National Account Director for Drug Wholesale

National Account Director for Drug Wholesale

At Alcon, we are driven by the meaningful work we do to help people see brilliantly. We innovate boldly, champion progress, and act with speed as the global leader in eye care. Here, you’ll be recognized for your commitment and contributions and see your career like never before. Together, we go above and beyond to make an impact in the lives of our patients and customers.

We foster an inclusive culture and are looking for diverse, talented people to join Alcon. As a National Account Director Drug Wholesale supporting U.S. Vision Care team, you will be trusted to develop and execute strategic customer business plans, managing national and regional retail partnerships, and delivering sales objectives while effectively managing trade investment budgets.

The successful candidate will serve as a trusted business partner to Drug Wholesalers, leveraging category insights, market intelligence, and data-driven selling strategies to strengthen customer relationships and accelerate business growth. This position requires strong cross-functional collaboration with Sales, Marketing, Finance, Category Management, Operations, Customer Service, Supply Chain, Legal, and other key stakeholders.

In this role, a typical day will include:

Strategic Account Management

• Develop and execute annual and multi-year customer business plans that drive profitable sales growth, market share gains, and brand equity within assigned grocery accounts.
• Create and implement customer-specific growth strategies focused on pricing, promotion, placement, and distribution.
• Identify and capitalize on new business opportunities, including cross-selling, up-selling, and expanded distribution opportunities.
• Build and maintain strong relationships with key retail decision-makers and stakeholders.

Sales Planning & Execution

• Achieve and exceed assigned sales, profit, and market share objectives while effectively managing allocated trade budgets.
• Develop compelling selling stories, customer presentations, and business cases to support strategic initiatives and sales growth.
• Conduct regular business reviews and evaluate account performance to identify risks and opportunities.
• Deliver accurate monthly sales forecasts with a target accuracy of ±3%.

Business Analytics & Financial Management

• Analyze sales performance, market share trends, retailer performance metrics, and syndicated data sources, including Circana, to identify growth opportunities.
• Optimize trade spending and promotional investments to maximize return on investment and profitability.
• Monitor customer performance against established KPIs and ensure budget compliance.

Cross-Functional Leadership

• Partner with internal stakeholders to align on customer strategies, promotional activities, product launches, supply planning, and business priorities.
• Collaborate with Category Management and Marketing teams to develop customer-specific growth initiatives and merchandising solutions.
• Support forecasting, inventory planning, and operational execution through close partnership with Supply Chain and S&OP teams.

Compliance & Brand Stewardship

• Ensure compliance with all company sales policies, pricing guidelines, and trade management processes.
• Protect and enhance Alcon's brand equity through disciplined execution of approved pricing, promotional, and distribution strategies.
• Oversee administrative responsibilities including trade deductions, promotional claims, order management, revenue management, and logistics coordination.

WHAT YOU’LL BRING TO ALCON:

• Bachelor’s Degree or Equivalent years of directly related experience (or high school +15 yrs.; Assoc.+11 yrs.; M.S.+4 yrs.)
• The ability to fluently read, write, understand, and communicate in English
• 7 Years of Relevant Experience 

PREFERRED QUALIFICATIONS:

• Experience managing Drug Wholesaler, Mass, Club, or Retail accounts.
• B2B sales and account management experience.
• Knowledge of OTC Healthcare, Consumer Healthcare, or Consumer Packaged Goods industries.
• Experience working with syndicated data sources such as Circana, Nielsen, or IRI.
• Strong organizational, project management, and problem-solving skills.
• Demonstrated ability to influence and lead cross-functional teams without direct authority.
• Experience managing national or regional broker organizations.

Key Success Measures

• Achievement of sales, profit, and market share objectives.
• Effective management of trade investments and promotional spending.
• Forecast accuracy and business planning execution.
• Customer retention and expansion of strategic partnerships.
• Successful broker management and field execution.
• Compliance with pricing and sales policies while protecting brand equity.

HOW YOU CAN THRIVE AT ALCON:

• See your career like never before with focused growth and development opportunities
• Join Alcon’s mission to provide outstanding, innovative products and solutions to improve sight, improve lives, and grow your career!
• Alcon provides robust benefits package including health, life, retirement, flexible time off for exempt associates, PTO for hourly associates, and much more!

Alcon Careers

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ALCON IS AN EQUAL OPPORTUNITY EMPLOYER AND PARTICIPATES IN E-VERIFY

Alcon takes pride in maintaining an inclusive environment that values different perspectives and our policies are non-discriminatory in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, gender, national origin, age, sexual orientation, marital or veteran status, disability, or any other legally protected status. Alcon is also committed to working with and providing reasonable accommodation to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or in order to perform the essential functions of a position, please send an email to [email protected] and let us know the nature of your request and your contact information.