Key Account Manager, Wholesale Channel

The Key Account Manager is responsible for achieving sales objectives and growing sales volume for Hoya, Vision Ease, and Seiko wholesale products and services within targeted key (very large potential) accounts as assigned. They are also ultimately responsible for growing our wholesale business and their customer's loyalty through the delivery of products, marketing strategies, service excellence and technical superiority. Essential Duties & Responsibilities: Sales performance and customer relations Developing a trusted advisor relationship with Wholesale customers 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. Consistently achieving established sales goals. Communicating with Regional Sales Managers, RVPs, Senior Director, Strategic Accounts & VP Sales on an ongoing basis regarding plans of action. Account Planning: Monitors and analyzes market 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. Partner with lab personnel to identify and have in-depth understanding of account opportunities and adjust call schedules and business plans accordingly. Trains Customer Service Personnel and partner lab reps on products and promotions. Monitors key competitor activities within the region including understanding competitor pricing in the marketplace, and gathering competitive intelligence that is readily available in the marketplace that is not protected in nature. Communicates with Territory Sales Manager and Regional Sales Manager to implement competitive sales strategies. Manages assigned sales budget with emphasis on sales volume, Cycle Plan initiatives, travel and account seminars Possesses 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 Territory Sales Manager and Regional Sales Manager on a quarterly basis. Effectively utilizes analytical tools and software applications to manage Territory accounts (Cognos, excel, Act and others). Account Selling: Develops customized account programs including but not limited to the following: pricing, coop A&P, shipping, rebates and credit term for review and approval of appropriate department heads. Uses consultative selling approach with customers driving sales and establishing long-term business partnerships. Varies professional selling approach based on segmentation, audience and wholesale's business approach. Conducts and plans highly effective account seminars for large and small audiences. Educates and trains the customers to be proficient with dispensing Hoya's products. Account Service: Anticipates customer needs/issues, addresses proactively, resolves customer issues in a timely manner and uses the opportunity build a stronger relationship. Partners with lab when addressing customer needs while maintaining a professional image. Demonstrates an obsession for customer service through customer involvement. Effectively completes requested tasks from management and corporate office in a timely manner. Key Competencies To perform the job successfully, an individual should demonstrate the following competencies: Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics. Able to use gathered information and analysis to negotiate best available commercial program (For Hoya) with customer. Customer Service - Manages difficult or emotional customer situations professionally; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments. #J-18808-Ljbffr Hoya