Account Manager – Surgical Sales (Kent, Sussex)
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.
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, pull-through of IOLs and cataract consumables, lead generation and identification for Alcon equipment, supporting stock management product availability issues as well as ensuring invoicing/contract follow up.
Job Profile:
We foster an inclusive culture and are looking for diverse, talented people to join Alcon. As an Account Manager – Surgical Sales you will be supporting hospitals, in particular surgical & theatre departments, you will be trusted to work on initiating sales and educational opportunities across Kent & Sussex. In this role, a typical day will include:
- Total Alcon sales performance in the territory:
- Key owner over sales and market share of Total Alcon IOL portfolio
- Secondary monitoring and support of Consumables availability and consumption
- Equipment lead initiation supported by product experts
- Ownership of Cataract-dominant 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 (AT, VitRet)
- Mapping decision making process and key stakeholders in order 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 particular product categories)
What you’ll bring to Alcon:
- Sales experience in medical devices and/or Pharma environment within a surgical environment.
- Consultative selling experience in B2B industries (ideally, high-end MedDev)
- Ideally Ophthalmology experience but not essential
- Customer facing role interacting with medical & non-medical staff
- Cross-functional and matrix working
- Utilization of budget impact models and demonstrating value concepts
- Strong business and selling acumen
- Excellent communication and negotiation skills, both technically and interpersonally
- Strong problem-solving skills
- General understanding of surgical techniques and anatomy, physiology, pathology, and optics
- Business Acumen (including Value Based Selling)
- Negotiation Skills
- Understanding of Cat Consumables, Equipment, Diagnostics, Visualization desirable but not essential
How can you thrive at Alcon?
- Manage your own workload and schedule while hitting your set targets
- Collaborate with teammates to share best practices and learnings as work evolves
- See your career like never before with focused growth and development opportunities
- Sales Bonus, Company Car/Car Allowance
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