Account Manager, Surgical

Account Manager – Surgical Sales

Position Overview

Alcon is the global leader in eye care, dedicated to helping people see brilliantly. We are seeking a motivated and experienced Account Manager – Surgical Sales to represent Alcon within Surgical Accounts, driving sales growth and ensuring strong customer relationships. This role is crucial for coordinating business and managing all cataract consumables, including Custom Paks.

Employment Type

Full-time

Responsibilities

As an Account Manager – Surgical Sales, you will be responsible for:

• Overall Account Management: Overseeing major accounts, working closely with other Alcon sales roles to maximize Alcon penetration.
• Sales Growth: Driving total Alcon sales performance in the territory, with a key focus on Consumables (Phaco Paks, Custom Paks, Other Cat Consumables) and market share.
• Account Planning: Developing and executing account plans for Cataract-dominant and selected Monofocal IOLs.
• Customer Support: Providing end-to-end customer support for Cataract customers, coordinating specialist roles and activities.
• Business Development: Creating equipment leads, managing service contracts, and handling tender management where necessary.
• Market Intelligence: Deriving insights from the customer environment and translating them into successful commercial execution.
• Stakeholder Management: Mapping decision-making processes and key stakeholders, building strong relationships, and representing Alcon effectively.
• Consultative Sales: Aligning with customers using a consultative approach to match Alcon products and services with customer and patient needs.
• Demand Generation: Initiating and driving local events, following up on contract negotiations, and preparing/negotiating quotes.
• Expert Collaboration: Liaising with expert roles for in-depth technical/clinical knowledge to generate demand and implement solutions.
• Competitor Analysis: Following and reporting on competitor activities.
• Sales Conversion: Converting from competition using value-based selling, involving product experts as needed.

Requirements & Competencies

• Technical Knowledge:
  • Deep knowledge of Cataract procedures, equipment, consumables, and IOL offerings.
  • General understanding of surgical techniques, anatomy, physiology, pathology, and optics.
  • Understanding of Cataract Consumables, Equipment, Diagnostics, and Visualization is a plus.
• Sales Experience:
  • Proven sales experience in medical devices and/or Pharma within a surgical environment.
  • Ability to upgrade procedures through additional cataract consumables and Phaco accessories.
  • Experience with CRM applications (e.g., Salesforce).
• Skills:
  • Excellent communication, presentation, and negotiation skills (technical and interpersonal).
  • Strong problem-solving skills and business/selling acumen (including Value Based Selling).
  • Customer-orientated mindset and strong customer relationship management.
  • Territorial management and ability to work in a matrix organization.
  • Strong collaboration and coordination skills with other sales representatives.
  • Ability to provide holistic solutions considering customer needs and budgets.
  • Proficiency in utilizing budget impact models and demonstrating value concepts.
• Personal Attributes:
  • Flexibility, motivation, self-confidence, and a goal-oriented mindset with a strong sense of drive.

Company Information

At Alcon, we are driven by the meaningful work we do to help people see brilliantly. We innovate boldly, champion progress, and act with speed as the global leader in eye care. Here, you’ll be recognized for your commitment and contributions and see your career like never before. Together, we go above and beyond to make an impact in the lives of our patients and customers. We foster an inclusive culture and are looking for diverse, talented people to join Alcon.

Salary

• Information not provided.

Location Type

• Information not provided.