Surgical Equipment Manager - South East - London and East Anglia

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. We foster an inclusive culture and are looking for diverse, talented people to join us. 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 be responsible for both Phaco and VitRet equipment, including demos, services (at the time of sales) and essential consumables. You will represent Alcon in Surgical Accounts planning & execution acting as a key contact throughout the demo & close process, and hand over the account after the sale of our equipment.

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’LL BRING TO ALCON:  

• Deep knowledge of both the Phaco & 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 &/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.

• You will be joining a talented team, committed to outstanding results where everyone shows high levels of collaboration, innovation, and customer focus.

• University degree qualification or equivalent.

• Experience in customer facing roles within surgical environment or other industries

HOW YOU CAN 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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