Surgical Equipment Manager

Alcon

. Manage Phaco and VitRet equipment, including demos, point-of-sale service, and essential consumables .

Posted 11/5/2026full-timeRemote • AustraliaMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates deep knowledge of Phaco and VitRet portfolios, with a strong consultative sales approach in the medical devices sector. Proven ability to build relationships with key stakeholders and drive sales performance through effective negotiation and customer engagement.

Highest-signal resume keywords

Phaco & VitRet Portfolio KnowledgeConsultative Selling ExperienceSales Experience in Medical DevicesExcellent Communication SkillsCRM Application Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Performance ManagementContract NegotiationCustomer Quote PreparationBudget Impact Models UtilizationCommercial Solutions DevelopmentMarket Access CoordinationDecision-Making Process MappingCustomer Environment Insights DerivationSurgical Techniques UnderstandingAnalytical Problem-Solving

Soft Skills

Relationship BuildingCross-Functional CollaborationCustomer OrientationFlexibility and ResilienceMotivation and Self-Confidence

Tools & Technologies

Salesforce

Certifications & Qualifications

Tertiary Qualifications in OptometryTertiary Qualifications in OrthopticsTertiary Qualifications in ScienceTertiary Qualifications in Business

Industry Keywords

OphthalmologyMedical DevicesB2B SalesSurgical EnvironmentValue-Based Selling

About the role

Key responsibilities & impact

Manage Phaco and VitRet equipment, including demos, point-of-sale service, and essential consumables
Represent Alcon in surgical accounts throughout the demo and close process
Hand over accounts after equipment sales
Drive total sales performance for Phaco and VitRet equipment, including Paks at the time of sale
Own cataract accounts and selected VitRet account plan development and execution
Provide end-to-end support for cataract and Vit-Ret customers at the time of sale
Coordinate specialist role activities and plans, including market access and advanced technologies
Map decision-making processes and key stakeholders to inform and implement business plans
Generate demand and follow up with contract negotiations
Prepare and negotiate customer quotes
Derive customer environment insights and transform them into commercial execution
Use a consultative sales approach to match Alcon products and services with customer and patient needs
Initiate and drive local customer-focused events
Convert customers from competitors through value-based selling
Liaise with expert roles for in-depth technical or clinical product knowledge
Follow and report on competitor activities

Requirements

What you’ll need

Deep knowledge of both the Phaco & VitRet portfolios
Ability to actively hunt for new leads, especially competitive conversions
Ability to articulate at a high level the benefit of AVS connectivity
Ability to provide commercial solutions (EFAs, bundles, rentals)
Ability to manage overlapping customers with VitRet manager in Partner & Grow Vit accounts
Sales experience in medical devices and/or Pharma environment, ideally ophthalmology
Consultative selling experience in B2B industries, ideally high-end Med Device
Ability to collaborate effectively cross-functionally and in a matrix organization
Utilization of budget impact models and demonstrating value concepts
Excellent communication and negotiation skills, both technically and interpersonally
Ability to build strong relationships with key stakeholders, representing Alcon
Strong problem-solving skills, commercial and business and selling acumen
General understanding of surgical techniques and anatomy, physiology, pathology, and optics
Customer oriented mindset and strong customer relationship management
Flexibility, motivation, self-confidence, resilience, goal orientated with a strong sense of drive
Strong logical and analytical skills to solve problems, ability to work independently and be proactive
Strong business decision making, based on data, fairness, and consistency
Experience with CRM applications such as Salesforce is desired
Tertiary qualifications in optometry, orthoptics, science or business
3 years of experience in customer facing roles within surgical environment or other industries

Benefits

Comp & perks

Competitive compensation package
Opportunities for career advancement
Collaborative and supportive team culture
Diversity and inclusion
No visa sponsorship/relocation will be provided