Sr. Associate III, Surgical Field Sales

Alcon

19h

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, dedicated people to join Alcon. Alcon Canada’s Eastern Surgical team is looking for an Account Manager. This role is responsible for managing a territory as a surgical business sales consultant for all Alcon Canada surgical products, in a manner that achieves annual budget targets and adds long-term value for our customers. Core focus areas are the public and private accounts within the territory. The role supports the Montreal region and the South Shore, with the ideal candidate living in either Montreal or the South Shore. In this role, a typical day will include: • Achieve sales quota for assigned products. Responsible for total territory sales (all surgical products) as well as achieving sales targets for key product lines such as intraocular lenses, specialty lenses, equipment, and handpieces. • Ensure successful penetration of new products, achievement of Field Sales Manager FSM targets, and attainment of product launch velocity goals. Minimize price reductions to ensure sales targets are met. • Train and educate surgeons and nursing staff in the OR to enhance surgeon knowledge and optimize use of Alcon products while creating selling opportunities. Account-by-account plans, defined together with the area FSM, will outline specific training needs, the time allocated to training vs. selling activities, and the targeted surgeons/nurses. • Support FSMs in managing the RFP/contract process for individual hospitals or buying groups for large hospital contracts (multi-year, multi‑million‑dollar bids). • Ensure contractual obligations and payments are met, both by customers and by Alcon. Ensure consumption of tendered product volumes; verify surgeons are placing orders and consuming products as expected; regularly meet with hospital administration to ensure invoices are sent and paid; oversee consignment stock processes by checking real consumption against what is reported to Alcon. A strong understanding of financial systems is required. • Work with hospitals to resolve issues related to product performance, pricing, service, or delivery, while conducting regular business reviews and understanding hospital budget processes and planning cycles. Establish relationships at all levels within the hospital, with a primary focus on surgeons, key administrators (finance/budget and program managers), OR nursing staff, materials management, and SPD. • Strategic account planning together with the FSM to ensure business retention and growth (2–5‑year planning cycle), including implementation of marketing strategies, POAs, product launches, and integration into planning processes. • Complete all administrative tasks in a timely manner, including (but not limited to) calls, sales forecasting, and expenses. • Partner with FSM to determine an appropriate annual plan for each account and update such plans quarterly. • Respond quickly to customer requests (outside office hours). Weekend and evening work, as well as travel (conferences, meetings, dinners), is required.

Requirements

Minimum Bachelor’s Degree (Business Administration, Commerce, Science, Sales, Marketing)
3–5+ years in hospital surgical sales or 5+ years selling pharma/other products to Ophthalmologists
Valid Driver’s License
Travel up to 60%, national and international conferences (weekends and evenings required)
Bilingualism, advanced written and verbal communication in English and French.

Nice To Haves

RFP experience is considered a strong asset
3–5 years of Ophthalmic or Surgical product experience
Strong working knowledge of industry dynamics and trends
Strong project management skills
Proven ability to build strong business relationships that support sales results and long-term account development
Proven ability to ensure sales execution through full contract management, timely invoicing, and overall sales process oversight (“own the account”)
Strong negotiation, sales, organizational, and strategic-thinking skills
Excellent verbal and written communication skills
Strong presentation skills that build trust and commitment
Proficiency with MS Office (PowerPoint, Excel) and experience with computerized sales administration systems

Responsibilities

Achieve sales quota for assigned products.
Responsible for total territory sales (all surgical products) as well as achieving sales targets for key product lines such as intraocular lenses, specialty lenses, equipment, and handpieces.
Ensure successful penetration of new products, achievement of Field Sales Manager FSM targets, and attainment of product launch velocity goals.
Minimize price reductions to ensure sales targets are met.
Train and educate surgeons and nursing staff in the OR to enhance surgeon knowledge and optimize use of Alcon products while creating selling opportunities.
Support FSMs in managing the RFP/contract process for individual hospitals or buying groups for large hospital contracts (multi-year, multi‑million‑dollar bids).
Ensure contractual obligations and payments are met, both by customers and by Alcon.
Work with hospitals to resolve issues related to product performance, pricing, service, or delivery, while conducting regular business reviews and understanding hospital budget processes and planning cycles.
Establish relationships at all levels within the hospital, with a primary focus on surgeons, key administrators (finance/budget and program managers), OR nursing staff, materials management, and SPD.
Strategic account planning together with the FSM to ensure business retention and growth (2–5‑year planning cycle), including implementation of marketing strategies, POAs, product launches, and integration into planning processes.
Complete all administrative tasks in a timely manner, including (but not limited to) calls, sales forecasting, and expenses.
Partner with FSM to determine an appropriate annual plan for each account and update such plans quarterly.
Respond quickly to customer requests (outside office hours). Weekend and evening work, as well as travel (conferences, meetings, dinners), is required.