Account Manager – Surgical Sales (North West)

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 a global leader in eye care.

The Account Manager – Surgical Sales (North West England) is responsible for driving sales growth across Alcon Surgical accounts, with a particular focus on hospitals, surgical departments and operating theatres.

The role will develop strong customer relationships, drive adoption and utilisation of the Alcon IOL portfolio and cataract consumables, identify equipment opportunities, support product availability and stock management, and ensure appropriate commercial, invoicing and contract follow-up.

To deliver Alcon Surgical sales growth and market share across North West England through strong strategic account management, consultative selling and excellent customer relationships.

The Account Manager will act as a key commercial owner for cataract-focused accounts, coordinating with clinical, technical and product specialists to provide effective end-to-end customer support. A typical day-to-day will include;

• Own and deliver overall Alcon sales performance across the territory.
• Take primary ownership of sales and market share growth across the Alcon IOL portfolio.
• Support growth and utilisation of cataract consumables.
• Monitor consumable availability and work with customers and internal teams to address supply or stock-management requirements.
• Identify and initiate equipment opportunities, working alongside appropriate product specialists.
• Generate new business opportunities through proactive account development.
• Convert competitive business through consultative and value-based selling.
• Prepare, present and negotiate customer quotations.
• Support commercial negotiations and ensure appropriate contract and invoicing follow-up.
• Deliver agreed sales targets and business objectives.

• Develop and execute effective account plans for key cataract accounts.
• Analyse the customer environment and translate insights into actionable commercial opportunities.
• Understand account dynamics, priorities, challenges and opportunities.
• Map customer decision-making processes and identify key stakeholders, influencers and decision-makers.
• Develop clear strategies for retaining, growing and converting business.
• Identify opportunities to increase Alcon's presence and market share within existing accounts.
• Maintain an effective opportunity pipeline and prioritise activity against commercial potential.

• Build strong, credible relationships with key clinical and non-clinical stakeholders.
• Engage effectively with surgeons, theatre teams, procurement teams, management and other relevant decision-makers.
• Use a consultative approach to understand customer challenges and match Alcon products and services to customer and patient needs.
• Provide high-quality end-to-end support for cataract customers.
• Develop long-term customer partnerships based on clinical, operational and commercial value.
• Initiate and support local educational events and customer activities that address identified customer needs.

• Work closely with Alcon product, clinical and technical specialists to support customer opportunities.
• Coordinate specialist involvement where additional technical or clinical expertise is required.
• Collaborate effectively with colleagues across Surgical Sales and other relevant functions.
• Coordinate activities and account plans across different specialist roles where appropriate.
• Share customer insights, opportunities and best practice with the wider team.
• Ensure customers experience a coordinated approach from Alcon.

• Maintain a strong understanding of the local ophthalmic surgical market.
• Monitor competitor activities, product positioning and commercial developments.
• Identify risks and opportunities within individual accounts and across the wider territory.
• Translate customer and market intelligence into effective commercial action.
• Support competitive conversions by clearly demonstrating the clinical, operational and commercial value of Alcon solutions.

• Successful sales experience within medical devices and/or pharmaceuticals, ideally within a surgical environment.
• Demonstrable experience of consultative B2B selling, preferably within high-value medical devices.
• Ophthalmology experience is desirable but not essential.
• Experience working directly with medical and non-medical healthcare professionals.
• Experience developing and managing complex customer accounts.
• Proven ability to work cross-functionally within a matrix organisation.
• Experience using value propositions, budget-impact models or similar approaches to demonstrate customer value would be advantageous.

• Strong business and commercial acumen.
• Demonstrable sales and account-management capability.
• Strong consultative and value-based selling skills.
• Effective negotiation and influencing skills.
• Ability to identify, develop and convert commercial opportunities.
• Ability to understand customer needs and translate these into appropriate commercial solutions.
• Strong account-planning and territory-management capability.

• Excellent interpersonal and communication skills.
• Ability to develop credible relationships with clinical and commercial stakeholders.
• Comfortable communicating technical and commercial concepts to different audiences.
• Strong presentation and influencing skills.
• Ability to manage challenging commercial conversations professionally and constructively.

A general understanding of:

• Surgical techniques
• Anatomy and physiology
• Pathology
• Optics

Knowledge or experience of the following would be advantageous, although not essential:

• Intraocular lenses (IOLs)
• Cataract consumables
• Ophthalmic surgical equipment
• Diagnostics
• Surgical visualisation

The successful candidate will demonstrate:

• Strong ownership and personal accountability.
• Excellent organisation and prioritisation.
• Ability to independently manage a geographically dispersed territory.
• Strong problem-solving capability.
• Commercial curiosity and a willingness to identify new opportunities.
• Resilience and adaptability.
• A proactive and customer-focused approach.
• Ability to work collaboratively as part of a wider team.
• Commitment to sharing best practice and learning with colleagues.
• Ability to manage workload and schedule effectively while consistently delivering against agreed targets.

In this role, you will have the opportunity to:

• Take ownership of a significant Surgical Sales territory.
• Develop strong relationships with ophthalmic customers across North West England.
• Drive growth across Alcon's surgical portfolio.
• Work collaboratively with experienced clinical, technical and commercial colleagues.
• Develop your strategic account-management and value-based selling capabilities.
• Share best practice and learn from colleagues as the business evolves.
• Access focused career development and growth opportunities.

Find out more about career opportunities at Alcon Careers.

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