Territory Sales Manager - Alabama

Overview

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 existing ECPs' business and their customers' loyalty through Hoya Vision Care's branded products, marketing strategies, service excellence and technical superiority.
Qualified candidates will demonstrate the ability to execute strategy, prospect for new accounts, and deliver new business acquisitions for the territory. Successful candidates have experience meeting customers in person daily and must reside in the territory. The territory is Alabama (candidates must live in territory).
Primary Responsibilities and Territory Planning and Execution are described below.
Primary Responsibilities

Leverages business acumen to consistently meet or exceed sales targets and territory performance through account prospecting, new business acquisition, and 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 overall business.
Utilizes corporate tools and applications to plan territory strategies, document key actions, monitor progress and achieve sales objectives.
Collaborates 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 the District Sales Manager, showing openness to coaching and 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 analysis.
Utilizes tools including Sales Force and Power BI to 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.
Adapts selling approach based on segmentation, audience and ECPs' business needs.
Accounts for detailed business plans customized for the customer with clear and measurable goals.
Analyzes performance outcomes, adjusts business plans, and develops strategic initiatives for all accounts in collaboration with the District Sales Manager on a quarterly basis.
Account Management

Maximizes customer loyalty by monitoring marketplace trends, competitor activities, customer demographics and needs to identify opportunities and deliver value.
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 customers' experience through evaluation, observation and identification of customer touchpoints.
Provides updates regarding products, pricing, timely customer feedback and HOYA Business Reviews.
Competencies

To 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 customers.
Initiates Compelling Sales Conversations

- Adds value through perspective, confirms customer understanding, researches and plans for sales interactions with a focus on outcomes, utilizes pre-call prep, proposes a mutually valuable agenda, and provides context for conversations.
Customer Focused

- Identifies and understands key buying influences, assesses buyer feelings, urgency and readiness, identifies all buyers and their influence levels, supports partner relationships, and delivers customer solutions.
Understands Buying Influencer Needs

- Assesses channel relationship needs and expectations, determines root of buyer needs, and uncovers buyer goals.
Ensures Accountability

- Holds self and others accountable to meet commitments.
Sales Data Management

- Collects, analyzes, and interprets sales data to understand customer behavior, identify trends and opportunities, and inform data-driven sales strategies (e.g., revenue forecasting, sales channel performance, conversion rates, pipeline analysis).
Work Scheduling and Allocation

- Organizes own work schedule daily in alignment with changing priorities.
Education and Qualifications

Bachelor's degree preferred
Demonstrated sales results with 1 to 3 years of 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, and access to a vehicle
Capable of regularly operating a vehicle for travel up to 90% of the time
Must have an acceptable Motor Vehicle Record (MVR) per Hoya's policy as driving is an essential job function
Flexible work schedules and occasional out-of-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 perform the essential functions of this job. Reasonable accommodations may be made for individuals with disabilities. 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.

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