Job Title : Virtual Sales Representative, East Region

Reports To : Director of Sales


The Virtual Sales Rep (VSR) is responsible for new account growth and expansion across all Katena products and services via phone, email and digital channels to an assigned set of accounts. Customer call points will span purchasing staff, material managers, sterilization staff, doctors, nurses, and technicians in both surgical and office environments. The VSR develops long-lasting customer relationships and works collaboratively and effectively to bring world class support and customer experience, making it easier for our customers to do business with Katena. The VSR is the primary point of contact and provides sales expertise, guidance and help driving all Katena commercial activities within an account.

Primary Responsibilities

  • Identifies and prioritizes new client opportunities within their assigned geographic area, including hospitals, surgery centers, physician offices, and clinics
  • Manages and nurtures account relationships to drive expansion and reorders across full Katena portfolio (surgical instruments and ancillary ophthalmic offerings)
  • Establish and maintain strong working relationships with physicians, nurses, materials management, and administrative personnel within accounts
  • Manages direction for the territory by developing sales strategies to meet plan, grow market share, and expand business within assigned territory
  • Maintain pipeline of opportunities to meet or exceed all sales objectives
  • Act as main point-of-contact with account, addressing customer complaints in a timely manner, with internal personnel. Proactively works to determine solutions to our customers’ problems
  • Conducts product evaluations to demonstrate the value of our products
  • Understands and communicates information regarding marketing programs, product rebates, and discounts
  • Prepares and delivers quotes and sales proposals in a timely manner
  • Effectively negotiates pricing and contract structures in alignment with sales plan objectives and Katena pricing agreements
  • Continually gathers information on the competitive landscape, prevalent industry trends, and business climate within the territory and shares it with the company
  • Attends and participates in team sales meetings
  • Utilizes the CRM system to increase targeting efficiencies and provide detailed information on sales calls, in-person visits, sales opportunities, customers and potential customers
  • Attends trade shows, conventions, and/or clinical meetings as needed
  • Keeps sales manager informed of territory progress on a regular basis
  • Understands and complies with applicable laws, regulations and rules set forth by Federal, State and Local governmental authorities including, but not limited to: reporting of device complaints, accurate recording and reporting of financial transactions and other reports determined by Katena
  • Understands and complies with the Code of Ethics and company policies
  • Understands and complies with applicable customer policies, HIPAA, and vendor requirements


  • Proven knowledge of sales methodology, process and tools
  • Aptitude to coordinate territory planning efforts, including pipeline & forecasting
  • Exceptional organizational and presentation skills as well as the ability to multi-task
  • Strong interpersonal, oral and written communication, and presentation skills; ability to meet deadlines
  • Computer proficiency in MS Office, CRM (SFDC)
  • Able to analyze and prioritize market potential-based call patterns
  • Ability to explain and sell the technical aspects of Katena’s product portfolio

Minimum Requirements / Qualifications

  • Proven track record of sales experience, preferably ophthalmology or other medical surgical instrument sales calling on similar call points (ASCs, Hospitals, Offices)
  • A minimum of 3 years of sales experience, including at least 1 years of medical, preferably ophthalmology, instrument sales
  • Bachelor’s degree in the sciences or equivalent work experience