Territory Sales Manager

3 days ago

Lewisville, United States HOYA Vision Care Full time
Job Description

PRIMARY RESPONSIBILITIES:
  • Sales performance and customer relations
  • Developing a trusted advisor relationship with the ECP to help them not only grow their branded products sales but their overall business
  • Utilizing corporate tools and applications to document, plan, monitor, and meet sales objectives within their territory
  • Developing and maintaining strong working relationships with their lab partners to ensure successful customer relations and achievement of sales objectives
  • Consistently achieving established sales goals
  • Communicating with Regional Sales Manager on an ongoing basis regarding personal growth, sales results, and plans of action
  • Utilizing the knowledge they gain through ride-withs, call-ins and other communication with their Regional Sales Manager to continually improve and meet overall objectives
Territory Planning:
  • Monitors changes in the market and customer base by conducting an analysis to determine account volume, potential and needs.
  • Partners with lab partners to achieve sales performance targets.
  • Develops and utilizes call schedules and key account business plans to effectively plan territory activities.
  • Partner with lab personnel to identify and have in-depth understanding of account opportunities and adjust call schedules and business plans accordingly.
  • Trains Customer Service Personnel and partner lab reps on Hoya Vision Care's premium branded products and promotions.
  • Monitors key competitor activities within the Territory, collects competitor price lists and sales materials. Communicates with Regional Sales Manager to implement competitive sales strategies.
  • Manages Territory sales budget with emphasis on sales volume, Cycle Plan initiatives, travel and account seminars
Account Planning:
  • Possesses detailed understanding of accounts, opportunities and needs and creates credibility in business planning activities.
  • Builds and implements a strategy for all accounts and creates in depth strategy for key accounts. Reviews plans with Regional Sales Manager on a quarterly basis.
  • Effectively utilizes analytical tools and software applications to manage Territory accounts (Cognos, Excel, Salesforce.com and others).
Account Selling:
  • Uses consultative selling approach with customers, driving sales and establishing long-term business partnership.
  • Varies professional selling approach based on segmentation, audience and ECPs' business approach.
  • Conducts highly effective account seminars for large and small audiences.
  • Educates and trains the ECP's to be proficient with dispensing Hoya Vision Care's key branded products.
  • Helps the ECP
Territory Service:
  • Anticipates customer needs/issues, addresses proactively, resolves customer issues in a timely manner and uses the opportunity build a stronger relationship. Partners with lab when addressing customer needs while maintaining a professional Hoya Vision Care image.
  • Demonstrates an obsession for customer service through customer involvement.
  • Uses Regional Meetings, Ride-withs, Call-ins and the annual review process to identify professional needs and develop skills.
  • Effectively completes requested tasks from management and corporate office in a timely manner.
COMPETENCIES:

To perform the job successfully, an individual should demonstrate the following competencies:
  • Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
  • Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
  • Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
  • Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
  • Judgment - Displays willingness to make decisions; Exhibits sound and accurate judgment; Makes timely decisions.
  • Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence.
  • Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time.
  • Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan.
EDUCATION AND QUALIFICATIONS:
  • Bachelor's degree strongly preferred.
  • Demonstrated sales results with 1 to 3 years sales experience preferred.
  • Demonstrated computer skills.
  • Demonstrated presentation skills.
  • Customer service experience or client relations strongly preferred.
  • 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 schedule and occasional out-of-the-area and overnight travel are expected.
  • Candidates must live in the territory.

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