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Territory Sales Manager

1 month ago

Lewisville, Texas, United States HOYA Vision Care Full time
Job Description

As a Territory Sales Manager at HOYA Vision Care, you will be responsible for driving sales growth and building strong relationships with our customers. Your primary responsibilities will include:

  • Developing and maintaining a trusted advisor relationship with our customers to help them grow their business
  • Utilizing corporate tools and applications to document, plan, monitor, and meet sales objectives within your territory
  • Developing and maintaining strong working relationships with our lab partners to ensure successful customer relations and achievement of sales objectives
  • Consistently achieving established sales goals
  • Communicating with our Regional Sales Manager on an ongoing basis regarding personal growth, sales results, and plans of action
Territory Planning

You will be responsible for monitoring changes in the market and customer base by conducting an analysis to determine account volume, potential, and needs. You will also partner with lab partners to achieve sales performance targets and develop and utilize call schedules and key account business plans to effectively plan territory activities.

You will also be responsible for training Customer Service Personnel and partner lab reps on HOYA Vision Care's premium branded products and promotions. Additionally, you will monitor key competitor activities within the Territory, collect competitor price lists and sales materials, and communicate with our Regional Sales Manager to implement competitive sales strategies.

Account Planning

You will possess a detailed understanding of accounts, opportunities, and needs and create credibility in business planning activities. You will build and implement a strategy for all accounts and create in-depth strategies for key accounts. You will review plans with our Regional Sales Manager on a quarterly basis and effectively utilize analytical tools and software applications to manage Territory accounts.

Account Selling

You will use a consultative selling approach with customers, driving sales and establishing long-term business partnerships. You will vary your professional selling approach based on segmentation, audience, and ECPs' business approach. You will conduct highly effective account seminars for large and small audiences and educate and train ECPs to be proficient with dispensing HOYA Vision Care's key branded products.

Territory Service

You will anticipate customer needs/issues, address them proactively, resolve customer issues in a timely manner, and use the opportunity to build a stronger relationship. You will partner with lab when addressing customer needs while maintaining a professional HOYA Vision Care image. You will demonstrate an obsession for customer service through customer involvement and use Regional Meetings, Ride-withs, Call-ins, and the annual review process to identify professional needs and develop skills.

Competencies

To perform this job successfully, you 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.