Territory Sales Manager- San Francisco

• 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.

Education and Qualifications:

• Bachelor’s degree strongly preferred.
• Demonstrated sales results with 1 to 3 years sales experience preferred.
• Demonstrated computer skills including familiarity with SFDC.
• Demonstrated presentation and communication skills.
• Customer service experience or client relations strongly preferred.
• Must have a valid driver’s license, valid auto insurance coverage, and access to a vehicle.
• Capable of regularly operating a vehicle for an extended period to travel the territory up to 90% of the time.
• Capable of driving for an extended period under a variety of conditions and spending extended periods sitting in the vehicle.
• Must have an acceptable Motor Vehicle Record (MVR) per Hoya’s MVR policy as driving is an essential job function.
• Flexible work schedule and occasional out-of-the-area and overnight travel are expected.

Candidates must live in the territory.

 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