National Key Account Manager
EssilorLuxottica SA, Dallas, TX, United States
National Key Account Manager
Brand: Essilor and Subsidiaries Location: Dallas, TX, US, 75237 Position: Full-Time Total Rewards: Benefits/Incentive Information Essilor Instruments provides seamless access to state-of-the-art products, with a focus on customer satisfaction by setting new standards of excellence in the industry. Our solutions highlight eye care professionals' expertise and meet their business needs, by providing innovative solutions and technologies, ensuring patients' quality care. Through this continuous innovation, we own a leading position in major categories such as finishing equipment, eye health assessment, eye refraction and fitting measurements. Essilor Instruments is part of EssilorLuxottica, a global leader in the design, manufacture and distribution of world-class vision care products, including iconic eyewear, advanced lens technology and cutting-edge digital solutions. Join our global community of over 200,000 dedicated employees around the world in driving the transformation of the eyewear and eyecare industry. GENERAL FUNCTION The National Account Manager (NAM) leads enterprise sales & national account strategy for a portfolio of high-value ophthalmology, optometry, buying group, & enterprise customers within the Instruments Division. This role is accountable for driving capital equipment revenue growth, expanding market share, and securing long-term partnerships across diagnostic & imaging platforms. The NAM develops & executes national growth plans, negotiates complex multi-year agreements, & delivers data-driven insights to executive stakeholders. Serving as the primary commercial liaison between national customers & cross-functional teams (Sales, Service, Marketing, Finance, Legal, Operations, Executive Leadership), the NAM ensures disciplined execution, margin integrity, & best-in-class customer experience. MAJOR DUTIES & RESPONSIBILITIES Strategic Account Leadership Develop & execute national account strategies to grow capital equipment revenue & expand share of wallet. Serve as the primary commercial lead for assigned enterprise & national accounts. Identify & secure new national customers, including IDNs, consolidators, franchise networks, & large ophthalmology/optometry groups. Build expansion plans for underpenetrated markets & emerging accounts. Contracting & Commercial Execution Lead negotiations for high-value capital equipment agreements, bundled solutions, rebate programs, & multi-year contracts. Align pricing strategy & margin objectives with Finance & Leadership. Ensure compliance with pricing governance, approval workflows, & contractual standards. Executive Engagement & Analytics Conduct executive-level Quarterly Business Reviews (QBRs) utilizing financial analysis, performance dashboards, & growth projections. Analyze sales trends, pricing performance, margin impact, & competitive positioning. Deliver executive-ready presentations & strategic proposals. Maintain accurate forecasting, pipeline visibility, & revenue projections through CRM discipline. Cross-Functional Collaboration Partner with Field Sales & National Sales Managers to drive coordinated account penetration. Collaborate with Marketing, Service, Finance, & Operations to ensure successful contract implementation & customer satisfaction. Represent the organization at national trade shows, conferences, & enterprise customer events. BASIC QUALIFICATIONS 7+ years of national account management or enterprise business development experience within medical device, ophthalmic equipment, or healthcare capital equipment industries. Demonstrated success acquiring & expanding enterprise-level accounts. Proven experience managing long-cycle capital equipment sales. Advanced proficiency in Excel (financial modeling, forecasting, margin analysis) & PowerPoint (executive presentations). CRM experience (e.g., Salesforce) with disciplined pipeline management. Strong executive presence & stakeholder management skills. Ability to travel nationally up to 4050%. PREFERRED QUALIFICATIONS Bachelor's degree in business, Finance, Marketing, Healthcare Administration, or related field. Experience with ophthalmic diagnostic equipment, imaging systems, or other capital medical technologies.
Brand: Essilor and Subsidiaries Location: Dallas, TX, US, 75237 Position: Full-Time Total Rewards: Benefits/Incentive Information Essilor Instruments provides seamless access to state-of-the-art products, with a focus on customer satisfaction by setting new standards of excellence in the industry. Our solutions highlight eye care professionals' expertise and meet their business needs, by providing innovative solutions and technologies, ensuring patients' quality care. Through this continuous innovation, we own a leading position in major categories such as finishing equipment, eye health assessment, eye refraction and fitting measurements. Essilor Instruments is part of EssilorLuxottica, a global leader in the design, manufacture and distribution of world-class vision care products, including iconic eyewear, advanced lens technology and cutting-edge digital solutions. Join our global community of over 200,000 dedicated employees around the world in driving the transformation of the eyewear and eyecare industry. GENERAL FUNCTION The National Account Manager (NAM) leads enterprise sales & national account strategy for a portfolio of high-value ophthalmology, optometry, buying group, & enterprise customers within the Instruments Division. This role is accountable for driving capital equipment revenue growth, expanding market share, and securing long-term partnerships across diagnostic & imaging platforms. The NAM develops & executes national growth plans, negotiates complex multi-year agreements, & delivers data-driven insights to executive stakeholders. Serving as the primary commercial liaison between national customers & cross-functional teams (Sales, Service, Marketing, Finance, Legal, Operations, Executive Leadership), the NAM ensures disciplined execution, margin integrity, & best-in-class customer experience. MAJOR DUTIES & RESPONSIBILITIES Strategic Account Leadership Develop & execute national account strategies to grow capital equipment revenue & expand share of wallet. Serve as the primary commercial lead for assigned enterprise & national accounts. Identify & secure new national customers, including IDNs, consolidators, franchise networks, & large ophthalmology/optometry groups. Build expansion plans for underpenetrated markets & emerging accounts. Contracting & Commercial Execution Lead negotiations for high-value capital equipment agreements, bundled solutions, rebate programs, & multi-year contracts. Align pricing strategy & margin objectives with Finance & Leadership. Ensure compliance with pricing governance, approval workflows, & contractual standards. Executive Engagement & Analytics Conduct executive-level Quarterly Business Reviews (QBRs) utilizing financial analysis, performance dashboards, & growth projections. Analyze sales trends, pricing performance, margin impact, & competitive positioning. Deliver executive-ready presentations & strategic proposals. Maintain accurate forecasting, pipeline visibility, & revenue projections through CRM discipline. Cross-Functional Collaboration Partner with Field Sales & National Sales Managers to drive coordinated account penetration. Collaborate with Marketing, Service, Finance, & Operations to ensure successful contract implementation & customer satisfaction. Represent the organization at national trade shows, conferences, & enterprise customer events. BASIC QUALIFICATIONS 7+ years of national account management or enterprise business development experience within medical device, ophthalmic equipment, or healthcare capital equipment industries. Demonstrated success acquiring & expanding enterprise-level accounts. Proven experience managing long-cycle capital equipment sales. Advanced proficiency in Excel (financial modeling, forecasting, margin analysis) & PowerPoint (executive presentations). CRM experience (e.g., Salesforce) with disciplined pipeline management. Strong executive presence & stakeholder management skills. Ability to travel nationally up to 4050%. PREFERRED QUALIFICATIONS Bachelor's degree in business, Finance, Marketing, Healthcare Administration, or related field. Experience with ophthalmic diagnostic equipment, imaging systems, or other capital medical technologies.