Territory Sales Manager (Minnesota)- Remote

CANDIDATE MUST LIVE IN THE TERRITORY

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.
•    Partner with lab and customer service personnel to identify and have 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. Communicates 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 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 District Sales Manager on a quarterly basis.
•    Effectively utilizes analytical tools and software applications to manage Territory accounts (Cognos, Excel, SFDC and others).

Account Selling:
•    Uses consultative selling approach with customers that drives sales and establishes long-term business partnership.
•    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 build a stronger relationship. Partners with 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.

COMPETENCIES:
To perform the job successfully, an individual should demonstrate the following competencies:

Functional Competencies:

• Results Oriented - Delivers on commitments consistently. Builds collaborative relationships and alliances. Use tactics to persuade others to take a specific course of action and establish credibility. Gathers all information needed to make informed decision and recommendation. Focuses on results and desired outcomes and how best to achieve them. Gets the job done
• Technical Skills – Expert ability to grasp the underlying concepts in the optical industry including Hoya and competitor product knowledge and managed care.
• Business Acumen - Understands and appropriately applies principles related to specialized expertise in Sales Analysis, Territory Management, Customer Management, Planning / Organization. Stays up to date on Hoya products and identifies the business value they provide to customers.
• Administrative Skills - Focus on completing all work tasks in a timely manner while remaining responsive enough to react to shifting priorities. Consistently worked towards improving computer skills, SFDC and Cognos proficiency.
• Communication Skills - Effective in persuading, convincing, influencing, or impressing others in order to get support to a specific agenda. Build long-term professional relationshi