Surgical Equipment Manager - South East - London and East Anglia

📋 Description

• • As a Surgical Equipment Manager at Alcon, you will be at the forefront of driving sales growth and fostering strong customer relationships within the South East region of England, specifically covering Kent, Sussex, Hampshire, and Surrey. This pivotal role centers on the strategic management and sales of Alcon's advanced Phaco and VitRet surgical equipment, alongside essential consumables. You will act as a key Alcon representative within surgical accounts, guiding them through the entire demo and sales process, and ensuring a seamless handover post-purchase.
• • Your primary responsibility will be to achieve total sales performance targets for both Phaco and VitRet equipment, including associated Paks, and for VitRet consumables within designated accounts. This involves a deep understanding of customer segmentation, actively partnering with and growing accounts classified as 'Partner' and 'Grow' for cataract procedures, and 'Protect' and 'Check-in' for VitRet segmentation.
• • You will take ownership of developing and executing comprehensive account plans for cataract procedures and, in selected accounts, for VitRet procedures. This requires a proactive approach to understanding customer needs and aligning Alcon's offerings to meet those needs effectively.
• • A significant aspect of the role involves providing end-to-end support to cataract and Vit-Ret customers at the point of sale. This includes coordinating the activities of specialist roles, such as market access and advanced technologies teams, to ensure a holistic and successful customer experience.
• • You will be adept at mapping complex decision-making processes and identifying key stakeholders within customer organizations to inform and execute strategic business plans. This analytical capability is crucial for tailoring sales approaches and maximizing opportunities.
• • The role demands active participation in demand generation activities, including contract negotiations and the preparation and negotiation of quotes with customers. You will leverage your commercial acumen to present compelling proposals and secure business.
• • Deriving actionable insights and intelligence from the current customer environment is paramount. You will transform this understanding into successful commercial execution, identifying trends and opportunities to drive Alcon's market share.
• • A consultative sales approach is essential, where you will align with customers by understanding their unique challenges and patient needs, and then matching Alcon's products and services to provide optimal solutions.
• • You will be responsible for initiating and driving local events designed to meet customer needs, fostering engagement and demonstrating Alcon's commitment to the surgical community.
• • A key objective will be to convert business from competitors, employing value-based selling strategies and collaborating with product experts when specialized technical or clinical knowledge is required to generate demand and implement solutions.
• • You will maintain a keen awareness of competitor activities, reporting on their strategies and market presence to inform Alcon's competitive positioning.
• • This role requires a strong understanding of surgical techniques, anatomy, physiology, pathology, and optics to effectively communicate the value and application of Alcon's equipment.
• • You will cultivate and maintain strong customer relationships, demonstrating a customer-oriented mindset and exceptional customer relationship management skills.
• • The position demands flexibility, motivation, self-confidence, resilience, and a goal-oriented drive. You will work independently, proactively identifying and solving problems, and making sound business decisions based on data, fairness, and consistency.
• • You will be an integral part of a high-performing team, contributing to a culture of collaboration, innovation, and customer focus, all committed to achieving outstanding results.
• • This role offers the opportunity to manage your own workload and schedule effectively while consistently meeting and exceeding your set targets, contributing significantly to Alcon's mission to help people see brilliantly.