[Hiring] Account Manager @Alcon

Role Description

The Account Manager – Surgical Sales (North West England) is responsible for driving sales growth across Alcon Surgical accounts, focusing on hospitals, surgical departments, and operating theatres.

The role will:

• Develop strong customer relationships.
• Drive adoption and utilization of the Alcon IOL portfolio and cataract consumables.
• Identify equipment opportunities.
• Support product availability and stock management.
• Ensure appropriate commercial, invoicing, and contract follow-up.

A typical day-to-day will include:

• Sales & Commercial Performance
  • Own and deliver overall Alcon sales performance across the territory.
  • Take primary ownership of sales and market share growth across the Alcon IOL portfolio.
  • Support growth and utilization of cataract consumables.
  • Monitor consumable availability and work with customers and internal teams to address supply or stock-management requirements.
  • Identify and initiate equipment opportunities, working alongside appropriate product specialists.
  • Generate new business opportunities through proactive account development.
  • Convert competitive business through consultative and value-based selling.
  • Prepare, present, and negotiate customer quotations.
  • Support commercial negotiations and ensure appropriate contract and invoicing follow-up.
  • Deliver agreed sales targets and business objectives.
• Strategic Account Management
  • Develop and execute effective account plans for key cataract accounts.
  • Analyze the customer environment and translate insights into actionable commercial opportunities.
  • Understand account dynamics, priorities, challenges, and opportunities.
  • Map customer decision-making processes and identify key stakeholders, influencers, and decision-makers.
  • Develop clear strategies for retaining, growing, and converting business.
  • Identify opportunities to increase Alcon's presence and market share within existing accounts.
  • Maintain an effective opportunity pipeline and prioritize activity against commercial potential.
• Customer Engagement
  • Build strong, credible relationships with key clinical and non-clinical stakeholders.
  • Engage effectively with surgeons, theatre teams, procurement teams, management, and other relevant decision-makers.
  • Use a consultative approach to understand customer challenges and match Alcon products and services to customer and patient needs.
  • Provide high-quality end-to-end support for cataract customers.
  • Develop long-term customer partnerships based on clinical, operational, and commercial value.
  • Initiate and support local educational events and customer activities that address identified customer needs.
• Cross-Functional Collaboration
  • Work closely with Alcon product, clinical, and technical specialists to support customer opportunities.
  • Coordinate specialist involvement where additional technical or clinical expertise is required.
  • Collaborate effectively with colleagues across Surgical Sales and other relevant functions.
  • Coordinate activities and account plans across different specialist roles where appropriate.
  • Share customer insights, opportunities, and best practices with the wider team.
  • Ensure customers experience a coordinated approach from Alcon.
• Market & Competitive Intelligence
  • Maintain a strong understanding of the local ophthalmic surgical market.
  • Monitor competitor activities, product positioning, and commercial developments.
  • Identify risks and opportunities within individual accounts and across the wider territory.
  • Translate customer and market intelligence into effective commercial action.
  • Support competitive conversions by clearly demonstrating the clinical, operational, and commercial value of Alcon solutions.

Qualifications

• Successful sales experience within medical devices and/or pharmaceuticals, ideally within a surgical environment.
• Demonstrable experience of consultative B2B selling, preferably within high-value medical devices.
• Ophthalmology experience is desirable but not essential.
• Experience working directly with medical and non-medical healthcare professionals.
• Experience developing and managing complex customer accounts.
• Proven ability to work cross-functionally within a matrix organization.
• Experience using value propositions, budget-impact models, or similar approaches to demonstrate customer value would be advantageous.

Requirements

• Strong business and commercial acumen.
• Demonstrable sales and account-management capability.
• Strong consultative and value-based selling skills.
• Effective negotiation and influencing skills.
• Ability to identify, develop, and convert commercial opportunities.
• Ability to understand customer needs and translate these into appropriate commercial solutions.
• Strong account-planning and territory-management capability.
• Excellent interpersonal and communication skills.
• Ability to develop credible relationships with clinical and commercial stakeholders.
• Comfortable communicating technical and commercial concepts to different audiences.
• Strong presentation and influencing skills.
• Ability to manage challenging commercial conversations professionally and constructively.
• A general understanding of surgical techniques, anatomy and physiology, pathology, and optics.
• Knowledge or experience of intraocular lenses (IOLs), cataract consumables, ophthalmic surgical equipment, diagnostics, and surgical visualization would be advantageous, although not essential.

Benefits

• Competitive salary and benefits package.
• Sales bonus.
• Company car or car allowance.
• Career development and progression opportunities.