Surgical Equipment Manager
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Job Description
Alcon surgical equipment manager selling Phaco and VitRet equipment and consumables across Victoria. Managing demos, customer relationships, account plans, negotiations, and competitive conversions.
Responsibilities:
- Manage Phaco and VitRet equipment, including demos, point-of-sale service, and essential consumables
- Represent Alcon in surgical accounts throughout the demo and close process
- Hand over accounts after equipment sales
- Drive total sales performance for Phaco and VitRet equipment, including Paks at the time of sale
- Own cataract accounts and selected VitRet account plan development and execution
- Provide end-to-end support for cataract and Vit-Ret customers at the time of sale
- Coordinate specialist role activities and plans, including market access and advanced technologies
- Map decision-making processes and key stakeholders to inform and implement business plans
- Generate demand and follow up with contract negotiations
- Prepare and negotiate customer quotes
- Derive customer environment insights and transform them into commercial execution
- Use a consultative sales approach to match Alcon products and services with customer and patient needs
- Initiate and drive local customer-focused events
- Convert customers from competitors through value-based selling
- Liaise with expert roles for in-depth technical or clinical product knowledge
- Follow and report on competitor activities
Requirements:
- Deep knowledge of both the Phaco & VitRet portfolios
- Ability to actively hunt for new leads, especially competitive conversions
- Ability to articulate at a high level the benefit of AVS connectivity
- Ability to provide commercial solutions (EFAs, bundles, rentals)
- Ability to manage overlapping customers with VitRet manager in Partner & Grow Vit accounts
- Sales experience in medical devices and/or Pharma environment, ideally ophthalmology
- Consultative selling experience in B2B industries, ideally high-end Med Device
- Ability to collaborate effectively cross-functionally and in a matrix organization
- Utilization of budget impact models and demonstrating value concepts
- Excellent communication and negotiation skills, both technically and interpersonally
- Ability to build strong relationships with key stakeholders, representing Alcon
- Strong problem-solving skills, commercial and business and selling acumen
- General understanding of surgical techniques and anatomy, physiology, pathology, and optics
- Customer oriented mindset and strong customer relationship management
- Flexibility, motivation, self-confidence, resilience, goal orientated with a strong sense of drive
- Strong logical and analytical skills to solve problems, ability to work independently and be proactive
- Strong business decision making, based on data, fairness, and consistency
- Experience with CRM applications such as Salesforce is desired
- Tertiary qualifications in optometry, orthoptics, science or business
- 3 years of experience in customer facing roles within surgical environment or other industries
Benefits:
- Competitive compensation package
- Opportunities for career advancement
- Collaborative and supportive team culture
- Diversity and inclusion
- No visa sponsorship/relocation will be provided
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