Sr Associate, Surgical Sales – Surgical PhacoVIT, NorthEast England

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.

As a Phaco-Vit Equipment Manager – Surgical Sales you will help achieve sales growth by ensuring strong customer relationships, selling our Phaco equipment and VitRet equipment as well as VitRet consumables. You will partner closely with Account Managers throughout the demo & close process and will run demos with support of Technical Service. In this role, a typical day can include:

• Total sales performance:
  • Phaco and VitRet equipment including Paks (at the time of sale)
  • VitRet consumables in Protect (& check-in) accounts.
• Customer profiles & segmentation: Partner, Grow & Protect accounts of cataract segmentation. Protect (& Check-in) accounts of VitRet segmentation.
• Ownership of cataract accounts and VitRet (in selected accounts only) plan development and execution.
• Provide end-to-end support for cataract and Vit-Ret customers (at the time of sales) in selected accounts, helping coordinate specialists roles activities & plans (market access, advances technologies, etc.).
• Map decision making process and key stakeholders to inform and implement the business plan. 
• Play an active role in demand generation following up with contract negotiations. Prepare & negotiate quotes with customer.
• Derive insight and intelligence from the current customer environment and transform this understanding into successful commercial execution.
• Align with customers using a consultative sales approach to match Alcon products and services with customer & patient needs.
• Initiate and drive local events that serve customer´s needs.
• Convert from competition with value-based selling (involving product experts for particular product categories).
• Liaise 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.
• Follow & report on competitor activities.

What you will bring to Alcon:

• Deep knowledge of both the Phaco & VitRet portfolios.
• University degree qualification or equivalent.
•  Experience in customer facing roles within surgical environment or other industries.
• Ability to actively hunt for new leads, especially competitive conversions.
• Ability to articulate at a high level the benefit of AVS connectivity.
• Ability to provide commercial solutions (EFAs, bundles, rentals).
• Ability to manage overlapping customers with VitRet manager in Partner & Grow Vit accounts.
• Sales experience in medical devices &/or Pharma environment, ideally ophthalmology.  
• Consultative selling experience in B2B industries (ideally, high-end MedDevice).
• Ability to collaborate effectively cross-functionally and in a matrix organization. 
• Utilization of budget impact models and demonstrating value concepts.
• Excellent communication and negotiation skills, both technically and interpersonally. Ability to build strong relationships with key stakeholders, representing Alcon.
• Strong problem-solving skills, business and selling acumen.
• General understanding of surgical techniques and anatomy, physiology, pathology, and optics
• Customer oriented mindset and strong customer relationship management.
• Flexibility, motivation, self-confidence, resilience, goal orientated with a strong sense of drive.
• Strong logical and analytical skills to solve problems, ability to work independently and be proactive. Strong business decision making, based on data, fairness, and consistency.

HOW YOU CAN THRIVE AT ALCON:

• Comprehensive benefits package
• Training and continuous development; Be part of a high performing leader in ophthalmology company with a lot of opportunities to further develop your professional career.
• International exposure
• Open, friendly, and collaborative culture; Work in a challenging environment with an outstanding team that will support him to achieve goals and performance.
• Hybrid model

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