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Surgical Account Manager - West Denmark

Surgical Account Manager - West Denmark

Alcon

Aarhus, Denmark

Job Description

Job Purpose

The purpose of the role is to represent Alcon in Surgical Accounts, acting as a single point of contact for an Account, owning Account development plan & execution through continuous presence.

You will achieve sales growth by ensuring strong customer relationships including both clinical and non clinical stakeholders, pull-through of IOLs and cataract consumables, leads generation and

identification for Alcon equipment. You will also be supporting other product categories stock management & product availability issues as well as ensuring invoicing/contract follow ups.

Key Responsibilities Include

  • Owner of total Alcon sales performance of approx. 25-30 accounts:
  • 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, support phaco demos when needed
  • Technical Service contracts renewal & upgrade
  • Ownership of Equipment, Cat, Vit and AT consumables & IOL 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 customers, leading coordination of specialist roles, activities & plans (ATM, SEM, CAS, FSE)
  • Proactively collaborate with SEM, ATM, SAM Private and SAM Public in identifying potential targets and new customers.
  • 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)
  • Act as a main point of contact for internal Alcon functions in the accounts
  • Report on competitor activities
  • Initiate follow-up to product related complaints
  • Consistently act in accordance with SOPs and medical device regulatory environment.
  • Minimum requirements

  • Fluency in Local Language and English
  • Previous Account Management experience (within Med tech, Pharma or in the Ophthalmic field)
  • Consultative selling experience in B2B industries
  • Customer facing role interacting with medical & non-medical staff
  • Cross-functional and matrix working experience
  • Experience working with SalesForce or similar tool.
  • To be able to confidently work in a field based capacity with a lot of travel within the territory, full drivers licence

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    Mere af samme slags?

    Modtag jobannoncer der minder om dette job i din indbakke.




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