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 stakeholdersLeading surgical demonstrations and supporting new product installationsIdentifying and converting competitive users into Alcon glaucoma solutionsCollaborating with Territory Sales Executives (TSE), Clinical Application Managers (CAMs), and Area Sales Managers (ASMs) to drive growthExecuting glaucoma marketing initiatives and territory development plansOrganizing training programs (e.g., ACT/ART/RTM/CME) to educate and engage surgeonsEnsuring smooth post-sale surgeon experience and effective troubleshooting during live surgeriesProviding feedback on competitive activity and market dynamicsManaging demo equipment and ensuring asset careEnsuring timely collections of receivablesMaintaining high levels of compliance and field activity documentationReporting adverse events and product complaints in line with company guidelinesAdhering to corporate compliance protocols and maintaining ethical standards

Commercial Execution

Glaucoma product demonstration/follow up to the targeted account/surgeonCreate 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 ratesGenerates and develops new business to meet specified sales goalsDevelop, maintain and grow surgical glaucoma business in order to achieve sales targetDrive 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 informationPlans and manages sales territory.Create, maintain and optimize relationships and manage business with existing key customersDevelop 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 customersOrganize and co-ordinate local educational meetingsEducate Alcon surgical field sales team in regard to surgical glaucomaPrepares 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 trainingExecute 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 productsWork with the surgeons consistently to ensure to grow the adoptionConstant 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 targetsAchieve market share targetsConsignment control and inventory management where applicable

Operational Effectiveness

Develop relationships with target customersResponsible 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 knowledgeEnsure collaboration and communication with all team members to update market intelligence across entire Alcon portfolioAttend congresses, seminars, trade displays and other promotions as requiredParticipate in the Surgical cycle meetings to assist in the development of overall division strategies and activities, as well as provide product training when necessaryManage local account relationships, often leading a small team or specific accountsFoster and maintain long-term business relationships with designated accounts to achieve sales targets and understand customer challengesDrive sales, promotion, and development in designated accounts to meet commercial goalsCreate customer development strategies and dedicated account management action plansExpand relationships with existing customers by proposing solutions that meet their needsLead the sales operations plan to achieve sales and performance targetsPrepare strategies and tactical plans, providing strategic input for accountsPrepare and negotiate contracts, guiding company initiatives for targeted accountsAnalyze market situations, including competitive intelligence on key accounts and competitorContribute to stakeholder mapping, segmentation, and profiling, providing data for the Alcon

Compliance & Integrity

Compliant with all Alcon policies and proceduresAct in accordance with Alcon Values and behaviors

Key Performance Indicators

Financial & Business resultsTotal value targets / growth targets of instrumentsDemo Planned/executedExecution of Regional Marketing/Country programs, training strategies & tactics that effectively grow brands
Activity based management focus and planned SoV activities.Strategy/Market focusCompetition TrackingOperational Excellence
High

People, Capabilities & Management customer Management
 

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Alcon is an Equal Opportunity Employer and takes pride in maintaining a diverse environment. We do not discriminate in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, gender, national origin, age, sexual orientation, gender identity, marital status, disability, or any other reason.