Surgical Account Manager

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

📋 Description

• Act as Alcon's representative in surgical accounts while implementing account strategies.

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

• Manage cataract consumables, including Custom Paks.

• Provide support to surgical facilities and oversee comprehensive account management.

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

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

• Drive overall Alcon sales performance and market share within the designated territory.

• Take ownership of account plan development and execution for cataract-focused and selected monofocal IOL accounts.

• Extract customer insights and intelligence to translate into commercial execution.

• Offer end-to-end support for cataract customers, coordinating specialist activities and plans.

• Map decision-making processes and stakeholders to guide business plans.

• Establish relationships with key stakeholders and represent Alcon effectively.

• Employ a consultative sales approach to align products and services with customer and patient requirements.

• Create demand, follow up on contract negotiations, and prepare and negotiate customer quotes.

• Collaborate with expert roles to gain in-depth technical or clinical knowledge and facilitate solution implementation.

• Initiate and promote local customer-centric events.

• Monitor and report on competitor activities.

• Convert customers from competitors through value-based selling.

⛳️ Requirements

• Must have full work rights in New Zealand.

• Visa sponsorship or relocation will not be provided.

• A university degree or equivalent qualification is required.

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

• Extensive knowledge of cataract procedures, equipment, consumables, and IOL offerings.

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

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

• Ability to enhance procedures with additional cataract consumables and Phaco accessories.

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

• Capability to provide comprehensive solutions that consider customer needs and budgets.

• Experience with budget impact models and demonstrating value concepts.

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

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

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

• Customer-oriented approach and effective customer relationship management skills.

• Ability to manage territories and work effectively in a matrix organization.

• Flexibility, motivation, self-confidence, goal-oriented mindset, and a strong drive are essential.

• Experience with CRM applications like Salesforce is preferred.

🏝️ Benefits

• Competitive compensation package.

• Opportunities for career advancement.

• A collaborative and supportive team culture.

• Commitment to diversity and inclusion initiatives.

• Engagement in equality initiatives.

• Participation in community-giving initiatives.

• Focus on wellbeing initiatives.

• Chance to contribute to innovative advancements in eye health.