Territory Sales Manager - VA Beach/Richmond, VA (Must live in Richmond)

Position PurposeThe Territory Sales Manager 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. They are also ultimately responsible for adding 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 ability to execute strategy, account prospecting and new business acquisition for the territory in which they apply. Candidates must reside in the Territory to be considered for this role. This is a remote position located in VA Beach / Richmond, VA.Not ExclusiveThe 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 ResponsibilitiesLeverages 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 budgetEstablishes 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 businessUtilizes corporate tools and applications to effectively plan territory strategies, document key actions, monitor progress and achieve sales objectivesCollaborates closely with Lab Partners, Customer Service, Marketing, Revenue Management and other internal departments to ensure successful customer relations and achievement of sales objectivesExhibits 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 improvementTerritory Planning and ExecutionManages territory sales budget with emphasis on sales volume and strategic initiatives while effectively managing expensesOpens new opportunities through account prospecting and creating new business acquisitions via cold calls and effective analysisUtilizes tools including Sales Force and Power BI to effectively plan and carry out territory activities to drive salesDevelops and manages the customer pipeline to project future sales volume in collaboration with Business partnersVaries professional selling approach based on segmentation, audience and ECPs' business needsAccountable for detailed business plans customized for the customer including the business plan with clear and measurable goalsAnalyzes 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 basisAccount ManagementMaximizes Customer loyalty through monitoring marketplace trends, competitor activities, customer demographics and needs to identify opportunities and bring value to customersTrains existing and prospective accounts on Hoya Vision Care's premium branded products and promotions through ongoing communication and touchpointsHelps the ECP improve their Customer's experience through evaluation, observation and identification of customer touch pointRoutinely provide updates regarding products, pricing, timely customer feedback and HOYA Business ReviewsCompetenciesTo perform the job successfully, an individual should demonstrate the following competencies:Communicates Effectively - Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different customersInitiates 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 conversationsCustomer 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 solutionsUnderstands 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 goalsEnsures Accountability - Holds self and others accountable to meet commitmentsSales 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 AnalysisWork Scheduling and Allocation – Organizes own work schedule each day in alignment with changing priorities through effective time managementEducation and QualificationsBachelor's degree preferredDemonstrated sales results with 1 to 3 years sales experienceOptical knowledge and experience are valuable for understanding the complexities of vision careComputer 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 timeCapable of driving for an extended period under a variety of conditions and spending extended periods sitting in the vehicleMust have an acceptable Motor Vehicle Record (MVR) per Hoya's MVR policy as driving is an essential job functionFlexible work schedules and occasional out-of-the-area and overnight travel are expectedCandidates must live in the territoryPhysical DemandsThe 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.J-18808-Ljbffr