Surgical Equipment Specialist, West

About the Role

We are seeking a motivated and results-driven Surgical Equipment Specialist (SES) to join our dynamic sales team. This role involves developing and managing distribution channels across an assigned region, playing a critical role in driving growth, supporting partners, and ensuring innovative surgical solutions reach their full market potential.

Job Location - Mumbai or Pune (field-based)

Key Responsibilities

Commercial Performance

• Achieving the sales of Sophi and Sophi accessories across India.
• Collaborate closely with the head of region to ensure commercial goals are met.
• Driving sales of Sophi consumables and accessories.
• Working closely with the Sales head on National tenders and with Govt. agencies to support distribution and use of Sophi products.

Formal Training

• Successfully complete a formal training of the Sophi machine.
• Develop a comprehensive understanding of our surgical equipment portfolio.

Market Development

• Identify and evaluate potential new distributor markets across the assigned region.
• Act as a key driver for expanding SOPHI’s presence and market share in India.
• Identify new opportunities in collaboration with key distributors.

Relationship Building

• Build strong relationships with Distributors & key decision makers in healthcare facilities.
• Identify and pursue new business opportunities to achieve sales targets.

Distributor Identification & Enablement

• Identify suitable distribution partners.
• Support and coach distributors to become independent, high-performing players in their markets.

Customer Education

• Educate customers & Distributors on the features and benefits of Sophi.
• Conducting Sophi machine trainings for key customers and internal commercial team.

KOL (Key Opinion Leader) Development

• Responsible for building and maintaining relationships between distributors and key opinion leaders.
• Visiting operating theatres and conducting demos at KOLs.
• KOL development for Sophi across all regional markets.

Quoting and Proposal Generation

• Work with internal stakeholders & Key Distributors to prepare quotations and offerings to customers.
• Facilitate an appropriate pricing strategy for multi-product offerings.

Clinical & Educational Support

• Support wetlabs, demonstrations, and clinical evaluations in collaboration with local partners.

Sales Reporting

• Maintain accurate and up-to-date records of sales activities, including customer interactions, sales calls, and pipeline management.

Conferences and Trade Shows

• Represent the company and local trade shows where needed.
• Represent SOPHI at local congresses and trade shows.

Requirements & Tech Stack

Essential

• Experience in medical device sales, especially capital equipment.
• Comfortable conducting clinical demos and wetlabs.
• Confident in presenting at trade shows and congresses.
• Proficient in CRM tools and sales reporting.
• Proven track record in surgical equipment sales.
• Proven track record in ophthalmology sales.
• Willingness to travel and spend several weeks demonstrating the Sophi range in the O.R.

Desirable

• Experience of working in the ophthalmology industry.
• Strong understanding of cataract surgery.
• Ability to work independently and as part of a team.

Qualifications

• Bachelor’s degree in engineering, business or marketing is preferred.