Job Description

Job Purpose (State in one sentence the overall objective of the job)

The role requires all education & training activities to align to the purpose of owning the professional recommendation; supported by science and delivered by best-in-class education and lead with thought leaders. To ensure that Professional Education and Development function is the trusted professional partner of choice for all ECPs (Eye Care Professionals) supporting their development and education needs and ultimately ensuring Alcon Vision Care products are prescribed as first choice.

As a member of the India VC commercial leadership team, drive the share of voice with customers (ECPs and Optical store staff) of Alcon CL and CLC brands in strong collaboration with Marketing, Sales, APAC regional team, and Cross Functional team (Legal, Compliance, RA, MA etc.) members to drive sales and market growth as per the operating and strategic plans, and also be the voice of the customers and consumers for the organization.

Major Accountabilities (Describe the main results of the job to be achieved)

Strong collaboration with Head of Marketing and Head of Sales to influence organizational strategy and investment in Professional Education efforts.

Strong collaboration with Marketing team, CL Channel Development team as well as CL Sales team to influence the operational plans and execution of the same.

Driving Share of Voice within the Optical store via activations and training engagements:

• Develop and maintain professional relationships with ECPs and key strategics customers to promote engagement with the Alcon brands and to provide clinical and technical information supporting the brands that influences positively prescribing behaviour & decisions.
• Develop intimate understanding of the Alcon customers (ECPs and Optical store staff) and Alcon business strategy Go to Market model
• Develop an intimate understanding of Alcon brands and science working closely with the International and Regional PED team
• In line with business strategy and objectives Design, Develop and Implement activities that help drive Alcon Share of Voice and market share via:

• Developing activation and training modules that help educate on Alcon superiority helping drive fits and grow market share within identified and prioritized Alcon stores (Independent stores and/or KAs)
• Mentor, Coach and Train the Regional Category Growth leads (dotted line reporting into this role) to then implement the activations and training modules
• Execute the education strategy and deliver content to support New Product Launches (NPL) and key strategic brands. Focussing on fundamental clinical skills and product knowledge, supported by science delivered by international professional education team.

• Deliver and implement the pre-launch education and communication strategy and key tactics for NPL readiness (such as, pre-launch communication and market preparation, thought leader and advocate engagement, podium opportunities, key ECP activation and educational initiatives) for India

KOL engagement and influencing activities:

• KOL engagement, ad boards etc.

• Define KOL engagement strategy, identify KOL and implementation plan for Alcon India CL business in collaboration with Senior Manager Activations
• Work with SBM (Contact lenses) and Senior Manager Activations to implement the KOL strategy and engagement plan
• Develop & manage relationships with HCP Influencers and Thought Leaders within India, major industry influencers, professors, organizations/associations, educational institutions & researchers to be at the forefront of the industry & gain leading edge knowledge of practitioner and industry insights to influence business and commercial planning.
• Alcon representation at local India congresses

• In line with business strategy and objectives, draw up an Alcon representation plan at local Congresses
• Direct and deliver support for congresses (Alcon owned and third party) held within India. Specific may include, in conjunction and collaboration with key stakeholders - sponsorship negotiation, booth (live & virtual) and messaging development, commercial/brand podium presentations, full planning and communication & PR liaison.
• Academic programs for schools and teaching institutions

• Design, Develop and Implement activities that help drive Alcon Share of Voice in optometry schools and teaching institutions

Support ECP/consumer/patient communication development:

• Be the unwavering Voice of the consumer/patient and customer within the organization.
• Be the part of the core communication development with marketing and own the \xe2\x80\x9ccustomer journey\xe2\x80\x9d and the \xe2\x80\x9cexpert speak\xe2\x80\x9d within the demand creation communication
• Ensure that customer communication tools (visual aids etc.) are built in simplified language (customer and consumer speak) to drive high consideration
• Be the core part of new product launch plans and develop the Professional Education plans for ALL new product launches in collaboration with Marketing and International/Regional PED teams

Special Workstreams and Projects:

• Support QA team to handle and approve consumer/customer product complaints on CL and CLC business
• Lead any special digital projects that are trial related to drive penetration of Alcon contact lenses

Support the Regional Training Manager in training new employees or on-going internal training efforts (sales force, marketing managers, sales and key account managers) on basic contact lens technical knowledge

Role Dimensions:

Number of associates:

• Individual contributor role (with potential to recruit non-full-time long-term internships support)
• Dotted line reporting (deep mentoring) of RCGLs (regional category growth leads) into this role

Revenue responsibility:

• Contact lens Sales and Profitability objectives shared with

CL team

Decision making:

• Decision rights in designing strategy and planning of customer SOV activations and training as well KOL engagements
• Influence strategy and operational plans aligned to organization\xe2\x80\x99s objectives
• Influence A&P investment decision in collaboration with Head of Marketing and Head of Sales for Professional Education activities

Functional/technical
know how:

• Dotted line reporting (deep mentoring) of RCGLs (regional category growth leads) into this role

Impact on the organization:

• High

Key Performance Indicators (Indicate how performance will be measured: indicators, activities\xe2\x80\xa6)

Financial & Business results

• Sales and Profitability (CL + CLC)
• Market Share and Professional Recommendation Metrics

Strategy/Market focus

• Developing the overall Professional Education strategy
• Developing the customer activation/training strategy

• Salesforce KPI for Product Training activities
• Developing KOL engagement strategy
• Contributions in developing the consumer/patient communication strategy

Operational Excellence

• ECP activations/trainings implementation KPIs
• KOL engagement KPIs

People, Capabilities & management

NA

Others

NA

Ideal Background (State the minimum and desirable education and experience level)

Components

Minimum

Desirable

Education

• Bachelor of Optometry or equivalent degree (full time) from a premium college

• MBA would be an added advantage

Experience requirement:

• Minimum 3-4 years of experience in store retail as an optometrist in practice OR minimum 2-3 years of sales experience in eye care (contact lenses preferred)
• 3-4 years of experience in managing Professional Education/Services/Affairs of Eye Care products (Contact lenses, Spectacle lenses etc.)

• Contact Lens sales experience in an eye care organization will be added advantage
• Marketing/Brand management experience will be an added advantage

Languages:

• Proficient in English and Hindi

• Any other language will be an added advantage

Specific Professional Competencies: Indicate any other soft/technical/professional knowledge and skills requirements

• Passion for Eye care and contact lens science
• Strong experience, skill and ability to translate science which resonates with the audience (ability to simplify science to customer and consumer speak)
• Strong commercial acumen (understanding of driver and motivators for optometrists to recommend Contact lenses)
• Managing senior stakeholders (as this is a leadership team role interacting with senior leaders in market/region and International)
• Growth and Solution oriented mindset
• Strong skills exhibited in Delegation, Collaboration and Influencing
• Ability to draw insights from data and convert into actionable items
• Demonstrate high levels of integrity

Alcon is an Equal Opportunity Employer and takes pride in maintaining a diverse environment. We do not discriminate in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, gender, national origin, age, sexual orientation, gender identity, marital status, disability, or any other reason.

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