Surgical Equipment Manager

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

📋 Description

• Oversee Phaco and VitRet equipment, including demonstrations, point-of-sale service, and necessary consumables.

• Act as a representative for Alcon in surgical accounts during the demonstration and closing phases.

• Transition accounts post-equipment sales.

• Enhance overall sales performance for Phaco and VitRet equipment, including Paks at the point of sale.

• Take ownership of cataract accounts and the development and execution of selected VitRet account plans.

• Deliver comprehensive support for cataract and Vit-Ret customers during the sale process.

• Organize activities and plans related to specialist roles, including market access and advanced technologies.

• Identify decision-making processes and key stakeholders to develop and implement business strategies.

• Create demand and engage in contract negotiations.

• Prepare and negotiate quotes for customers.

• Extract insights from the customer environment and translate them into commercial execution.

• Employ a consultative sales method to align Alcon products and services with the needs of customers and patients.

• Initiate and promote local customer-focused events.

• Convert customers from competitors through value-based selling approaches.

• Collaborate with expert roles to gain in-depth technical or clinical product knowledge.

• Monitor and report on competitor activities.

⛳️ Requirements

• Extensive knowledge of both the Phaco and VitRet product portfolios.

• Proven ability to actively seek new leads, particularly through competitive conversions.

• Capability to articulate the benefits of AVS connectivity at a high level.

• Proficient in providing commercial solutions such as EFAs, bundles, and rentals.

• Ability to manage overlapping customers in collaboration with the VitRet manager for Partner & Grow Vit accounts.

• Sales experience in medical devices and/or pharmaceutical settings, preferably in ophthalmology.

• Experience in consultative selling within B2B sectors, particularly in high-end medical devices.

• Proficiency in effective cross-functional collaboration within a matrix organization.

• Experience utilizing budget impact models and demonstrating value propositions.

• Strong communication and negotiation skills, both technical and interpersonal.

• Ability to cultivate robust relationships with key stakeholders while representing Alcon.

• Excellent problem-solving abilities, with strong commercial acumen and sales expertise.

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

• Customer-oriented mindset with a strong focus on customer relationship management.

• Flexibility, motivation, self-confidence, resilience, and a goal-oriented approach with a strong drive.

• Strong analytical and logical skills for problem-solving, with the ability to work independently and proactively.

• Sound business decision-making skills based on data, fairness, and consistency.

• Experience with CRM tools such as Salesforce is preferred.

• Tertiary qualifications in optometry, orthoptics, science, or business.

• A minimum of 3 years of experience in customer-facing roles within a surgical environment or other industries.

🏝️ Benefits

• Competitive compensation package.

• Opportunities for career advancement.

• Collaborative and supportive team culture.

• Commitment to diversity and inclusion.

• No visa sponsorship or relocation assistance will be provided.