Senior BDM – Myopia Management (south of Italy)

Senior BDM – Myopia Management (south of Italy)

Job Description
The Senior BDM MM acts as the subject matter expert and is accountable for MiSight / Myopia management sales targets within a defined geographical area. Alongside their Regional Account Manager, they lead the myopia management approach for the region, working closely with field sales and professional affairs consultants to maximize myopia management opportunities through education, relationship building, marketing and sales support to each targeted store. This position requires an expert level of customer relationship and business development, myopia management and contact lens category knowledge, product knowledge, sales, communication and optometry skills to partner and coach customers and sales team members, driving MiSight sales and building customer adoption.

Effectively plan territory coverage, working in the field sales team, collaborating with RAMs and PA to build existing and new business relationships with targeted customers to develop and deliver agreed plans on Myopia Management in line with CV objectives. The Senior BDM MM needs to have excellent communication skills as a key part of the role is working in collaboration with the territory BDM to dovetail plans, strategies, and communication with customers.

Responsibilities

• Drive activation and adoption of myopia management product(s) within targeted accounts to deliver sales objectives and targeted sales call levels.
• Build and maintain strong partnerships with CV customer business teams to execute plans for myopia category growth, working with customer Regional Managers to deliver MiSight activation.
• Work in close partnership with RAM on target accounts to ensure a seamless and connected experience for the customers that is best in class.
• Build, maintain, and lead strong relationships with peers, other members of the sales team, sales leadership, strategic customers team, sales support and commercial management teams to gain their support in executing customer objectives.
• Build a deep clinical knowledge of myopia management, including MiSight 1 day contact lenses and all other CV myopia management products as well as competitor products. Demonstrate at expert level an ability to position CV myopia management products against the competition as well as grow the myopia category.
• Be the primary myopia contact for assigned customers at all levels as they implement myopia management into their practices to achieve agreed sales targets and KPIs.
• Interpret clinical studies and market data to add credibility, overcome objections and influence the sales process in a compelling manner.
• Identify and share best practices, opportunities and challenges with peers and market myopia management leadership team.
• Demonstrate exceptional selling skills, business acumen, presentation and communication skills to influence the customer process/journey to deliver success.
• Organize and deliver all regional and store level Myopia and MiSight training programmes, liaising with PA, internal and external contacts to drive adoption of MiSight & myopia management.
• Train and update the regional sales teams on new initiatives, approaches and information within the myopia management category and CV myopia management business.
• Demonstrate a high level of flexibility to specific customers' business models and needs.
• Fully understand each customer's business and complete in-depth business reviews with targeted customers to best assess how to implement myopia management.
• Develop specific action plans for each assigned customer based on CV myopia management using supporting tools to achieve growth.
• Lead local marketing plans and category initiatives with customers resulting in documented success and positive return on investment.
• Utilize the full portfolio of CV value add services to gain and retain business.
• Deliver effective and engaging in-store training/coaching to motivate and change ECP fitting habits.
• Represent CV at seminars, exhibitions and meetings as required.
• Attend all sales meetings to ensure understanding of company direction, action plans and required performance.

Key Performance Indicators: to meet or exceed agreed targets by customer/brand and account penetration within territory by effectively selling Cooper Vision products and services within agreed time scales.

Qualifications

• Strong relationship builder with excellent inter-personal skills to effectively influence.
• Excellent organizational and planning skills.
• Enthusiastic, engaged and supportive of all CVI initiatives.
• Able to grasp and communicate complex clinical concepts and data.
• Highly proactive and able to work successfully alone as well as in a team.
• Exceptional verbal and written communication skills; fluent level of English language – written and spoken.
• Ability to manage a large geographical sales area.
• Works well under pressure.
• Self-motivated with the ability to prioritize and organize effectively.
• Results orientated, entrepreneurial, tenacious and resilient.
• Able to effectively identify, evaluate and assimilate information to make quality decisions.
• Ability to deliver training and presentations to various sized groups.
• Use of all Microsoft Office suite of tools and Salesforce at intermediate to advanced level.
• Full, clean driving license required.

Experience

• 5-10 years optical industry experience required with knowledge of MM preferable.
• Knowledge of Retail landscape and experience beneficial.
• Experience and demonstrated skills in developing and delivering customer business plans.