[Hiring] Surgical Capital Equipment Sales, Ophthalmology @Alcon

Role Description

We are looking for a talented medical device equipment manager to join our Surgical team in Western Australia.

The purpose of the role is to be responsible for both Phaco and VitRet equipment, including demos, service (at point of sale) and essential consumables. You will represent Alcon in Surgical Accounts planning & execution acting as a key contact throughout the demo & close process, and hand over the account after the sale of our equipment.

As a Surgical Equipment Manager – Surgical Sales you will help achieve sales growth by ensuring strong customer relationships, selling our Phaco equipment and VitRet equipment as well as VitRet consumables. You will partner closely with Account Managers throughout the demo & close process and will run demos with support of Technical Service. In this role, a typical day can include:

• Driving total sales performance for Phaco and VitRet equipment including Paks (at the time of sale)
• Ownership of cataract accounts and VitRet (in selected accounts only) plan development and execution.
• Provide end-to-end support for cataract and Vit-Ret customers (at the time of sales) in selected accounts, helping coordinate specialist roles activities & plans (market access, advances technologies, etc.).
• Map decision making process and key stakeholders to inform and implement the business plan.
• Play an active role in demand generation following up with contract negotiations. Prepare & negotiate quotes with customer.
• Derive insight and intelligence from the current customer environment and transform this understanding into successful commercial execution.
• Align with customers using a consultative sales approach to match Alcon products and services with customer & patient needs.
• Initiate and drive local events that serve customer´s needs.
• Convert from competition with value-based selling (involving product experts for particular product categories).
• Liaise with expert roles in case of more in-depth technical/clinical knowledge of a certain product is required to generate demand and/or implement solutions.
• Follow & report on competitor activities.

Qualifications

• 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).
• Sales experience in medical devices &/or Pharma environment, ideally ophthalmology.
• Consultative selling experience in B2B industries (ideally, high-end MedDevice).
• 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.
• 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) to manage relationships, complete account and call planning is desired.

Requirements

• Tertiary qualifications in optometry, orthoptics, science or business.
• 3 years of experience in customer facing roles within surgical environment or other industries.

Benefits

• Join a global leader with a rich history of innovation and excellence in eye care.
• Be part of a collaborative and supportive team culture that values diversity and inclusion.
• Enjoy a competitive compensation package and opportunities for career advancement.
• Make a meaningful difference in the lives of patients worldwide by contributing to cutting-edge advancements in eye health.