Manager of Digital Sales, Key Accounts

Alcon is a global leader in eye care, dedicated to helping people see brilliantly. The Manager of Digital Sales, Key Accounts will be responsible for driving MARLO adoption in key accounts through collaboration with various teams, ensuring successful onboarding and utilization of the product.

Responsibilities:

• Establish connections with key decision makers at assigned Key Account targets to gain commitment to onboard MARLO:
• Attend virtual and in person customer meetings with c-suite and other decision makers, consulting on how MARLO both aligns and can drive their business priorities, ultimately gaining a commitment from key stakeholders
• Advance the customer conversation by providing a comprehensive perspective on MARLO, including selling points, differentiators, features, and providing product demonstrations where needed
• Achieve activation and utilization quotas in MARLO Quadrant 1 & 2 (e.g., Single and Multi-door) targets per assigned territories to earn a pre-determined % of your SIP
• Achieve activation and utilization quotas in MARLO Quadrant 3 &4 (e.g., Consumer and Eyecare) targets per stage gates milestones to earn a pre-determined % of your SIP
• Drive a high sense of urgency to grow MARLO footprint by engaging with targets face-to-face, working with local teams (e.g., PXM and PXDM) and KA+PS team members
• Provide valuable input to the meeting content and preparation, coordinating with the Key Account team to understand customer relationships and needs
• After gaining commitment, design, introduce, and manage a successful onboarding plan:
• Provide project management support both internally and externally to ensure successful onboarding
• Coordinate with others (DDT, PXMs) to ensure all committed locations of the account are onboarded and that MARLO is embedded in their practices to drive utilization
• Track account onboarding and utilization progress, maintaining a relationship with the account and providing continued support
• Embed in your respective region to collaborate with the PXDM, DM, and other relevant field sales team members on aligned goals:
• Meet regularly with regional team (e.g. DMs) to gain deeper understanding of your customers and how their needs fit with MARLO
• Attend relevant conferences (e.g. VEE, VEW) to fulfill MALRO duties in booth and/or at relevant events
• Support field-led events (e.g. Speaker Dinners, AEAs) if there is opportunity and alignment with your target accounts
• Represent Quadrant 2-4 customer needs internally:
• Collect and communicate customer feedback from Quadrants 2-4, including representing the customer point of view in key internal meetings (Voice of Customer, Situation Rooms, 1:1s, etc.)
• Gather in-market customer insights, including competitive intelligence, to help inform and evolve the product and commercial strategy on an ongoing basis
• Maintain in-depth knowledge of back-office systems (EMR/EHR, Point of Sale, Communication systems)
• Advocate for product enhancements that drive effectiveness and make a meaningful difference in our ability to attract and retain Quadrant 2-4 customers
• Participate in any requested pilots or in-field testing to support product development
• Travel for this role is up to 50% of the time in the field per assigned territories and targets

Requirements:

• Bachelor's Degree or Equivalent years of directly related experience (or high school +13 yrs.; Assoc.+9 yrs.; M.S.+2 yrs.; PhD+1 yr.)
• The ability to fluently read, write, understand, and communicate in English
• 5 Years of Relevant Experience
• 3 Years of Demonstrated Leadership
• Prefer relevant field sales or service experience (relevant eye care audiences, HQ/KA sales experience, or digital and/or IT product sales experience)
• Ability to influence without authority and cross-functional team project experience preferred
• Excellent technical skills and listening abilities with a strong ability to understand customer needs and translate into appropriate solutions; ability to go beyond the presenting issue
• Strong sense of business acumen with analytical skills to make & support business decisions
• Strong communication skills including writing, presentation including public speaking and interpersonal skills
• Demonstrated experience working across many functions/departments to tackle problems and achieve results
• Ability to establish, cultivate and maintain customer relationships at appropriate decision-maker levels
• An entrepreneurial spirit, ability to operate independently and creatively solve problems
• Comfortable working in a fast-paced environment with a build, test & learn mentality; and willingness to roll up your sleeves, navigate complexity, and manage project timelines
• Working knowledge of Alcon and competitor product portfolio of offers e.g., patient rebates, customer rebates, specials, digital programs
• Experience in health care practitioner office operations and management