Surgical Account Manager
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Job Description
Surgical Account Manager driving Alcon’s cataract consumables and IOL sales across New Zealand. Managing surgical accounts, customer relationships, tenders, and value-based selling.
Responsibilities:
- Represent Alcon in surgical accounts and execute account strategies
- Drive sales growth through strong customer relationships and serve as the main Alcon contact for accounts
- Cover cataract consumables, including Custom Paks
- Support surgical facilities and oversee overall account management
- Work with Alcon sales roles to maximize penetration in major accounts
- Create equipment leads and service contracts, and manage tenders where needed
- Drive total Alcon sales performance and market share in the territory
- Own account plan development and execution for cataract-dominant and selected monofocal IOL accounts
- Derive customer insights and intelligence and transform them into commercial execution
- Provide end-to-end support for cataract customers and coordinate specialist activities and plans
- Map decision-making processes and stakeholders to inform business plans
- Build relationships with key stakeholders and represent Alcon
- Use a consultative sales approach to align products and services with customer and patient needs
- Generate demand, follow up on contract negotiations, and prepare and negotiate customer quotes
- Liaise with expert roles for in-depth technical or clinical knowledge and solution implementation
- Initiate and drive local customer-focused events
- Follow and report competitor activities
- Convert customers from competitors through value-based selling
Requirements:
- Full New Zealand work rights required
- No visa sponsorship or relocation provided
- University degree qualification or equivalent
- 2-3 years of experience in medical devices and/or pharma within a surgical environment
- Deep knowledge of cataract procedures, equipment, consumables, and IOL offerings
- Sales experience in medical devices and/or pharma within a surgical environment
- Understanding of cataract consumables, equipment, diagnostics, and visualization is a plus
- Ability to upgrade procedures through additional cataract consumables and Phaco accessories
- General understanding of surgical techniques, anatomy, physiology, pathology, and optics
- Ability to provide holistic solutions considering customer needs and budgets
- Experience using 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 skills and business and selling acumen, including Value Based Selling
- Customer-oriented mindset and strong customer relationship management
- Territorial management ability and ability to work in a matrix organization
- Flexibility, motivation, self-confidence, goal-oriented mindset, and strong drive
- Experience with CRM applications such as Salesforce is desired
Benefits:
- Competitive compensation package
- Opportunities for career advancement
- Collaborative and supportive team culture
- Diversity and inclusion initiatives
- Equality initiatives
- Community-giving initiatives
- Wellbeing initiatives
- Opportunity to contribute to cutting-edge advancements in eye health
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