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. We foster an inclusive culture and are looking for diverse, talented people to join Alcon.
The purpose of the role is to represent Alcon in Surgical Accounts and execution. In this role you will be responsible for sales growth by ensuring strong customer relationships, being the main point of contact at Alcon for the Glaucoma portfolio to ensure smooth coordination and business growth.
Responsibilities:
As an Glaucoma Senior Sales Specialist - Surgical Sales you will be supporting hospitals/clinics and you will be trusted to oversee and develop the business, working closely with all other Alcon sales roles to maximise Alcon penetration in the major accounts, including creating equipment leads, service contracts & tender management (where needed) and ensure smooth business and opportunities across Singapore.
In this role, a typical day can include:
- Total Alcon sales performance in the territory:
- Priority #1: Key owner over sales and market share of Hydrus
- Priority #2: Key owner over sales and market share of Voyager (when approved and launched).
- Generates and develops new business to meet specified sales goals
- Develop, maintain and grow surgical glaucoma business in order to achieve sales target
- Drive uptake and awareness of new treatment options in glaucoma working with the internal and external stakeholders -- Alcon surgical field sales team, ophthalmologists, optometrists, key accounts.
- Possess and maintain thorough knowledge of MIGS industry product information
- Plans and manages sales territory.
- Create, maintain and optimise relationships and manage business with existing key customers
- Promote and drive utilisation of appropriate products to all existing and potential customers
- Organise and co-ordinate local educational meetings
- Educate Alcon surgical field sales team in regards to surgical glaucoma
- Prepares and presents sales proposals.
- Understands and communicates information regarding company products, services, and policies and procedures to new and existing clients.
- Ensures that all required client paperwork is complete, accurate, and submitted on time.
- Accurately maintain administration requirements including CRM database and reporting
- Develop meaningful business/client relationships with target customers
- Responsible for building and maintaining of positive professional relationships with all stakeholders (internal and external)
- Maintain a high level of product and technical knowledge
- Ensure collaboration and communication with all team members to update market intelligence across entire Alcon portfolio
- Attend congresses, seminars, trade displays and other promotions as required
- Participate in the Surgical department meetings to assist in the development of overall division strategies and activities, as well as provide product training when necessary
- Deriving insight and intelligence from the current customer environment and transform this understanding into successful commercial execution.
- Mapping decision making process and key stakeholders to inform and implement the business plan.
- Aligning with customers using a consultative sales approach to match Alcon products and services with customer & patient needs.
- Playing an active role in bottom-up demand generation following up with contract negotiations
- Preparing & negotiate quotes with customer.
- Liaising 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.
- Initiating and drive local events that serve customer's needs.
- Converting from competition with value-based selling (involving product experts for different product categories).
- Experience with CRM applications and Microsoft Office tools is desired.
- Able to work in operating theatres during surgeries
- Submit daily activity report utilizing Sales Force and Pitcher with contents
- Participate in trade exhibitions, official functions, congresses, seminars and other marketing events as required
- Compliant with all Alcon policies and procedures
- Act in accordance with Alcon Values and behaviours
- Any other duties or projects as requested by manager commensurate with the grade and level of responsibility for this role, for which the associate has the necessary experience and/or training
Competencies:
- (Preferred) Deep knowledge of Ophthalmology - surgical, glaucoma and cataract surgery. Sales experience in medical devices and/or Pharma environment within a surgical environment.
- (Preferred) Understanding of Cataract Implantable (IOLs), Consumables, Equipment, Diagnostics, Visualization is a plus.
- General understanding of surgical techniques and anatomy, physiology, pathology, and optics.
- Ability to provide holistic solutions to the customers & non-clinical stakeholders considering their needs & budgets.
- Utilization of budget impact models and demonstrating value concepts.
- Strong collaboration and coordination skills working with other reps on quotations, lead generation and contracts/tenders.
- Excellent communication, presentation and negotiation skills, both technically and interpersonally.
- Strong problem-solving skills and business/selling acumen (including Value Based Selling).
- Customer-orientated mindset and strong customer relationship management.
- Territorial management and ability to work in a matrix organisation.
- Flexibility, motivation, self-confidence, goal orientated mindset with strong sense of drive.
Education:
- Minimum: Diploma in Optometry, Nursing, Biomedical Engineering, Medical Technology & Informatics or related fields. Other diploma background may be considered based on relevant experience to the role.
- Preferred: University degree qualification or equivalent in Optometry, Nursing, Biomedical Engineering or related fields. Other degree background may be considered based on relevant experience to the role.
Work Experience:
- At least 5 years of sales experience in ophthalmic sales, medical devices &/or pharma within a surgical environment is highly preferred, including a proven track record of success with national commercial launch and driving physician preference
- Good interpersonal and communication skills - capable of regularly interacting with physicians / customers
- Able to engage and communicate with staff at all levels in an effective and efficient manner
- Able to work independently as well as a team in promoting Company's products, excellent problem-solving skills
- Good business acumen, professionalism, proficiency, attention to detail and organizational skills
- Demonstrate a positive attitude and strong goal orientation
- Ability to travel as needed.
- Working knowledge of MS Word, Excel, Outlook, and Powerpoint
As part of your employment with Alcon you are required to work in private and public hospitals and / or Optometrists businesses. Alcon has been notified that all employees who enter these facilities must be fully vaccinated against COVID-19, along with
(a) measles
(b) mumps
(c) rubella (MMR)
(d) varicella (chicken pox)
(e) Tetanus, diphtheria and pertussis (A-TDAP)
Why join Alcon
- 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.
Alcon Careers
See your impact at alcon.com/careers
Alcon is an Equal Opportunity Employer and participates in E-Verify. Alcon takes pride in maintaining a diverse environment and our policies are not to discriminate in any employment practices. Alcon is also committed to working with and providing reasonable accommodation to individuals with disabilities. If you need a reasonable accommodation for any part of the application process, please send an email to [Confidential Information].
ATTENTION: Current Alcon Employee/Contingent Worker
If you are currently an active employee/contingent worker at Alcon, please click the appropriate link below to apply on the Internal Career site.
