Account Manager, Surgical - Victoria

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.

Job Summary:

The purpose of the role is to represent Alcon in Surgical Accounts and execution. In this role you will be responsible for sales growth by ensuring strong customer relationships, being the main point of contact at Alcon for the account to ensure smooth coordination and business, covering all cataract consumables (including Custom Paks).

Responsibilities:

As an Account Manager – Surgical Sales you will be supporting surgical facilities, and you will be trusted to oversee the overall account management, working closely with all other Alcon sales roles to maximise Alcon penetration in the major accounts, including creating equipment leads, service contracts & tender management (where needed) and ensure smooth business and opportunities across your territory.

In this role, a typical day can include:

• Driving total Alcon sales performance in the territory:

o Key owner over sales and market share of Consumables: Phaco Paks, Custom Paks, Other Cat Consumables

• Ownership of Cataract-dominant and selected Monofocal IOLs account plan development & execution.
• Deriving insight and intelligence from the current customer environment and transform this understanding into successful commercial execution.
• Providing end-to-end customer support for Cataract customers, helping coordinate specialist roles Activities & Plans (IOL, VitRet).
• Mapping decision making process and key stakeholders to inform and implement the business plan.
• Building good relationships with key stakeholders, representing Alcon.
• Aligning with customers using a consultative sales approach to match Alcon products and services with customer & patient needs.
• Playing an active role in “bottom-up” demand generation following up with contract negotiations - Preparing & negotiate quotes with customer.
• Liaising with expert roles in case of more in-depth technical/clinical knowledge of a certain product is required to generate demand and/or implement solutions.
• Initiating and drive local events that serve customer´s needs.
• Following & report on competitor activities.
• Converting from competition with value-based selling (involving product experts for different product categories).

Competencies:

• Deep knowledge of Cataract procedure, equipment & consumables and IOL offerings.
• Sales experience in medical devices and/or Pharma environment within a surgical environment.
• Understanding of Cataract Consumables, Equipment, Diagnostics, Visualization is a plus.
• Ability to upgrade procedures through additional cataract consumables as well as Phaco accessories.
• General understanding of surgical techniques and anatomy, physiology, pathology, and optics.
• Ability to provide holistic solutions to the customers & non-clinical stakeholders considering their needs & budgets.
• Utilisation of budget impact models and demonstrating value concepts.
• Strong collaboration and coordination skills working with other reps on quotations, lead generation and contracts/tenders.
• Excellent communication, presentation, and negotiation skills, both technically and interpersonally. • 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 organisation.
• Flexibility, motivation, self-confidence, goal orientated mindset with strong sense of drive.
• Experience with CRM applications (such as Salesforce) to manage relationships, complete account and call planning is desired.

Education: • University degree qualification or equivalent.

Work Experience: • 2-3 years of experience in medical devices &/or pharma within a surgical environment

Applicants need to have full Australian work rights.

We champion equality, giving back to the community and wellbeing by embracing initiatives that educate and inspire our associates to their best self.

Alcon - Great Place to Work Australia

Why join Alcon?

• Join a global leader with a rich history of innovation and excellence in eye care.
• Be part of a collaborative and supportive team culture that values diversity and inclusion.
• Enjoy a competitive compensation package and opportunities for career advancement.
• Make a meaningful difference in the lives of patients worldwide by contributing to cutting-edge advancements in eye health.

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