Territory Sales Manager - California East Bay/South Bay

Job Title:          Territory Sales Manager - East Bay/South Bay           

Department:     Sales – Territory Management

Reports To:        District Sales Manager                        

FLSA Status:      Exempt (Salary)

 

POSITION PURPOSE:

The Territory Sales Manager is responsible for achieving sales objectives and growing sales volume for Hoya Vision Care products and services within targeted accounts in an assigned territory. They are also ultimately responsible for growing our 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 create and execute strategy for the territory in which they apply. Candidates must reside in the Territory to be considered for this role. 

 

NOT EXCLUSIVE:

The 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 RESPONSIBILITIES:

• Executing on Territory specific strategy to consistently achieve sales performance targets and establish customer relations
• 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 Regional Sales Manager on an ongoing basis regarding personal growth, strategy, sales results, and plans of action
• Utilizing the knowledge they gain through ride-withs, call-ins and other communication with their Regional Sales Manager to continually improve and meet overall objectives

 Territory Planning:

• Monitors changes in the market and customer base by conducting ongoing 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 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 Hoya Vision Care’s premium branded products and promotions.
• Monitors key competitor activities within the Territory, collects competitor price lists and sales materials.  Communicates with Regional 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 through business planning activities.
• Builds and implements a strategy for all accounts and creates in depth strategy for key accounts. Reviews plans with Regional Sales Manager on a quarterly basis.
• Effectively utilizes analytical tools and software applications to manage Territory accounts (Cognos, Excel, Salesforce.com and others).

 Account Selling:

• Understands ECP specific needs including customer purchasing requirements and trends and customer demographics.
• Uses consultative selling approach with customers, driving sales and establishing 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.
• Helps the ECP improve customer experience

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 an obsession for customer service through customer involvement. 
• Uses Regional Meetings, Ride-withs, Call-ins and the annual review process to identify professional needs and develop skills.
• Effectively comp