Territory Sales Manager - NYC
Location: New York City Market
Reports To: District Sales Manager
FLSA Status: Non-Exempt
HOYA Vision Care - North America is seeking an experienced Territory Sales Manager to represent our complete line of optical lenses and laboratory services to the eye care professionals in the New York City market.
The Territory Sales Manager is responsible for achieving sales objectives and growing sales volume for Hoya Vision Care products and services within targeted accounts in an assigned territory. They are also ultimately responsible for growing our 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.
PRIMARY RESPONSIBILITIES:
- Consistently achieving established sales performance and territory metrics.
- Developing a trusted advisor relationship with the ECP to help them not only grow their branded products sales but their overall business.
- Utilizing corporate tools and applications to document, plan, monitor, and meet sales objectives within their territory.
- Developing and maintaining strong working relationships with their lab partners to ensure successful customer relations and achievement of sales objectives.
- Communicating with District Sales Manager on an ongoing basis regarding personal growth, sales results, and plans of action.
- Utilizing the knowledge they gain through ride-withs, call-ins and other communication with their District Sales Manager to continually improve and meet overall objectives.
- Mandatory attendance and successful certification of the Hoya Road to Success (HR2S) Program.
Territory Planning:
- Monitors changes in the market and customer base by conducting an analysis to determine account volume, potential, and needs.
- Partners with lab partners to achieve sales performance targets.
- Develops and utilizes call schedules and key account business plans to effectively plan territory activities.
- Partners with lab and customer service personnel to identify and have an in-depth understanding of account opportunities and adjust call schedules and business plans accordingly.
- Monitors key competitor activities within the Territory, collects competitor price lists and sales materials. Communicate with District Sales Manager to implement competitive sales strategies.
- Manages Territory sales budget with emphasis on sales volume, Cycle Plan initiatives, travel, and account seminars.
Account Planning:
- Possesses a detailed understanding of accounts, opportunities, and needs and creates credibility in business planning activities.
- Builds and implements a strategy for all accounts and creates in-depth strategy for key accounts. Reviews plans with the District Sales Manager on a quarterly basis.
- Effectively utilizes analytical tools and software applications to manage Territory accounts (Power BI, Excel, SFDC, and others).
Account Selling:
- Uses consultative selling approach with customers that drives sales and establishes long-term business partnerships.
- Varies professional selling approach based on segmentation, audience, and ECPs' business approach.
- Conducts highly effective account seminars for large and small audiences.
- Educates and trains the ECP's to be proficient with dispensing Hoya Vision Care's key branded products.
Territory Service:
- Anticipates customer needs/issues, addresses proactively, resolves customer issues in a timely manner and uses the opportunity to build a stronger relationship. Partners with the lab when addressing customer needs while maintaining a professional Hoya Vision Care image.
- Demonstrates a passion for customer service through customer involvement.
- Uses District Meetings, Ride-withs, Call-ins, and the annual review process to identify professional needs and develop skills.
- Effectively completes requested tasks from management and corporate office in a timely manner.
EDUCATION AND QUALIFICATIONS:
- Bachelor's degree strongly preferred.
- Optical Knowledge Preferred.
- Demonstrated sales results with 1 to 3 years of sales experience preferred.
- Demonstrated computer skills including familiarity with SFDC.
- Demonstrated presentation and communication 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.
Applicants who are offered a job with HOYA Vision Care will be tested for drugs as part of the post-job offer employment screening process.
At HOYA, our foundation is built upon a diverse and inclusive work environment. Together, our differences are key to maintaining an inclusive culture that supports and inspires employee's uniqueness. Our differences ignite our innovation and connects us to our diverse customers and communities we serve. We're passionate about maintaining an inclusive work environment, not only because it's the right thing to do, it promotes and celebrates differences. We are also committed to providing equal opportunity to people of all races, ethnicities, religions, genders, sexual orientations, gender identifications, disabilities, ages, philosophies, and veteran statuses at all levels of the organization.
Hoya and Seiko Optical is committed to providing equal opportunity in all employment practices, including but not limited to selection, hiring, promotion, transfer and compensation to all qualified applicants and employees without regard to age, race, color, national origin, religion, gender, handicap or disability, or any other category protected by federal state or local law.
