Manager of Digital Sales, Key Accounts

Alcon•Washington, DC

1d•$132,600 - $171,600•Remote

About The Position

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. We are looking for our next Manager of Digital Sales, Key Accounts, in Remote-US / West Region. As a Manager of Digital Sales, you will be responsible for driving end to end MARLO adoption in ‘Quadrant 1-4’ Key Accounts. This will include collaboration with the full Field Sales, Key Account & Practice Solution teams in a coordinated sales effort to grow MARLO footprint, including activation and utilization.

Requirements

Bachelor’s Degree or Equivalent years of directly related experience (or high school +13 yrs.; Assoc.+9 yrs.; M.S.+2 yrs.; PhD+1 yr.)
The ability to fluently read, write, understand, and communicate in English
5 Years of Relevant Experience
3 Years of Demonstrated Leadership

Nice To Haves

Relevant field sales or service experience (relevant eye care audiences, HQ/KA sales experience, or digital and/or IT product sales experience)
Ability to influence without authority and cross-functional team project experience
Excellent technical skills and listening abilities with a strong ability to understand customer needs and translate into appropriate solutions; ability to go beyond the presenting issue
Strong sense of business acumen with analytical skills to make & support business decisions
Strong communication skills including writing, presentation including public speaking and interpersonal skills
Demonstrated experience working across many functions/departments to tackle problems and achieve results
Ability to establish, cultivate and maintain customer relationships at appropriate decision-maker levels
An entrepreneurial spirit, ability to operate independently and creatively solve problems
Comfortable working in a fast-paced environment with a build, test & learn mentality; and willingness to roll up your sleeves, navigate complexity, and manage project timelines
Working knowledge of Alcon and competitor product portfolio of offers e.g., patient rebates, customer rebates, specials, digital programs
Experience in health care practitioner office operations and management

Responsibilities

Establish connections with key decision makers at assigned Key Account targets to gain commitment to onboard MARLO: Attend virtual and in person customer meetings with c-suite and other decision makers, consulting on how MARLO both aligns and can drive their business priorities, ultimately gaining a commitment from key stakeholders.
Advance the customer conversation by providing a comprehensive perspective on MARLO, including selling points, differentiators, features, and providing product demonstrations where needed.
Achieve activation and utilization quotas in MARLO Quadrant 1 & 2 (e.g., Single and Multi-door) targets per assigned territories to earn a pre-determined % of your SIP.
Achieve activation and utilization quotas in MARLO Quadrant 3 &4 (e.g., Consumer and Eyecare) targets per stage gates milestones to earn a pre-determined % of your SIP.
Drive a high sense of urgency to grow MARLO footprint by engaging with targets face-to-face, working with local teams (e.g., PXM and PXDM) and KA+PS team members.
Provide valuable input to the meeting content and preparation, coordinating with the Key Account team to understand customer relationships and needs.
After gaining commitment, design, introduce, and manage a successful onboarding plan: Provide project management support both internally and externally to ensure successful onboarding.
Coordinate with others (DDT, PXMs) to ensure all committed locations of the account are onboarded and that MARLO is embedded in their practices to drive utilization.
Track account onboarding and utilization progress, maintaining a relationship with the account and providing continued support.
Embed in your respective region to collaborate with the PXDM, DM, and other relevant field sales team members on aligned goals: Meet regularly with regional team (e.g. DMs) to gain deeper understanding of your customers and how their needs fit with MARLO.
Attend relevant conferences (e.g. VEE, VEW) to fulfill MALRO duties in booth and/or at relevant events.
Support field-led events (e.g. Speaker Dinners, AEAs) if there is opportunity and alignment with your target accounts.
Represent Quadrant 2-4 customer needs internally: Collect and communicate customer feedback from Quadrants 2-4, including representing the customer point of view in key internal meetings (Voice of Customer, Situation Rooms, 1:1s, etc.)
Gather in-market customer insights, including competitive intelligence, to help inform and evolve the product and commercial strategy on an ongoing basis
Maintain in-depth knowledge of back-office systems (EMR/EHR, Point of Sale, Communication systems)
Advocate for product enhancements that drive effectiveness and make a meaningful difference in our ability to attract and retain Quadrant 2-4 customers.
Participate in any requested pilots or in-field testing to support product development.