Senior Manager, Surgical General Field Sales & Account Management

At Alcon, we're passionate about enhancing sight and helping people see brilliantly. With more than 25,000 associates, we innovate fearlessly, champion progress, and act swiftly to impact global eye health. We foster an inclusive culture, recognizing your contributions and offering opportunities to grow your career like never before. Together, we make a difference in the lives of our patients and customers. Are you ready to join us?

Job Purpose:

Responsible for managing sales and operations for the Surgical portfolio, with a focus on maximizing long-term sales and profitability for Alcon products. The role works closely with Enabling Functions and spends significant time in the field with key customers and stakeholders. It is also responsible for developing talent and building a strong, high-performance culture within the Surgical franchise.

Major Accountability

Franchise Strategy:

·        Builds short- and mid-term vision for the Surgical franchise

·        Delivers the full commercial plan including new product launches, to relevant internal and external stakeholders

Go-to-market and sales execution

·        Leads the design and implementation of the go-to-market model for Surgical

·        Manages day-to-day activities of field force including target setting, territory mapping, segmentation & targeting, rep productivity, etc.

·        Builds strong relationships with key opinion leaders by understanding customer needs and applying strong business acumen.

·        Builds trust-based relationships with surgeons, procurement teams, hospital stakeholders, and/or distributors to support Alcon’s market position and reputation. Represents Alcon appropriately in local industry associations.

·        Leverages sales enablement tools, CRM systems (i.e. Salesforce) & data analytics to support performance management and reporting

·        Manages public tenders and private offers through careful planning, execution and communication to relevant stakeholders

·        Creates & executes commercial models & deals designed to drive profitable revenue growth for the Surgical Franchise

·        Leads & executes product demonstrations & sampling programs together with the field force to drive new product adoption

Commercial organization leadership

·        Leads Surgical Franchise on all people management issues, including hiring, retention, engagement & development processes and succession pipeline

·        Provides coaching to team members through joint field visits to build capabilities and accelerate professional growth

·        Creates and leads a high-performing, collaborative team through training, coaching, and effective allocation of field force resources.

·        Sets the tone of a culture of integrity and ensures legal and ethical conduct, corporate compliance, and adherence to company guidelines and procedures

Customer Marketing

·        Executes marketing plans and programs in alignment with Marketing function

·         Gathers insights on competitor activities to feed into the broader team for better planning and competitive response

Cross-functional franchise partnership

·        Establishes a constructive working culture ofcollaboration with all Enabling Functions

·        Removes barriers to execution through open feedback and problem solving

Key Performance Indicators

Financial and Business Results:

·        Franchise top-line revenue growth and delivery versus target

·        Franchise market share for key categories

·        Gross margin/profitability and spend discipline

Strategy/Market Focus:

·        Delivery and quality of commercialization plan: timeliness, detail, insight, innovation

·        Resource allocation: pace and quality of team to ensure growth and profitability

·        Execution of country sales and marketing strategies

Operational Excellence:

·        Field Force effectiveness: performance against product targets, key product objectives

·        Product launch success: milestones, time to peak sales

·        Tender win rate and contract performance

People, Capabilities, and Management:

·        Strong culture: team employee satisfaction/commitment

·        Talent acquisition and development: hire quality, HiPo retention and development, talent export

·        Sales training program effectiveness

Code of conduct: compliance

Education:
·         Minimum: Bachelor’s degree,Preferred: Master’s degreein Business Administration, Marketing, Business Management, Medical Engineering/ Bioengineering, Ophthalmology-related sciences or a related field.

Experiences:

·         Minimum 15 years of experience in marketing & sales within the medical device or pharmaceutical industry, eye-care industry most preferred.

·         At least 3 years of experience in a similar business or commercial leadership role within the medical device or pharmaceutical industry, eye-care industry most preferred.

·         Successful track record of delivering sales & bottom-line results through sizeable teams in a sustainable way

·         Broad experience, including a combination of sales and marketing leadership roles

·         Experience in leading cross-functional teams and influencing in a matrix environment

·         Experience with sales enablement tools, CRM systems (e.g., Salesforce), data analytics to support performance management and reporting

·         Proven experience in growing and developing individuals/teams

·         Experience in stretch assignments beyond incremental role progression

Key Competences /Technical Skills

•       Maintains an enterprise mindset – doing what it is right for Alcon in a broader context beyond the Surgical franchise

•       Collaborates and mobilizes other local functions around common goals without having direct responsibility

•       Uses customer needs to prioritize execution and helps teams execute by focusing on solutions

•       Creates clarity and accountability 

•       Inspires and helps people see how their work connects to the bigger picture

•       Empowers, supports and removes obstacles for teams to reach better outcomes

•       Creates a safe space for risk-taking and change

•       Coaches and develops team members

•       Proficiency in English

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.

If you're ready to take the next step in your career and lead a dynamic team towards success, we want to hear from you! Apply now and join us in shaping the future of eye care at Alcon.

Alcon Careers

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