Associate Sales Director (Surgical) - Western Canada

Job Title: Associate Sales Director (Surgical)

Location: Remote – Western Canada

Are you an innovative and collaborative leader who is passionate about developing talent and driving sales performance?

Do you thrive in a fast-paced environment and enjoy partnering cross-functionally with many stakeholders?

Alcon Canada’s Surgical Team is looking for an Associate Sales Director in our Western Region to develop/manage the Alcon surgical ophthalmology franchise through the development, coaching, managing, and directing of all regional sales efforts.

The Associate Sales Director’s (ASD) responsibility includes effectively managing Account Managers and Product Specialists, in both Private and Public settings. Coordination of support roles and activities required including Equipment Specialists and technical support personnel.

As an Associate Surgical Sales Director, you will:

• Effectively Lead the regional transition of cataract cases from the public setting into private clinics while focusing on the adoption of Alcon products including the full portfolio of cataract, retinal and refractive surgery products.
• Forecast sales targets, managing team expenses, protecting price, and managing profitability through national and local marketing strategies and sales tactics.
• Develop and leverage relations with key opinion leaders (KOL’s), hospitals and buying groups, including executives, administration, and non-hospital surgical staff.

This position involves time in the field, not only coaching, but also directly supporting relationships and supporting business in key selected accounts.

Major Accountabilities:

• Meeting Management: plan and conduct regional meetings, assist and lead national sales meeting, attend and present regional achievements and future expectations during quarterly senior management meetings. Regular one-on-one meetings with direct reports.
• Profitability Management: effectively represent the financial interests of Alcon. Convert competitive accounts, leverage barrier products, negotiate contracts together with DoS/CBUH. Effectively respond to RFP’s, increase ATIOL penetration, leverage relationships, and new technology.
• Employee development: A primary function of this role is to develop talent through training, coaching and ensure appropriate development and succession plans are in place. Conduct semi-annual and annual performance reviews. Identify and develop high performing employees to ensure promotional readiness and career development plans (with DoS and HR team).
• Marketing strategies: implement all key marketing initiatives. Contribute to marketing strategy by providing regular feedback from field.
• Change Management: understand and embody change required by new strategy and field organization, to ensure continuity of business results in transition phase, retention of key talent, promote benefits of new organization and steer team towards new goals.
• Operational: accommodate and manage all other corporate initiatives from ensuring appropriate account management, meet regularly to discuss human resource requirements, and comply with finance standards. Plan regional resource requirements to meet new product launch and installation/training needs: ensure adequate Equipment Specialist and Product Specialist support is provided to each territory depending on business needs and liaise with other ASD’s and marketing team to determine priorities and allocation by quarter.
• Planning: together with AM’s and Product Specialists, develop quarterly plans for each Account including objectives for each Account, identification and prioritization of targeted surgeons and other stakeholders in each Account, and identify key tactics to be implemented with timelines.
• Regional Target Achievement: Achieve annual sales quota for the Region, meet all expense objectives, re-sign all core business, manage contract compliance, increase ATIOL penetration, meet corporate ASP targets and support product launch goals.
• Contract Management: Regularly update contract calendar, conduct annual business reviews with Key Accounts, ensure contract compliance, and conduct in-depth bid analysis.

WHAT YOU’LL BRING TO ALCON:

Minimum Education:

• Bachelor’s Degree or Equivalent years of directly related experience (or high school +13 yrs; Assoc.+9 yrs; M.S.+2 yrs)
• Preferred: B.Sc., B. Comm., and Preferred Post Graduate Degree

Minimum Experience:

• The ability to fluently read, write, understand, and communicate in English.
• 5+ years of experience in either Ophthalmology pharmaceutical or Surgical, Medical Device industry.
• Influential leadership within a regional or national scope of responsibility.
• Demonstrated experience in training, coaching, and developing people.

Strongly Preferred:

• Surgical Ophthalmology experience.
• Demonstrated experience with change management by leading a team of multi-stakeholders through change.
• Experience in sales training.
• Experience in a people manager or team lead role.

This role is for a region in Western Canada which requires the candidate to reside in the region. It involves up to 40% travel, including within region, to the Alcon head office in Mississauga, and to the US for National Sales Meetings.

Alcon Canada Inc. is proud to provide employment accommodation during the recruitment process. Should you require any accommodation, please notify us if you are contacted for a job interview.

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