At Alcon, we re passionate about enhancing sight and helping people see brilliantly. With more than 25,000 associates worldwide, we innovate fearlessly, champion progress, and act swiftly to impact global eye health. Our inclusive culture values your contributions and offers career growth opportunities like never before. Together, we make a difference in the lives of our patients and customers.
This role is part of Alcon s Surgical Sales & Support function, focusing on expanding access to our Glaucoma Surgical portfolio to help patients see brilliantly.
The Glaucoma Surgical Specialist is primarily responsible for developing key glaucoma accounts, supporting glaucoma surgeons, and achieving sales targets across the assigned territory. This includes:
- Promoting and demonstrating Alcon s glaucoma surgical solutions (e.g., Hydrus Microstent, MIGS portfolio, related instrumentation and consumables for MIGS procedures)
- Building relationships with glaucoma surgeons and key stakeholders
- Leading surgical demonstrations and supporting new product installations
- Identifying and converting competitive users into Alcon glaucoma solutions
- Collaborating with Territory Sales Executives (TSE), Clinical Application Managers (CAMs), and Area Sales Managers (ASMs) to drive growth
- Executing glaucoma marketing initiatives and territory development plans
- Organizing training programs (e.g., ACT/ART/RTM/CME) to educate and engage surgeons
- Ensuring smooth post-sale surgeon experience and effective troubleshooting during live surgeries
- Providing feedback on competitive activity and market dynamics
- Managing demo equipment and ensuring asset care
- Ensuring timely collections of receivables
- Maintaining high levels of compliance and field activity documentation
- Reporting adverse events and product complaints in line with company guidelines
- Adhering to corporate compliance protocols and maintaining ethical standards
Commercial Execution
- Glaucoma product demonstration/follow up to the targeted account/surgeon
- Create strong lead by performing assigned number of didactic lectures, demos, conducting wet lab, maintaining tracking sheet and customer feedback on the demo to be given every month.
- Ensure to adhere to the surgeon certification standards and maintain monthly certification rates
- 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 optimize relationships and manage business with existing key customers
- Develop medium to long-term sales plans and prepare strategies to protect, grow, and diversify the relationship with targeted customers
- Prepare strategies for developing profitable business with assigned accounts. Incumbents in this specialization may be selling directly to the ultimate purchaser or indirectly through channel partners.
- Promote and drive utilization of appropriate products to all existing and potential customers
- Organize and co-ordinate local educational meetings
- Educate Alcon surgical field sales team in regard to surgical glaucoma
- Prepares and presents sales proposals during the monthly meetings.
- Understands and communicates information regarding company products, services, and policies and procedures to new and existing clients.
- 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
- Execute glaucoma marketing plans and POA in accordance with established guidelines. Conduct assigned number of events and marketing initiatives every year.
- Achieve assigned sales targets for glaucoma products
- Work with the surgeons consistently to ensure to grow the adoption
- Constant feedback on the market information to develop edge over competitor. Effectively manage territory development.
- Make sure that the receivables are collected on time to complete the sales.
- EFA compliance to be tracked on monthly basis and ensure compliance above 85%.
- Regular reporting in Envision. To maintain the desired call average per month and frequency of calls to be done as expected with respect to Dual Ranking of Customers. Call objectives should be managed to give focus on various Products as agreed.
- Responsible for adverse event and product complaint handling related activities at a local level including the collection, intake and forwarding the information to the Local Vigilance Representative.
- Adherence to all corporate compliance guidelines & corporate programs by self and team
Achieve set sales and growth targets - Achieve market share targets
- Consignment control and inventory management where applicable
Operational Effectiveness
- Develop relationships with target customers
- Responsible for building and maintaining of positive professional relationships with all stakeholders (internal and external)
- Ensures that all required client paperwork is complete, accurate, and submitted on time.
- Accurately maintain administration requirements including CRM database and reporting
Organization Development
- is primarily responsible for managing local accounts and mentoring a small team. You will build and extend relationships with key Surgical accounts to achieve sales targets, develop customer strategies, and create action plans aligned with account objectives. Specifics include: 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 cycle meetings to assist in the development of overall division strategies and activities, as well as provide product training when necessary
- Manage local account relationships, often leading a small team or specific accounts
- Foster and maintain long-term business relationships with designated accounts to achieve sales targets and understand customer challenges
- Drive sales, promotion, and development in designated accounts to meet commercial goals
- Create customer development strategies and dedicated account management action plans
- Expand relationships with existing customers by proposing solutions that meet their needs
- Lead the sales operations plan to achieve sales and performance targets
- Prepare strategies and tactical plans, providing strategic input for accounts
- Prepare and negotiate contracts, guiding company initiatives for targeted accounts
- Analyze market situations, including competitive intelligence on key accounts and competitor
- Contribute to stakeholder mapping, segmentation, and profiling, providing data for the Alcon
Compliance & Integrity
- Compliant with all Alcon policies and procedures
- Act in accordance with Alcon Values and behaviors
Key Performance Indicators
- Financial & Business results
- Total value targets / growth targets of instruments
- Demo Planned/executed
- Execution of Regional Marketing/Country programs, training strategies & tactics that effectively grow brands
Activity based management focus and planned SoV activities. - Strategy/Market focus
- Competition Tracking
- Operational Excellence
High
People, Capabilities & Management customer Management
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