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Equipment Manager, NSW
2 months ago
The Equipment Manager, NSW will be responsible for managing the sales and service of Phaco and VitRet equipment in the NSW region. This includes demos, service, and essential consumables. The successful candidate will represent Alcon in Surgical Accounts planning and execution, acting as a key contact throughout the demo and close process.
Key Responsibilities- Drive total sales performance for Phaco and VitRet equipment, including Paks, in the NSW region.
- 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 specialist roles activities and plans.
- Map decision-making processes and key stakeholders to inform and implement the business plan.
- Play an active role in demand generation, following up with contract negotiations, and preparing and negotiating quotes with customers.
- 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 and patient needs.
- Initiate and drive local events that serve customer 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 and report on competitor activities.
- Deep knowledge of both the Phaco and VitRet portfolios.
- 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 and/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.
- Strong problem-solving skills, commercial and 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-oriented 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.
Alcon is a global leader in eye care, driven by the meaningful work we do to help people see brilliantly. We innovate boldly, champion progress, and act with speed. We foster an inclusive culture and are looking for diverse, talented people to join our team.
We offer a competitive compensation package and opportunities for career advancement. Join us in shaping the future of eye care at Alcon.
