Optical Sales Consultant

Optical Sales Consultant (Richmond, VA)

JOB RESPONSIBILITIES

The Optical Sales Consultant will provide value-added services to Eye Care Practitioners by putting into practice consultative sales methodologies learned through participation in the ABB sales training program. In this role you will focus on deepening the relationship within targeted Key Accounts in your assigned territory for the purpose of growing and/or earning their business. As an Optical Sales Consultant you will be responsible for driving sales within each of the ABB pillars, with the goal of meeting sales forecasts, achieving quotas and driving margin/profit by selling the full line of optical products and services to existing customers and identified potential targets assigned to you reporting to the Regional Sales Manager.

ABB Optical Group Optical Sales Consultants call on Eye Care Professionals, including Optometrists, Ophthalmologists, and Opticians. Your role will be to provide value-added services involving contact lenses, optical lab services, and business solutions by using consultative selling skills to grow their practice margins and profit associated with ABB Pillars of products and services.

This is a field-based outside sales role, requiring daily face-to-face interactions with key accounts and approximately 30% overnight travel. The ideal candidate must live in the designated territory.

Essential Roles & Responsibilities

• Achieve quarterly sales objectives though a consultative selling approach focused on conducting face-to-face meetings with new, potential, and established accounts.
• Responsible for managing a book of existing business inclusive of the largest and most valuable ABB Customers by delivering the right designated message(s) with the right amount of call frequency.
• Increase territory revenues and profit through the development of existing accounts and cold calling new account prospects from designated sources.
• Ability to manage multiple product lines and increase revenue by strategically cross-selling within existing accounts to grow revenue and meet sales goals.
• Negotiate customer service agreements and contracts to document critical terms and conditions that will outline the ABB-Customer working relationship.
• Conduct quarterly business reviews with each account to review product and services that will meet account needs and help customers achieve their business development goals.
• Will be required to build positive business relationships with key office/staff personnel providing various predetermined product/service training sessions when appropriate.
• Build and maintain a productive business relationship with the top 4 leading Soft Contact Lens manufacturer's representatives on a monthly and or quarterly basis to discuss account opportunities regarding their respective products. Engage with the top optical lab manufacture's where appropriate.
• Will be required to consistently track customer & prospect interaction in HubSpot (CRM) and execute marketing activities and promotions to maximize sales results with assigned and targeted accounts
• Ability to collaborate with internal partners. This role will require excellent communication and collaboration with colleagues in Lab and Business Solutions pillars
• Maintain high accuracy level on company pricing, policies, and procedures.
• Inform current and potential customers of products, promotions, and services to generate new business or to increase business.
• Ability to routinely analyze sales data and reports to understand market trends impacting current business and identify account/territory business opportunities. Proficiency with Excel and HubSpot will be required and essential.
• Create and execute a comprehensive quarterly Territory Business Plan; including targeting based on company analytics, sales reports, and collaboration with sales management. To include establishing the appropriate number of designated territory "zones" to be managed on a quarterly basis to ensure proper call coverage.
• Plan and conduct weekly meetings with ECPs and other decision makers based on business strategy, best practices, and sales leadership direction.
• Must follow up on all leads in a timely (within 24-48 hours) manner and track progress with detailed information.
• Inform and promote industry information within the team environment; communicate with business partners from outside companies.
• The need to attend various local/state and or national conventions and or optical oriented meetings.
• Expected to provide a detail update on territory's status with Regional Sales Manager minimally every other week. Discussing overall sales results, challenges and or territory key accounts as well as any specific predetermined personal development.
• Proactively review, complete any regional and or national assigned training and development courses within the designated period.
• Adhere to all company sales policy and guidelines.

Supervisory Responsibilities: None

QUALIFICATIONS

Required Qualifications

• Bachelor's Degree or equivalent.
• Minimum 3 years of current field-based, business-to-business related sales experience or 3 years of experience in an optical retail setting with responsibility for driving sales and meeting revenue goals.
• Must possess a valid state motor vehicle operator's license.
• Intermediate skills with general PC usage and applications, particularly Excel, Microsoft TEAMs, Outlook, Power Point, Word, etc.
• Experience using Client Relationship Management (CRM) software. (Salesforce, HubSpot, etc.)
• This is a field-based position requiring daily in-person visits to customer accounts.
• Overnight travel may be required, approximately 30-50% depending on geography. Travel will be as needed to attend customer appointments, internal meetings, and industry conferences.

Desired Qualifications

• Experience calling on Eye Care Professionals such as Optometrists, Ophthalmologists, and Opticians.
• Experience promoting Vision Care products such as Contact Lenses, Eyeglass lenses and/or frames, or other eye health/vision related products.
• Experience as an optician or working in an optical or eyecare setting
• Current territory management experience (managing a base of accounts) with a quota assignment (3+ years)
• Demonstrated job progression in a sales or marketing role.
• A record of sales achievement in previous roles including promotions, awards, and recognitions.

For US Candidates

The anticipated base pay range for this position is $70,000 to $85,000.

Employee pay is determined by multiple factors, including geography, experience, qualifications, skills and local minimum wage requirements. In addition, you may also be offered a competitive bonus and/or commission plan.

Employees and/or eligible dependents may be eligible to participate in the following Company sponsored employee benefit programs: medical, dental, vision, life insurance, group life insurance, voluntary supplemental life insurance, supplemental health benefits (critical illness, hospital, accident), short- and long-term disability, paid family leave (applicable states), 401k, tuition reimbursement, eyewear discounts.

US employees are eligible for the following time off benefits:

• Vacation and/or Sick time

• Holiday pay

• Birthday PTO

Upon request and consistent with applicable laws, ABB Optical will provide reasonable accommodations to individuals with disabilities who need assistance in the application and hiring process. To request a reasonable accommodation, (be sure to provide your name and contact information so that we may follow up in a timely manner) or email

ABB Optical is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

The compensation and benefits information set forth in this posting applies to candidates hired in the United States. Candidates hired outside the United States will be eligible for compensation and benefits in accordance with their local market.

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