Company Profile

Santec Europe Ltd. is the UK subsidiary of Santec Corporation that was established in 1979 and headquartered in Komaki, Japan. Santec Corporation is listed on the JASDAQ Market – a section of the Tokyo Stock Exchange. Santec Corporation and its network of international subsidiaries serve customers in more than 30 countries, which include most of the world’s major telecommunications companies, telecommunication system manufacturers and medical equipment companies.

Santec’s products include a broad range of optical components and tunable laser light sources for the optical fiber communication industry, together with a range of fiber optictest and measurement instruments.

The Role

Santec has combined the Swept-Source OCT technique with key technologies to produce ARGOS, an advanced optical biometer that accurately reads biometric information even for the densest of cataracts. This cataract diagnostic device delivers superior measurement success rates, speed and accuracy to the IOL selection process. For the first time, clinicians can use the advanced Swept-Source Optical Coherence Tomography technique for whole-eye 2D imaging. Santec has received the U.S. Food and Drug Administration (FDA) approval to market the ARGOS.

Santec Europe Ltd. is now seeking to recruit an experienced Sales Engineer to provide both technical (scientific / clinical) consulting and commercial support services. As Sales Engineer, you will be responsible for both the achievement of growth objectives as well as the development of account education to further utilise the Company’s products, especially the ARGOS. You will be consulting clients to help them define their technical specifications. Success in this role relies on an in-depth knowledge and a comprehensive understanding of SANTEC products and services, especially the ARGOS product. The ability to forge senior level relationships and develop trust and loyalty with clients are also key skills for successful performance.

The dual role will suit candidates with a strong clinical background in medical imaging who also offer experience within the medical sales environment and are looking for a role where you can combine both medical technical expertise with your sound business development skills.

The job functionis customer facing and therefore the successful candidate must have experience of dealing with healthcare professionals and distributors in a sales support and technical consulting environment. The role will be a mixture of new business and account management.

This role requires the Sales Engineer to consistently achieve and exceed sales territory (Europe, Africa, Middle East and Asia, excluding Japan), particularly regarding targets for the ARGOS optical biometer, with a long-term aim to increase market share in Chinese-speaking markets, e.g. Taiwan, China and Hong Kong. Fluent verbal and written communication skills in English and Chinese are therefore required.

Responsibilities

• Serve as a product expert to customers and technical lead on major sales opportunities

• Educate and train healthcare professionals and distributors on technicalmatters relating to our products, especially Optical Biometer “Argos” products by conducting one-on-one training sessions, seminars, symposiums, product demonstrations and presentations, and delivering medical trials

• Create and deliver initial after sales and on-going after sales user training on products, such as training healthcare professionals on all levelsto imaging post-processing techniques. Technical product support to customers who require trouble shooting

• Work on design, configuration and optimisation of data and clinical workflows for the Company products

• Produce evaluation reports and technical audit reports on products, and sales reports for senior management

• Gain understanding of swept source OCT technology and biometry, and master their key features, capabilities and limitations to facilitate meaningful technical discussions and proposals to customers and expertly communicate all operation, features and highlights of Santec’s products to prospects and other stakeholders

• Maintain a detailed and accurate knowledge of current products and services, especially medical imaging principles both in optics and data processing  to effectively consult on product technical and medicalmatters to healthcare professionals and distributors

• Actively fact-find and address the key buying concerns of the healthcare professionals and distributors

• Manage and interpret customer requirements by providing pricing and technical specification proposals, negotiating contract terms and closing sales

• Prioritise targeted account reach and frequency based on account opportunities and threats

• Provide sales updates and focus on specific opportunities, including identified the most effective sales tactics and selling challenges

• Carry out technical sales functions with new and existing customers in order to develop the turnover and profitability of the business

• Compile and analyse sales figures, prepare proposals and support for marketing campaigns and promotional activities and undertake market research

• Maintain an up to date knowledge of competitor activities and products and sales trends to maximise the performance of sales

• Manage marketing activities such as database management, and attending trade shows, conferences and other marketing events

• Continuously assist with the introduction / development of new products and technologies to the Company’s product line or extension / improvement to existing products and technologies (this would include market research, web site and marketing content generation and gathering and producing reports on customers’ feedback)

• Liaison and cooperation with other internal departments and overseas linked companies particularly headquarters in Japan

• Provide, develop and maintain, profitable contracts with customers

Qualifications

• Bachelor’s degree or equivalent work experience in the field of Business, Science, Engineering or related field

• Excellent verbal and written communication skills in English and Chinese

• Proven history / track record of technical consultancy and sales experience in a technical / scientific / clinical environment

• Demonstrate a background in medical imaging sales and strong knowledge of medical imaging techniques and capabilities

• Proven understanding of medical engineering / manufacturing environment

• Possess demonstrable experience of consultative sales and businessdevelopment with clients in the healthcare industry and medical imaging markets

• Ability to understand and present clinical data persuasively

• Experience of delivering training to healthcare professionals and distributors in a medical environment

• Ability to adapt and cope with frequent changes in products and healthcare systems

• Successful track record of selling medical devices or equipment to healthcare professionals and medical devices or equipment distributors

• Delivery of sales growth according to annual budget / targets by product / service

• Proficient at tailoring sales and technical proposals to a customer’s exact business type or needs

• Proven understanding of the healthcare working culture, and psychology of persuasion and influence on healthcare professionals and distributors that translate into sales achievements

• Account and opportunity management techniques with outstanding client servicing background

• Microsoft Office software programmes (Word, Excel and Powerpoint) and HTML

• Excellent negotiation skills, proven track record of successfully pitching for new businesses

• Make, build and maintain customer relationships