Key Account Manager

Volk Optical Inc.; Michigan; Remote; USD 90,000 - 120,000; Full time

Job summary

A leading optical solutions provider is seeking a Key Account Manager to drive sales of ophthalmic lenses in the US and Canada. This role emphasizes building long-term customer relationships and requires a minimum of 4 years' experience in B2B sales, particularly in the ophthalmic sector. Candidates should possess a Bachelor's degree and be prepared for approximately 75% travel. The position offers a full-time employment opportunity focused on sales and business development. Competitive advantages for candidates near major airports are noted.

Qualifications

• At least 4 years of experience building, managing, and growing B2B sales.
• Minimum 4 years sales experience in ophthalmic/optics medical devices.
• Previous sales leadership and/or sales training experience preferred.
• Bachelor's degree in Science, Engineering, or Business.

Responsibilities

• Own and grow large and mid-size distributor accounts.
• Serve as the primary commercial contact for customers.
• Drive sales by understanding customer needs and workflows.
• Collaborate with cross-functional teams to execute launches.
• Identify new business opportunities including upselling.
• Identify new business opportunities including upselling and portfolio expansion.
• Manage forecasts, pipelines, and reporting; provide leadership with insights on trends and risks.
• Lead negotiations on pricing and terms within approved guidelines.
• Support product education and training for customers and internal teams, including clinical and technical aspects.
• Monitor market dynamics and competitive activity to inform strategy.

Skills

B2B sales management

Ophthalmic/optics medical device sales

Account management

Contract negotiation

Education

Bachelor's degree in Science, Engineering, or Business

Job description

We’re looking for a Key Account Manager to drive sales of ophthalmic lenses and related solutions in the US and Canada. The role focuses on building trusted partnerships, driving revenue growth, and collaborating with cross‑functional teams.

Responsibilities

• Own and grow large and mid‑size distributor accounts through strategic account plans, joint business reviews, and targeted growth initiatives.
• Serve as the primary commercial point of contact for customers, building long‑term relationships.
• Drive sales of ophthalmic lenses by understanding customer needs, clinical preferences, and practice workflows.
• Protect and enhance premium brand positioning through value‑based selling, pricing discipline, and contract management.
• Collaborate with Marketing, Product Management, Customer Service, and Sales Operations to execute launches, promotions, and account‑specific programs.
• Identify new business opportunities including upselling, cross‑selling, and portfolio expansion.
• Manage forecasts, pipelines, and reporting with accuracy and consistency; provide insights to leadership on trends, risks, and opportunities.
• Lead negotiations, including pricing, agreements, and terms, within approved guidelines.
• Support product education and training for customers and internal teams, including clinical and technical aspects of ophthalmic lenses.
• Monitor market dynamics, competitor activity, and customer feedback to inform strategy and continuous improvement.
• Ensure compliance with applicable regulations, quality standards, and company policies.

Qualifications

• At least 4 years of experience building, managing, and growing B2B sales/distributor sales.
• Minimum 4 years sales experience in ophthalmic/optics medical device with a proven track record driving growth in distributor channels.
• Previous sales leadership and/or sales training experience preferred.
• A Bachelor’s degree in Science, Engineering, or Business.

Travel

Requires approximately 75% travel, predominantly by air. Candidates located near major cities/airports within the region have an advantage.

Seniority level: Mid‑Senior level
Employment type: Full‑time
Job function: Sales and Business Development
Industry: Ophthalmic Diagnostic and Surgical Lenses