Position Purpose
The Territory Sales Manager is responsible for achieving sales objectives and growing sales volume for Hoya Vision Care products in an assigned territory while delivering an exceptional customer experience. They are also ultimately responsible for adding new Eye Care Professional (ECP) accounts, growing our existing ECP’s business and their customer’s loyalty through the delivery of Hoya Vision Care’s branded products, marketing strategies, service excellence and technical superiority. Qualified Candidates will be able to demonstrate their ability to execute strategy, account prospecting and new business acquisition for the territory in which they apply. Candidates must reside in the Territory to be considered for this role. This is a remote position located in Central Jersey. Ideal Candidate will reside in Central Jersey.
Not Exclusive
The duties outlined in this document are not limited to what is presented and are not exclusive. You may be asked from time to time to perform additional duties by your supervisor.
Primary Responsibilities
- Leverages Business Acumen to consistently meet or exceed established sales targets and territory performance through account prospecting, new business acquisition, and execution of metrics including managing monthly budget
- Establishes customer relationships through a consultative sales approach and develops a trusted advisor relationship with the ECP to enable growth of their branded product sales and their overall business
- Utilizes corporate tools and applications to effectively plan territory strategies, document key actions, monitor progress and achieve sales objectives
- Collaborates closely with Lab Partners, Customer Service, Marketing, Revenue Management and other internal departments to ensure successful customer relations and achievement of sales objectives
- Exhibits a growth-oriented mindset by actively seeking and applying feedback via ongoing communication with their District Sales Manager, demonstrating openness to coaching and a commitment to continuous improvement
Territory Planning and Execution
- Manages territory sales budget with emphasis on sales volume and strategic initiatives while effectively managing expenses
- Opens new opportunities through account prospecting and creating new business acquisitions via cold calls and effective analysis
- Utilizes tools including Sales Force and Power BI to effectively plan and carry out territory activities to drive sales
- Develops and manages the customer pipeline to project future sales volume in collaboration with Business partners
- Varies professional selling approach based on segmentation, audience and ECPs’ business needs
- Accountable for detailed business plans customized for the customer including the business plan with clear and measurable goals
- Analyzes performance outcomes, adjusts business plans accordingly, and develops strategic initiatives for all accounts; collaborates with the District Sales Manager to review and refine plans on a quarterly basis
Account Management
- Maximizes Customer loyalty through monitoring marketplace trends, competitor activities, customer demographics and needs to identify opportunities and bring value to customers
- Trains existing and prospective accounts on Hoya Vision Care’s premium branded products and promotions through ongoing communication and touchpoints
- Helps the ECP improve their Customer’s experience through evaluation, observation and identification of customer touch point
- Routinely provide updates regarding products, pricing, timely customer feedback and HOYA Business Reviews
Competencies
To perform the job successfully, an individual should demonstrate the following competencies:
- Communicates Effectively - Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different customers
Initiates Compelling Sales Conversations - Adds value through Perspective, confirms customer understanding, researches and plans for sales interactions through focusing on outcomes, leverages pre-call prep, proposes mutually valuable agenda, provides context for conversations
Customer Focused - Accurately identifies and understands the key buying influences pertaining to an opportunity, assesses buyer’s feelings about the proposed solution, assesses buyer's sense of urgency and readiness, identifies all buyers and their level of influence, leverages a strategic coach to support the partner relationship, seeks to understand each buyer's desired business results and concerns, builds strong customer relationships and delivers customer solutions
Understands Buying Influencer Needs- Assesses channel relationship needs and expectations, determines the root of buyer needs, seeks buyer need priorities, seeks to understand buyer needs, uncovers buyer’s goals
Ensures Accountability-Holds self and others accountable to meet commitments
Sales Data Management - Works at a basic level to collect, analyze, and interpret sales data from various sources to understand customer behavior, identify sales trends and opportunities, measure sales performance against targets, and inform data-driven sales strategies. Focusses on Revenue Forecasting, Sales Channel Performance, Sales Conversion Rates, Sales Pipeline Analysis
Work Scheduling and Allocation – Organizes own work schedule each day in alignment with changing priorities through effective time management
Qualifications:
Education and Qualifications
Bachelor’s degree preferred
Demonstrated sales results with 1 to 3 years sales experience
Optical knowledge and experience are valuable for understanding the complexities of vision care
Computer and presentation skills (Microsoft Suite)
Must have a valid driver’s license, valid auto insurance coverage, and access to a vehicle.
Capable of regularly operating a vehicle for an extended period to travel the territory up to 90% of the time
Capable of driving for an extended period under a variety of conditions and spending extended periods sitting in the vehicle
Must have an acceptable Motor Vehicle Record (MVR) per Hoya’s MVR policy as driving is an essential job function
Flexible work schedules and occasional out-of-the-area and overnight travel are expected
Candidates must live in the territory
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this Job, the employee is frequently required to sit, walk and drive. The employee is occasionally required to stand and walk. The employee must frequently lift and/or move 10 pounds and occasionally up to 25 pounds.
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