Sr. Associate III, Surgical General Field Sales & Account Management

Job Description Summary

Responsible for both field sales and account management activities including:

Face-to-face sales to new customers and managing interactions with assigned group of existing customers to identify cross/up and repeat sales opportunities
Assessing customer needs and suggesting appropriate glaucoma surgical products services and/or solutions
Developing and delivering sales bids/proposals/presentations and conducting product demonstrations
Creating and executing medium- to long-term sales plans to protect grow and diversify relationships with glaucoma-focused surgical customers
Preparing strategies for developing profitable business with assigned accounts

This role is compensated based on the achievement of defined glaucoma sales targets.

Portfolio responsibility
Surgical Glaucoma product

Job Description

At Alcon were passionate about enhancing sight and helping people see brilliantly. With more than 25000 associates worldwide we innovate fearlessly champion progress and act swiftly to impact global eye health. Our inclusive culture values your contributions and offers career growth opportunities like never before. Together we make a difference in the lives of our patients and customers.

This role is part of Alcons Surgical Sales & Support function focusing on expanding access to our Glaucoma Surgical portfolio to help patients see brilliantly.

The Glaucoma Surgical Specialist is primarily responsible for developing key glaucoma accounts supporting glaucoma surgeons and achieving sales targets across the assigned territory. This includes:

Promoting and demonstrating Alcons glaucoma surgical solutions (e.g. Hydrus Microstent MIGS portfolio related instrumentation and consumables for MIGS procedures)
Building relationships with glaucoma surgeons and key stakeholders
Leading surgical demonstrations and supporting new product installations
Identifying and converting competitive users into Alcon glaucoma solutions
Collaborating with Territory Sales Executives (TSE) Clinical Application Managers (CAMs) and Area Sales Managers (ASMs) to drive growth
Executing glaucoma marketing initiatives and territory development plans
Organizing training programs (e.g. ACT/ART/RTM/CME) to educate and engage surgeons
Ensuring smooth post-sale surgeon experience and effective troubleshooting during live surgeries
Providing feedback on competitive activity and market dynamics
Managing demo equipment and ensuring asset care
Ensuring timely collections of receivables
Maintaining high levels of compliance and field activity documentation
Reporting adverse events and product complaints in line with company guidelines
Adhering to corporate compliance protocols and maintaining ethical standards

Commercial Execution
Glaucoma product demonstration/follow up to the targeted account/surgeon
Create strong lead by performing assigned number of didactic lectures demos conducting wet lab maintaining tracking sheet and customer feedback on the demo to be given every month.
Ensure to adhere to the surgeon certification standards and maintain monthly certification rates
Generates and develops new business to meet specified sales goals
Develop maintain and grow surgical glaucoma business in order to achieve sales target
Drive uptake and awareness of new treatment options in glaucoma working with the internal and external stakeholders -- Alcon surgical field sales team ophthalmologists optometrists key accounts.
Possess and maintain thorough knowledge of MIGS industry product information
Plans and manages sales territory.
Create maintain and optimize relationships and manage business with existing key customers
Develop medium to long-term sales plans and prepare strategies to protect grow and diversify the relationship with targeted customers
Prepare strategies for developing profitable business with assigned accounts. Incumbents in this specialization may be selling directly to the ultimate purchaser or indirectly through channel partners.
Promote and drive utilization of appropriate products to all existing and potential customers
Organize and co-ordinate local educational meetings
Educate Alcon surgical field sales team in regard to surgical glaucoma
Prepares and presents sales proposals during the monthly meetings.
Understands and communicates information regarding company products services and policies and procedures to new and existing clients.
Any other duties or projects as requested by manager commensurate with the grade and level of responsibility for this role for which the associate has the necessary experience and/or training
Execute glaucoma marketing plans and POA in accordance with established guidelines. Conduct assigned number of events and marketing initiatives every year.
Achieve assigned sales targets for glaucoma products
Work with the surgeons consistently to ensure to grow the adoption
Constant feedback on the market information to develop edge over competitor. Effectively manage territory development.
Make sure that the receivables are collected on time to complete the sales.
EFA compliance to be tracked on monthly basis and ensure compliance above 85%.
Regular reporting in Envision. To maintain the desired call average per month and frequency of calls to be done as expected with respect to Dual Ranking of Customers. Call objectives should be managed to give focus on various Products as agreed.
Responsible for adverse event and product complaint handling related activities at a local level including the collection intake and forwarding the information to the Local Vigilance Representative.
Adherence to all corporate compliance guidelines & corporate programs by self and team
Achieve set sales and growth targets
Achieve market share targets
Consignment control and inventory management where applicable

Operational Effectiveness
Develop relationships with target customers
Responsible for building and maintaining of positive professional relationships with all stakeholders (internal and external)
Ensures that all required client paperwork is complete accurate and submitted on time.
Accurately maintain administration requirements including CRM database and reporting

Organization Development
is primarily responsible for managing local accounts and mentoring a small team. You will build and extend relationships with key Surgical accounts to achieve sales targets develop customer strategies and create action plans aligned with account objectives. Specifics include: Maintain a high level of product and technical knowledge
Ensure collaboration and communication with all team members to update market intelligence across entire Alcon portfolio
Attend congresses seminars trade displays and other promotions as required
Participate in the Surgical cycle meetings to assist in the development of overall division strategies and activities as well as provide product training when necessary
Manage local account relationships often leading a small team or specific accounts
Foster and maintain long-term business relationships with designated accounts to achieve sales targets and understand customer challenges
Drive sales promotion and development in designated accounts to meet commercial goals
Create customer development strategies and dedicated account management action plans
Expand relationships with existing customers by proposing solutions that meet their needs
Lead the sales operations plan to achieve sales and performance targets
Prepare strategies and tactical plans providing strategic input for accounts
Prepare and negotiate contracts guiding company initiatives for targeted accounts
Analyze market situations including competitive intelligence on key accounts and competitor
Contribute to stakeholder mapping segmentation and profiling providing data for the Alcon

Compliance & Integrity
Compliant with all Alcon policies and procedures
Act in accordance with Alcon Values and behaviors

Key Performance Indicators
Financial & Business results
Total value targets / growth targets of instruments
Demo Planned/executed
Execution of Regional Marketing/Country programs training strategies & tactics that effectively grow brands
Activity based management focus and planned SoV activities.
Strategy/Market focus
Competition Tracking
Operational Excellence
High
People Capabilities & Management customer Management

Ideal Background

Minimum Desirable Education:
First Class University Graduate/Post Graduate in Science Engineering Pharmacy.

Experience requirement:
Minimum 4 years selling experience in medical device/healthcare industry and 2 year role maturity in last held role at Alcon.

Languages:
Proficient in English

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Alcon is an Equal Opportunity Employer and takes pride in maintaining a diverse environment. We do not discriminate in recruitment hiring training promotion or other employment practices for reasons of race color religion gender national origin age sexual orientation gender identity marital status disability or any other reason.