Head of Field Operations, Vision Care ANZ

AU21 Alcon Laboratories (Australia) Pty Ltd Company; Sydney; On-site; AUD 200,000 - 280,000; Full time

Job summary

Alcon Australia & New Zealand Vision Care is seeking a Head of Field Operations to lead the sales team, deliver revenue and market share targets, and drive commercial excellence across ANZ.

You will coach Regional Sales Managers, leverage Salesforce insights, and collaborate with Marketing, Key Accounts and Commercial Excellence to execute strategies with major accounts such as Luxottica and Specsavers.

Qualifications

• Essential: 10+ years in sales with 3+ years of 2nd line management experience.
• Experience in channels with healthcare professionals in a B2B2C model.
• MedTech, Pharmaceutical, Optical or similar industry background preferred.
• Ability to travel extensively across ANZ.
• Proven capability to justify gross to net business cases.
• Ability to influence non-direct reports through strong leadership.
• Track record in growing key customer accounts and driving growth strategies.
• Strong analytical skills and proficiency with data-driven decision making.
• Excellent communication and cross-functional engagement.

Responsibilities

• Maximise sales, profitability and market share.
• Lead segmentation, territory design and customer profiling; ensure data cleanliness in Salesforce.
• Input into sales incentive design and quarterly/annual target setting.
• Develop, lead and motivate a team of Regional Sales Managers.
• Provide RSM coaching to develop selling and technical skills.
• Drive capability frameworks with Learning & Development APAC.
• Collaborate with Commercial Excellence, Key Accounts and Marketing on strategic plans.
• Lead review meetings and track KPIs; ensure timely management reporting.

Skills

Leadership

Sales strategy

Territory design

Data analysis

Stakeholder management

Coaching

Change management

Travel readiness

Cross-functional collaboration

Communication

Education

Bachelor's degree in Science

Bachelor's degree in Commerce

Bachelor's degree in Marketing

Tools

Salesforce

Microsoft Excel

Job description

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 Head of Field Operations is responsible for leading the VC Australia & New Zealand Vision Care Sales team to deliver sales, profit and share targets through effective leadership, proactive planning and resource deployment. This role provides input to the annual plan, ensures excellent execution of agreed sales and marketing activities, leads management reporting and utilizes resources effectively to ensure delivery of the FY target. It leads the Vision Care Field team across Australia and New Zealand driving our strategic brands and commercial excellence.

Major Accountabilities:

• Maximising sales, profitability and market share
• Lead and drive the annual segmentation process, territory design, customer profiling and ensure data cleanliness is a key operating rhythm in salesforce.
• Input into sales incentive design and measurement with recommendations at end of QTR and FY on any target adjustments or management discretions.
• Develop, lead & motivate a team of specialist Regional Sales Managers (RSMs) building a talent pipeline.
• Develop, lead & motivate the sales team.
• Provide effective RSM coaching internally and externally to develop selling and technical skills.
• Driving capability and competency frameworks within the sales team in conjunction with the Learning & development APAC team.
• Work closely with key Commercial stakeholders, including Commercial Excellence, Key Accounts, Marketing, to develop strategic plans and business objectives including the input on setting targets and executing agreed head office plans.
• Leading sales efficiency and key SFE indicators through appropriate analysis and driving positive change within the sales organisation to maximise sales impact at every call with high potential customers.
• Ensure timely and effective management reporting and insights to performance inclusive of Salesforce efficiency, distribution and conversion metrics leveraging salesforce.com.
• Partner with Commercial Excellence to garner insights and translate into growth opportunities to execute.
• Proactively identify opportunities to accelerate growth and profitability through analysing customer, competitive and business trends.
• Develop, maintain and grow relationships/partnerships with all ANZ Key Strategic accounts and translate key account objectives/activities into the Field execution. Specifically for key accounts such as Luxottica and SpecSavers.
• Conduct Quarterly business reviews with team to review performance, key KPI’s and determine what key strategies need to be reviewed and implemented moving forward.
• Monthly tracking of performance against agreed commercial excellence KPIs and coaching RSMs Manage multi-level contact in Alcon, utilising appropriate resources, eg (Country Franchise Head, Marketing, Professional Education & Development, Regional Sales Managers and Business Development Managers) as needed to ensure a coordinated approach to the market.
• Lead at key forums such as Annual Kick off meeting and mid-year meetings to drive appropriate agenda based on plan of action.

Education/Qualifications:

• Preferable: Bachelor of Science, Commerce or Marketing

Skills/Experience:

• Essential: 10+ years experience in sales 3+ years 2nd line management preferred
• Previous sales experience in channels with Healthcare professionals in a B2B2C category model.
• Experience in MedTech, Pharmaceutical, Optical, or similar industry preferred
• Ability to travel extensively across ANZ.
• Proficiency in conducting gross to net business case justifications
• Must be able to influence non-direct reports through strong leadership values and behaviours.
• Experienced in managing business critical customers in previous role and developing growth strategies within different customer channels
• Solid strategic and analytical skills specifically using data in Microsoft suite of products
• Change management Leadership skills must be second to none
• Ability to work cross-functionally; proven track record in successful engagement strategies with internal stakeholders cross-divisionally
• A leader with a good track record in driving successful team behaviour and performance change
• Exceptional communication skills / successful team player
• Strong Business acumen, commercially minded
• Ability to multi-task, while maintaining good attention to detail
• Proven ability to operate in a fast paced, commercially focused, dynamic environment

No visa sponsorship/relocation will be provided for this Macquarie Park based role.

Why join Alcon?

• Join a global leader with a rich history of innovation and excellence in eye care.
• Be part of a collaborative and supportive team culture that values diversity and inclusion.
• Enjoy a competitive compensation package and opportunities for career advancement.
• Make a meaningful difference in the lives of patients worldwide by contributing to cutting-edge advancements in eye health.