Territory Sales Manager - Alabama

Hoya Vision Care; Lewisville (TX); On-site; USD 70,000 - 110,000; Full time

Job summary

Hoya Vision Care is seeking a Territory Sales Manager to drive sales growth in the designated territory and expand our Eye Care Professional network. This role focuses on building lasting relationships with ECPs and delivering our branded products and services.

You will use data-driven planning and collaborate with Lab Partners, Customer Service, Marketing and Revenue Management to meet targets. Expect travel across the territory and a strong focus on customer experience and growth.

Qualifications

• Bachelor’s degree preferred, with 1–3 years sales experience.
• Optical knowledge helps understanding vision care.
• Must have valid driver’s license and access to a vehicle.
• Willing to travel up to 90% of the time.
• Proven sales results and ability to prospect.

Responsibilities

• Meet or exceed sales targets and territory performance.
• Prospect new Eye Care Professional accounts and grow existing ones.
• Use Sales Force and Power BI to plan territory activities.
• Build trusted advisor relationships with ECPs.
• Collaborate with Lab Partners, Customer Service, Marketing and others to ensure sales objectives.
• Manage territory budget and expenses.
• Develop and manage customer pipeline with partners.

Skills

Communicates Effectively

Sales Strategy

Prospecting

Customer Relationship

Account Management

Sales Forecasting

Data-Driven

Education

Bachelor’s degree preferred

1–3 years sales experience

Optical knowledge

Computer and presentation skills

Valid driver’s license

Access to a vehicle

Willing to travel up to 90%

MVR check

Flexible work schedules

Territory residency

Tools

Sales Force

Power BI

Job description

The Territory Sales Manager (TSM) is responsible for achieving sales objectives and growing sales volume for Hoya Vision Care products in an assigned territory while delivering an exceptional customer experience. TSMs add new Eye Care Professional (ECP) accounts, growing our existing ECP’s business and their customer’s loyalty through the delivery of Hoya Vision Care’s branded products, marketing strategies, service excellence and technical superiority.

Qualified Candidates will be able to demonstrate their proven ability to execute strategy, prospect for new accounts and deliver new business acquisitions for the territory in which they apply. Successful Candidates have experience driving to meet Customers in person, daily and must reside in the Territory to be considered for this role. The territory is Alabama. (Candidates must live in territory).

Not Exclusive

The duties outlined in this document are not limited to what is presented and are not exclusive. You may be asked from time to time to perform additional duties by your supervisor.

Primary Responsibilities

• Leverages Business Acumen to consistently meet or exceed established sales targets and territory performance through account prospecting, new business acquisition, and execution of metrics including managing monthly budget
• Establishes customer relationships through a consultative sales approach and develops a trusted advisor relationship with the ECP to enable growth of their branded product sales and their overall business
• Utilizes corporate tools and applications to effectively plan territory strategies, document key actions, monitor progress and achieve sales objectives
• Collaborates closely with Lab Partners, Customer Service, Marketing, Revenue Management and other internal departments to ensure successful customer relations and achievement of sales objectives
• Exhibits a growth-oriented mindset by actively seeking and applying feedback via ongoing communication with their District Sales Manager, demonstrating openness to coaching and a commitment to continuous improvement

Territory Planning and Execution

• Manages territory sales budget with emphasis on sales volume and strategic initiatives while effectively managing expenses
• Opens new opportunities through account prospecting and creating new business acquisitions via cold calls and effective analysis
• Utilizes tools including Sales Force and Power BI to effectively plan and carry out territory activities to drive sales
• Develops and manages the customer pipeline to project future sales volume in collaboration with Business partners
• Varies professional selling approach based on segmentation, audience and ECPs’ business needs
• Accountable for detailed business plans customized for the customer including the business plan with clear and measurable goals
• Analyzes performance outcomes, adjusts business plans accordingly, and develops strategic initiatives for all accounts; collaborates with the District Sales Manager to review and refine plans on a quarterly basis

Account Management

• Maximizes Customer loyalty through monitoring marketplace trends, competitor activities, customer demographics and needs to identify opportunities and bring value to customers
• Trains existing and prospective accounts on Hoya Vision Care’s premium branded products and promotions through ongoing communication and touchpoints
• Helps the ECP improve their Customer’s experience through evaluation, observation and identification of customer touch point
• Routinely provide updates regarding products, pricing, timely customer feedback and HOYA Business Reviews

Competencies

• Communicates Effectively - Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different customers
• Initiates Compelling Sales Conversations - Adds value through Perspective, confirms customer understanding, researches and plans for sales interactions through focusing on outcomes, leverages pre-call prep, proposes mutually valuable agenda, provides context for conversations
• Customer Focused - Accurately identifies and understands the key buying influences pertaining to an opportunity, assesses buyer’s feelings about the proposed solution, assesses buyer's sense of urgency and readiness, identifies all buyers and their level of influence, leverages a strategic coach to support the partner relationship, seeks to understand each buyer's desired business results and concerns, builds strong customer relationships and delivers customer solutions
• Understands Buying Influencer Needs- A ssesses channel relationship needs and expectations, determines the root of buyer needs, seeks buyer need priorities, seeks to understand buyer needs, uncovers buyer’s goals
• Ensures Accountability- Holds self and others accountable to meet commitments
• Sales Data Management - Works at a basic level to collect, analyze, and interpret sales data from various sources to understand customer behavior, identify sales trends and opportunities, measure sales performance against targets, and inform data-driven sales strategies. Focusses on Revenue Forecasting, Sales Channel Performance, Sales Conversion Rates, Sales Pipeline Analysis
• Work Scheduling and Allocation – Organizes own work schedule each day in alignment with changing priorities through effective time management

Education And Qualifications

• Bachelor’s degree preferred
• Demonstrated sales results with 1 to 3 years sales experience
• Optical knowledge and experience are valuable for understanding the complexities of vision care
• Computer and presentation skills (Microsoft Suite)
• 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 schedules and occasional out-of-the-area and overnight travel are expected
• Candidates must live in the territory

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this Job, the employee is frequently required to sit, walk and drive. The employee is occasionally required to stand and walk. The employee must frequently lift and/or move 10 pounds and occasionally up to 25 pounds.