Manager, Surgical Field Sales

Alcon; Pasig; On-site; PHP 3,500,000 - 5,000,000; Full time

Job summary

Alcon is seeking a Manager, Surgical Field Sales (Management Path) to lead a team of sales professionals in the Philippines. You will guide strategic account plans, drive adoption of surgical portfolios, and deliver results across designated accounts.

You will collaborate with Commercial, Marketing, Clinical, and Customer Service teams to ensure excellent customer experiences, sustainable growth, and regulatory compliance. Leadership and coaching are essential.

Qualifications

• Bachelor’s degree in Business Administration, Marketing, Life Sciences, Healthcare, Biomedical Sciences, or related field.
• Advanced degree in Business, Healthcare Management, or related discipline is an advantage.

Responsibilities

• Lead a sales team to achieve targets across designated accounts.
• Develop customer development strategies and action plans.
• Demonstrate surgical products to surgeons and key stakeholders.
• Prepare and negotiate contracts for accounts.
• Collaborate with cross‑functional teams to ensure customer success.
• Coach and develop team members and manage performance.

Skills

Leadership

Sales

Strategic thinking

Communication

Negotiation

Analytical skills

Problem solving

Education

Bachelor’s degree in Business Administration, Marketing, Life Sciences, Healthcare, Biomedical Sciences, or related field

Advanced degree in Business, Healthcare Management, or related discipline (advantage)

Tools

CRM systems

Microsoft Office

Reporting tools

Job description

At Alcon, we are inspired by the meaningful work we do to help people see brilliantly. As the global leader in eye care, we boldly innovate, champion progress, and act with speed. We recognize and celebrate the contributions of our people, offering career opportunities that empower growth and fulfillment. Together, we go above and beyond to make a lasting impact on the lives of our patients and customers. We cultivate an inclusive culture and invite diverse, talented individuals to join us in shaping the future of eye care.

The Manager, Surgical Field Sales (Management Path) is responsible for leading a team of sales professionals and driving commercial success across assigned surgical accounts. This role serves as a strategic partner to customers and internal stakeholders by developing strong business relationships, identifying growth opportunities, and delivering solutions that support customer needs and business objectives.

The position is accountable for achieving sales targets, expanding market share, and driving the adoption of Alcon’s surgical portfolio through customer engagement, account planning, product demonstrations, and sales execution. The role collaborates closely with Commercial, Marketing, Clinical, Customer Service, and other cross-functional teams to ensure exceptional customer experiences and sustainable business growth.

Additionally, the Manager is responsible for developing team capabilities through coaching, performance management, and talent development while maintaining compliance with company policies, quality standards, and regulatory requirements.

KEY RESPONSIBILITIES

Service Deliveries

• Manage accounts locally, fostering business relationships to meet sales targets and develop and maintain relationships with key stakeholders within accounts
• Acquire a thorough understanding of key customer needs and propose solutions to expand relationships
• Drive sales, promotion, and development in designated accounts to reach commercial goals
• Develop customer development strategies and dedicated action plans for assigned accounts
• Demonstrate Infiniti, Laureate, Centurion & Luxor Microscopes to targeted accounts/surgeons
• Achieve value and volume growth of instrumentation products
• Lead the preparation of strategies and individual tactical plans, providing strategic input in terms of analysis, future potential, and key programs required for the accounts
• Prepare and negotiate contracts, guiding initiatives for specific accounts
• Execute marketing plans and POA in accordance with established guidelines
• Develop an effective sales team through training, coaching, and managing key commercial programs, supporting ongoing development of direct reports, managing performance, motivation, and retention
• Handle adverse event and product complaint activities locally
• Adhere to all corporate compliance guidelines and corporate programs
• Provide timely and accurate data for the Alcon Customer Relationship Management system
• Ensure compliance and maintain desired Sales Force Effectiveness Key Performance Indicators

Manage Day-to-Day Activities

• Monitor account performance, sales metrics, and customer engagement activities to ensure achievement of business objectives.
• Develop and implement tactical account plans to support revenue growth and customer retention.
• Coordinate customer visits, product demonstrations, training sessions, and business reviews with stakeholders.
• Partner with cross-functional teams to address customer inquiries, service needs, and business challenges.
• Prepare sales forecasts, territory updates, market insights, and performance reports.
• Analyze customer and market data to identify opportunities for growth and business expansion.
• Manage sales pipeline activities and ensure timely follow-up on opportunities and customer commitments.
• Support execution of product launches, promotional programs, and key commercial initiatives.
• Provide timely updates and insights to management regarding account developments, risks, and opportunities.
• Ensure achievement of Sales Force Effectiveness KPIs and operational excellence standards.

Compliance

• Ensure all sales and promotional activities are conducted in accordance with corporate policies, compliance requirements, and local regulations.
• Maintain compliance with company procedures, ethical standards, and business conduct expectations.
• Handle and report adverse events, product complaints, and quality-related issues in accordance with established processes.
• Maintain complete and accurate documentation of customer interactions, account activities, and sales records.
• Support compliance audits, investigations, and reporting activities when required.
• Adhere to approved sales processes, CRM usage requirements, and reporting standards.
• Complete all mandatory compliance, quality, and commercial training within established timelines.
• Support implementation of corrective and preventive actions arising from compliance or quality-related findings.
• Ensure accurate and timely submission of reports, forecasts, and business updates.
• Promote a culture of integrity, accountability, and continuous improvement across the sales organization.

People Management

• Lead, coach, and develop a high-performing sales team to achieve commercial objectives and business goals.
• Provide ongoing performance feedback, mentoring, and development opportunities to direct reports.
• Drive employee engagement, motivation, retention, and capability development within the team.
• Establish clear performance expectations and support achievement of individual and team targets.
• Partner with team members to identify development plans and career growth opportunities.
• Support recruitment, onboarding, and training initiatives for sales team members when required.
• Foster collaboration and knowledge sharing across Commercial, Marketing, Clinical, and Customer Service functions.
• Lead team meetings and business reviews to align priorities and drive execution excellence.
• Support organizational change initiatives and promote adoption of new processes and tools.
• Model Alcon values and leadership behaviors while creating an inclusive, high-performance culture.

WHAT YOU'LL BRING

Education

• Bachelor’s Degree in Business Administration, Marketing, Life Sciences, Healthcare, Biomedical Sciences, or a related field.
• Advanced degree in Business, Healthcare Management, or a related discipline is an advantage.

Languages

• Fluent in written and spoken English.
• Additional language capabilities are an advantage depending on market and customer requirements.

Experience

• 5+ years of experience in medical device, healthcare, pharmaceutical, surgical sales, or related commercial environments.
• Demonstrated experience managing customer accounts and delivering against revenue and growth targets.
• Experience engaging with healthcare professionals, surgeons, hospitals, and key healthcare stakeholders.
• People management experience with responsibility for coaching, performance management, and team development is preferred.
• Experience in strategic account planning, negotiations, and business development activities.
• Knowledge of surgical ophthalmology products, medical devices, or healthcare technologies is an advantage.
• Experience working within a highly regulated healthcare or life sciences environment is preferred.

Technical Skills

• Strategic account management and customer relationship management.
• Sales planning, forecasting, and pipeline management.
• Contract negotiation and commercial acumen.
• Business analysis and market opportunity assessment.
• Customer engagement and stakeholder management.
• Sales presentation, product demonstration, and influencing skills.
• CRM systems, reporting tools, and Microsoft Office applications.
• Strong analytical, problem-solving, and decision-making capabilities.

Personal Attributes

• Strong leadership and team development capabilities.
• Excellent communication, presentation, and interpersonal skills.
• Customer-focused mindset with a strong drive for results.
• Ability to build credibility and influence stakeholders at multiple levels.
• Strong business acumen and commercial orientation.
• Effective organizational and prioritization skills.
• Proactive, adaptable, and solutions-oriented approach.
• Ability to thrive in a dynamic and fast-paced environment while managing multiple priorities.