Surgical Account Manager

2 months ago

Glenelg South, Australia AU21 Alcon Laboratories (Australia) Pty Ltd Company Full time
About the Role

We are seeking a highly motivated and experienced Surgical Account Manager to join our team at AU21 Alcon Laboratories (Australia) Pty Ltd Company. As a key member of our sales team, you will be responsible for driving sales growth and ensuring strong customer relationships in the surgical accounts.

Key Responsibilities
  • Represent Alcon in Surgical Accounts and execution, ensuring smooth coordination and business.
  • Support surgical facilities and oversee overall account management, working closely with other Alcon sales roles to maximize Alcon penetration in major accounts.
  • Create equipment leads, service contracts, and tender management (where needed) to ensure smooth business and opportunities across your territory.
  • Drive total Alcon sales performance in the territory, with a focus on consumables and equipment sales.
  • Develop and execute account plans for cataract-dominant and selected monofocal IOLs accounts.
  • Derive insight and intelligence from the current customer environment and transform this understanding into successful commercial execution.
  • Provide end-to-end customer support for cataract customers, helping to coordinate specialist roles and activities.
  • Map decision-making processes and key stakeholders to inform and implement business plans.
  • Build strong relationships with key stakeholders, representing Alcon and aligning with customers using a consultative sales approach.
  • Play an active role in demand generation, following up with contract negotiations and preparing quotes with customers.
  • Liaise with expert roles in case of more in-depth technical or clinical knowledge of a certain product is required.
  • Initiate and drive local events that serve customer needs.
  • Follow and report on competitor activities.
  • Convert from competition with value-based selling, involving product experts for different product categories.
Requirements
  • Deep knowledge of cataract procedures, equipment, and consumables, as well as IOL offerings.
  • Sales experience in medical devices and/or pharma within a surgical environment.
  • Understanding of cataract consumables, equipment, diagnostics, and visualization is a plus.
  • Ability to upgrade procedures through additional cataract consumables and Phaco accessories.
  • General understanding of surgical techniques and anatomy, physiology, pathology, and optics.
  • Ability to provide holistic solutions to customers and non-clinical stakeholders, considering their needs and budgets.
  • Utilization 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 organization.
  • 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 and Experience
  • University degree qualification or equivalent.
  • 2-3 years of experience in medical devices and/or pharma within a surgical environment.
About Us

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

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