members. All employment decisions are based on business needs, role requirements and individual qualifications regardless of race, colour, ethnicity, national origin/ancestry, religion, sexual orientation, gender, gender identity/ expression, age, disability, medical condition, marital status, veteran status or any other characteristic protected by law.

If you require any kind of accommodation during our recruitment process, please let the recruiter from our team know.