Surgical Equipment Manager - Scotland West

The main purpose of the Surgical Equipment Manager role is to represent Alcon in Surgical Accounts planning & execution and acting as a single point of contact for non-clinical customers in cataract and vitreo-retinal accounts.
This entails achieving sales growth by ensuring strong customer relationships, pull-through of IOLs, cataract and vitreo-retinal consumables, lead generation and identification for Alcon equipment, supporting stock management of other product categories, managing product availability issues and ensuring invoicing/contract follow up. In this role, a typical day will include:

• Owner of total Alcon sales performance in the territory:

Key owner over sales and market share of Total Alcon IOL portfolio
Secondary monitoring and support of Consumables availability and consumption
Equipment lead initiation supported by product experts

• Ownership of cataract and vitreo-retinal account plan development & execution


• To derive insight and intelligence from the current customer environment and transform this understanding into successful commercial execution


• To provide end-to-end customer support for cataract and vitreo-retinal customers, helping coordinate specialist roles activities & plans (market access, advanced technologies, corporate accounts, etc.)


• Map decision making process and key stakeholders in order to inform and implement the business plan


• Build good relationships with key stakeholders, representing Alcon


• Align with customers using a consultative sales approach to match Alcon products and services with customer & patient needs


• Play an active role in "bottom-up" demand generation following up with contract negotiations


• Prepare & negotiate quotes with customer


• 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


• Initiate and drive local events that serve customer´s needs


• Follow & report on competitor activities


• Convert from competition with value-based selling (involving product experts for particular product categories), Manage your own workload and schedule while hitting your set targets


• Collaborate with teammates to share best practices and learnings as work evolves


• See your career like never before with focused growth and development opportunities


• Sales Bonus, Company Car/Car Allowance


• EMEA President's Club programme


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• Knowledge of the local Language


• Fluency in English (verbal and written)


• Sales experience in medical devices and/or Pharma environment


• Consultative selling experience in B2B industries (ideally, high-end MedDev)


• Ideally Ophthalmology experience but not essential


• Customer facing role interacting with medical & non-medical staff


• Cross-functional and matrix working


• Utilization of budget impact models and demonstrating value concepts


• Strong business and selling acumen


• Excellent communication and negotiation skills, both technically and interpersonally


• Strong problem-solving skills


• General understanding of surgical techniques and anatomy, physiology, pathology, and optics
  
  At Alcon, we are driven by the meaningful work we do to help people see brilliantly. We innovate boldly, champion progress, and act with speed as the global leader in eye care. Here, you'll be recognized for your commitment and contributions and see your career like never before. Together, we go above and beyond to make an impact in the lives of our patients and customers.