Director of Surgical Sales Training

Alcon Research•Fort Worth, TX

About The Position

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? This role is part of Alcon's Training & Development function, a team that enhances employee skills, knowledge, and performance to align with the company's strategic goals and help our people and the world see brilliantly. The Director, Sales Training / Product Coaching (Professional Path) is primarily responsible for creating, developing, and implementing the Surgical training course curriculum to ensure top-quality and consistent training for all Surgical Sales associates. You will train Regional Sales Training Managers and Directors through virtual and in-person events, while maintaining quality control through observation and counseling. Specifics include: Develop and execute training curriculum and processes for new and existing teams Prepare Regional Training Managers to deliver course curriculum, including surgical procedures and technical applications Support global and regional sales and marketing teams Plan, develop, and deliver marketing strategies for various products or services Provide expertise in ophthalmic optics, diagnostic procedures, surgical procedures, and technical product knowledge Teach and coach in surgical suites, classrooms, and virtual environments Conduct technical training and product briefings with customers, vendors, and company representatives Conduct competitive product analysis and market research Maintain extensive knowledge of current market conditions Reports To Sr. Director, Global Surgical Sales Training Location Fort Worth, TX (Global Scope) Position Summary The Director, Vitreoretinal Sales Training is responsible for the strategic design, development, and global deployment of comprehensive training programs supporting the Vitreoretinal (VR) portfolio. This role ensures sales teams and Regional Training Managers (RTMs) possess deep clinical understanding, technical proficiency, and advanced selling capabilities required to successfully commercialize vitreoretinal capital equipment, consumables, and integrated surgical ecosystems. This position builds on the established Global Surgical Sales Training Director framework and places additional emphasis on vitreoretinal anatomy, surgical procedures, capital equipment selling, and complex account-based selling models aligned with Alcon’s 360 Selling methodology. Key Responsibilities Vitreoretinal Clinical & Technical Expertise Lead the development of vitreoretinal-specific training covering ocular anatomy, retinal pathology, and core VR surgical procedures (e.g., MIVS, vitrectomy, fluidics management, laser, tamponades, and visualization). Ensure training content enables strong clinical conversations with vitreoretinal surgeons, operating room staff, and hospital stakeholders. Partner with Clinical, Medical Affairs, and R&D teams to ensure scientific and procedural accuracy across all learning assets. Capital Equipment & Portfolio Selling Develop and deploy training focused on capital equipment selling, including system-based value propositions, workflow integration, and economic justification for vitreoretinal platforms. Equip sales teams to sell across the full VR ecosystem, integrating capital, disposables, software, and service into a cohesive customer solution. Incorporate competitive positioning and objection-handling strategies specific to the vitreoretinal capital landscape. Global Training Strategy & Execution Define and execute the global vitreoretinal sales training strategy aligned with Global Franchise, International, and Regional commercial objectives. Create, deliver, and continuously update training for new product launches, including instructor-led training (ILT), e-learning, blended learning, and AI-enabled scenario-based simulations. Ensure consistent curriculum quality, messaging, and execution across regions. Regional Training Manager (RTM) Enablement Prepare and certify Regional Training Managers on vitreoretinal course curriculum delivery, including clinical application, technical mastery, and selling skills. Benchmark RTM strengths and development needs, providing structured development plans and ongoing coaching. Co-train, audit, and certify RTMs through Train-the-Trainer (TTT) and Vitreoretinal Level 1 and Level 2 programs. Learning Design & Innovation Apply adult learning principles, storytelling, and facilitation best practices to maximize learner engagement and retention. Leverage digital learning technologies, simulation tools, and AI-driven role-play scenarios to reinforce 360 Selling behaviors in vitreoretinal use cases. Support global sales meetings, major congresses, and launch events with high-impact vitreoretinal training experiences.

Requirements

Bachelor’s Degree or Equivalent years of directly related experience (or high school +18 yrs; Assoc.+14 yrs; M.S.+7 yrs; PhD+6 yrs)
The ability to fluently read, write, understand and communicate in English
10 years of relevant experience
6 years of demonstrated leadership
Demonstrated expertise in vitreoretinal anatomy, surgical procedures, and operating room workflows.
Proven experience selling or supporting capital equipment within complex healthcare environments.
Strong background in sales training, sales enablement, or commercial excellence roles.

Nice To Haves

Prior experience as a Vitreoretinal Sales Representative, Manager, Clinical Specialist, or Training Leader.
Experience developing and delivering global training programs across regions.
Familiarity with certification-based training pathways and Train-the-Trainer models.

Responsibilities

Develop and execute training curriculum and processes for new and existing teams
Prepare Regional Training Managers to deliver course curriculum, including surgical procedures and technical applications
Support global and regional sales and marketing teams
Plan, develop, and deliver marketing strategies for various products or services
Provide expertise in ophthalmic optics, diagnostic procedures, surgical procedures, and technical product knowledge
Teach and coach in surgical suites, classrooms, and virtual environments
Conduct technical training and product briefings with customers, vendors, and company representatives
Conduct competitive product analysis and market research
Maintain extensive knowledge of current market conditions
Lead the development of vitreoretinal-specific training covering ocular anatomy, retinal pathology, and core VR surgical procedures (e.g., MIVS, vitrectomy, fluidics management, laser, tamponades, and visualization)
Ensure training content enables strong clinical conversations with vitreoretinal surgeons, operating room staff, and hospital stakeholders
Partner with Clinical, Medical Affairs, and R&D teams to ensure scientific and procedural accuracy across all learning assets
Develop and deploy training focused on capital equipment selling, including system-based value propositions, workflow integration, and economic justification for vitreoretinal platforms
Equip sales teams to sell across the full VR ecosystem, integrating capital, disposables, software, and service into a cohesive customer solution
Incorporate competitive positioning and objection-handling strategies specific to the vitreoretinal capital landscape
Define and execute the global vitreoretinal sales training strategy aligned with Global Franchise, International, and Regional commercial objectives
Create, deliver, and continuously update training for new product launches, including instructor-led training (ILT), e-learning, blended learning, and AI-enabled scenario-based simulations
Ensure consistent curriculum quality, messaging, and execution across regions
Prepare and certify Regional Training Managers on vitreoretinal course curriculum delivery, including clinical application, technical mastery, and selling skills
Benchmark RTM strengths and development needs, providing structured development plans and ongoing coaching
Co-train, audit, and certify RTMs through Train-the-Trainer (TTT) and Vitreoretinal Level 1 and Level 2 programs
Apply adult learning principles, storytelling, and facilitation best practices to maximize learner engagement and retention
Leverage digital learning technologies, simulation tools, and AI-driven role-play scenarios to reinforce 360 Selling behaviors in vitreoretinal use cases
Support global sales meetings, major congresses, and launch events with high-impact vitreoretinal training experiences