Account Manager, Surgical

This is a fully remote position, open to applicants in Australia.

📋 Description

• Act as the representative for Alcon within surgical accounts and implement account strategies.

• Foster sales growth by nurturing strong customer relationships and serving as the primary Alcon contact for designated accounts.

• Manage cataract consumables, including Custom Paks.

• Supervise overall account management for surgical facilities throughout the assigned territory.

• Collaborate with Alcon sales teams to enhance penetration in key accounts.

• Generate equipment leads, establish service contracts, and manage tenders as necessary.

• Drive sales performance in the territory, taking ownership of consumables sales and market share.

• Develop and implement account plans targeting cataract-dominant and select monofocal IOLs.

• Extract customer insights and translate them into actionable commercial strategies.

• Offer comprehensive support to cataract customers and coordinate specialist activities.

• Identify decision-making processes and stakeholders to guide business planning.

• Cultivate stakeholder relationships and advocate for Alcon.

• Align Alcon products and services with customer and patient requirements using a consultative sales methodology.

• Generate demand, negotiate contracts, prepare and finalize customer quotes, and convert business from competitors through value-driven selling.

• Collaborate with technical and clinical experts to implement product solutions effectively.

• Initiate and lead local customer-centric events.

• Monitor and report on competitor activities.

⛳️ Requirements

• A university degree or equivalent qualification.

• 2–3 years of experience in medical devices and/or pharmaceuticals within a surgical setting.

• In-depth knowledge of cataract procedures, equipment, consumables, and IOL offerings.

• Sales experience in medical devices and/or pharmaceuticals in a surgical context.

• Familiarity with cataract consumables, equipment, diagnostics, and visualization is advantageous.

• Capability to enhance procedures through additional cataract consumables and Phaco accessories.

• General understanding of surgical techniques, anatomy, physiology, pathology, and optics.

• Ability to provide comprehensive solutions that consider customer needs and non-clinical stakeholder budgets.

• Proficient in utilizing budget impact models and illustrating value concepts.

• Strong collaboration and coordination abilities for quotations, lead generation, contracts, and tenders.

• Exceptional technical and interpersonal communication, presentation, and negotiation skills.

• Strong problem-solving capabilities and business/selling acumen, including expertise in Value Based Selling.

• Customer-focused mindset with strong customer relationship management skills.

• Skills in territorial management and capability to operate within a matrix organization.

• Flexibility, motivation, self-confidence, goal-oriented mindset, and a strong drive to succeed.

• Experience with CRM applications like Salesforce is preferred.

• Full work rights in Australia are required.

🏝️ Benefits

• Competitive compensation package

• Opportunities for career advancement

• Collaborative and supportive team culture

• Commitment to diversity and inclusion

• Focus on equality initiatives

• Community giving-back initiatives

• Wellbeing initiatives

• Opportunities to contribute to innovative advancements in eye health