Job Description
Strategic Account Manager – South – Hybrid
At Alcon, we're passionate about enhancing sight and helping people see brilliantly. With more than 25,000 associates, we innovate fearlessly, champion progress, and act swiftly to impact global eye health. We foster an inclusive culture, recognizing your contributions and offering opportunities to grow your career like never before. Together, we make a difference in the lives of our patients and customers. Are you ready to join us?
The purpose of the Strategic Account Manager role is to be a subject matter expert in UK healthcare market & strategy and to derive insight and intelligence from the current commissioning environment and transform this understanding into successful commercial execution by implementing Alcon’s new commercial models through a value-based health care approach.
The ideal location for the successful candidate is Southern UK.
The suitable candidate will be responsible for early commercial access assessments, evaluation, and portfolio implementation in key strategic and corporate accounts in UK and Ireland. This will be executed by delivering compelling value propositions and commercial offerings to improve patient and health-system outcomes and drive positive policies in terms of removal of restrictive commissioning. A typical day in this role will include:
• To map the corporate & public accounts & commissioning funding flows. Understand the decision-making process and key stakeholders in order to create, inform and implement the local business plan.
- Senior/C Suite customer facing & account management responsibility at corporate level.
- Represent Alcon and build trusting relationships with key commissioning stakeholders if required at ICB level.
- Through customer insights, anticipate challenges and opportunities and ensure that the surgical brand strategy is competitive and addresses the changing external environment e.g., demonstrate understanding of GIRFT, Procurement Landscape, RCOphth Guidelines, IHPN priorities, Market development.
- Responsible for the development & execution of an integrated engagement strategy plan for surgical products across defined strategic accounts
- Provide subject matter expertise to support Salesforce in key stakeholder meetings.
- Lead engagement and partnership activities with senior clinical, commissioner and c-suite stakeholders to demonstrate Alcon’s approach to value-based health care.
- Collaborate with internal (account family) and external stakeholders to ensure full alignment and benefit realization of all Alcon’s commercial value offerings.
- Patient outcomes centric, solution orientated and the ability to understand customer challenges and turn challenges into customer benefit realization through Alcon’s portfolio and new commercial modeling offerings.
- Differentiate our products and technologies from competition, sell feature and benefits with value-based offering and overcome competitive objections in all existing and potential customers.
- Achieve sales and profit objectives, increasing demand and market share at or above established objectives.
- Establish strong relationships within a comprehensive network of regional accounts and stakeholders.
- Develop a contracting strategy and negotiate contracts to drive sales of the Alcon Portfolio with focus strategic corporate groups and public opportunities such as, Group Purchasing Organizations, Private, Tender and Public Private Hospitals.
- Development and management of all Corporate Accounts contracts strategy, design, financial analysis, legal review, negotiation, execution, implementation, and ROI performance
- Work with legal, region and country management in developing contracts and implementation plans. Must have a good understanding of contract law as it pertains to the healthcare industry.
- Partner and work closely with the Regional Sales Managers (RSMs) on corporate stakeholders, strategy, targets, and needs impacting national and regional business.
What you’ll bring to Alcon:
- Bachelor’s or master’s degree or equivalent in education, science or business preferred
- Minimum 3 years’ experience in Med tech industry
- Previous customer facing experience interacting with senior NHS/Corporate stakeholders – Heads of procurement, COO, Business Managers
- Experience of cross-functional and matrix working
- Past utilization of budget impact models and demonstrating value concepts
- Ideally Ophthalmology experience but not essential
- Direct or indirect leadership experience influencing sales teams to execution of projects.
- Ability to work and lead during times of ambiguity.
- Ability to create, define and shape role through strong leadership & accountability.
How can you thrive at Alcon?
- Competitive Compensation package including performance bonus, company car or allowance, private medical healthcare & attractive pension contribution
- Manage your own workload and schedule while hitting your set targets
- Collaborate with teammates to share best practices and learnings as work evolves
- See your career like never before with focused growth and development opportunities
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