National Account Director for Drug Wholesale

Alcon

About The Position

At Alcon, the National Account Director for Drug Wholesale supports the U.S. Vision Care team by developing and executing strategic customer business plans, managing national and regional retail partnerships, delivering sales objectives, and managing trade investment budgets. The role serves as a business partner to Drug Wholesalers, using category insights, market intelligence, and data-driven selling strategies to strengthen customer relationships and grow the business. It collaborates with Sales, Marketing, Finance, Category Management, Operations, Customer Service, Supply Chain, Legal, and other stakeholders. The position is accountable for profitable sales growth, market share, customer retention and expansion, accurate forecasting, effective promotional investment, and compliant execution. It also oversees related administrative work, including trade deductions, promotional claims, order management, revenue management, and logistics coordination.

Requirements

Bachelor’s degree or equivalent directly related experience; alternatively, high school education plus 15 years of experience, an associate degree plus 11 years, or an M.S. plus 4 years.
Seven years of relevant experience.
Fluent ability to read, write, understand, and communicate in English.

Nice To Haves

Experience managing Drug Wholesaler, Mass, Club, or Retail accounts.
B2B sales and account management experience.
Knowledge of OTC Healthcare, Consumer Healthcare, or Consumer Packaged Goods industries.
Experience using syndicated data sources such as Circana, Nielsen, or IRI.
Strong organizational, project management, and problem-solving skills.
Ability to influence and lead cross-functional teams without direct authority.
Experience managing national or regional broker organizations.

Responsibilities

Develop and execute annual and multi-year customer business plans to drive profitable sales growth, market share gains, and brand equity within assigned accounts.
Create customer-specific growth strategies focused on pricing, promotion, placement, and distribution.
Identify and pursue cross-selling, up-selling, and expanded distribution opportunities.
Build and maintain relationships with retail decision-makers and stakeholders.
Achieve sales, profit, and market share objectives while managing allocated trade budgets.
Develop customer presentations, selling stories, and business cases for strategic initiatives and sales growth.
Conduct regular business reviews and evaluate account performance to identify risks and opportunities.
Deliver monthly sales forecasts with a target accuracy of ±3%.
Analyze sales performance, market share trends, retailer metrics, and syndicated data, including Circana, to identify opportunities.
Optimize trade spending and promotional investments to maximize return on investment and profitability.
Monitor customer performance against KPIs and ensure budget compliance.
Coordinate customer strategies, promotional activities, product launches, supply planning, and business priorities with internal stakeholders.
Collaborate with Category Management and Marketing on customer growth initiatives and merchandising solutions.
Support forecasting, inventory planning, and operational execution with Supply Chain and S&OP teams.
Ensure compliance with company sales policies, pricing guidelines, and trade management processes.
Protect and enhance Alcon brand equity through disciplined execution of approved pricing, promotional, and distribution strategies.
Oversee trade deductions, promotional claims, order management, revenue management, and logistics coordination.
Manage brokers and support field execution.