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The Regional Account Manager is responsible for achieving sales objectives and growing sales volume for Hoya, Seiko and Vision Ease portfolio of products and services through prospecting, generating leads, strategic planning, and account service of regional retail customers. The position is ultimately responsible for growing our regional retail business and customer loyalty through the delivery of lens products that fit the business development needs and marketing strategies defined by each unique account.
PRIMARY RESPONSIBILITIES:
* Sales performance and customer relations of regional retail customers.
* Prospect for potential customers by Identifying and qualifying high-value sales opportunities through cold-call prospecting, networking, trade shows, and lead follow up.
* Developing a trusted advisor relationship with regional retail customers to help them not only grow their optical products sales, but their overall business.
* Utilizing corporate tools and applications to document, plan, monitor, and meet sales objectives with assigned accounts.
* Developing and maintaining strong working relationships with appropriate commercial colleagues to ensure successful customer relations and the achievement of annual sales objectives.
* Consistently achieves established sales goals for the defined accounts.
* Development and maintenance of customer-specific Business Plans for each customer.
* Communication and collaboration with sales management and marketing on an ongoing basis regarding plans of action and execution of defined KPIs.
Strategic Customer PLANNING:
* Monitors and analyzes customer activities to determine potential and needs.
* Develops a strategic business plan that identifies key stakeholders, tactics, and timelines for completion.
* Utilizes the strategic business plan to effectively plan, execute and assess promotional activities.
* Partners with commercial colleagues to identify and develop an in-depth understanding of account dynamics and product opportunities.
* Adjusts both strategic and tactical plans as necessary based upon trial and learnings.
* Monitors key competitor activities and gathers competitive intelligence that is readily available and not protected in nature.
* Collaborates with sales management, finance, and a global pricing team to define and implement competitive sales strategies at appropriate pricing levels.
* Manages an assigned annual sales budget with emphasis on sales volume, incremental growth, and defined business development initiatives.
* Effectively utilizes analytical tools and software applications to manage targeted accounts. Market SELLING:
* Develops programs customized for targeted accounts including, but not limited to, the following: pricing, applicable shipping charges, co-op funds or rebates and credit terms for review and approval by appropriate department heads.
* Uses consultative selling approach with customers that drives sales and establishes long-term business partnership.
* Varies professional selling approach based on segmentation, audience and customer's business approach.
* Conducts and plans highly effective account business summaries for large and small audiences.
* Educates and trains assigned customers and optical staff to be proficient with dispensing supplied optical products and services.
Market SERVICE:
* Anticipates customer needs/issues, addresses them proactively, resolves customer issues in a timely manner and uses the opportunity build a stronger relationship.
* Partners with HOYA, Seiko and Vision Ease commercial personnel when addressing customer needs while maintaining a professional corporate image.
* Demonstrates an obsession for customer service through customer involvement.
* 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: * Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics. Be able to use gathered information and analysis to negotiate best available commercial program with customers.
* Customer Service - Manages difficult or emotional customer situations professionally; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
* Business Acumen - Must thoroughly understand basic P&L statements and balance sheets. Need basic understanding of "break-even" analysis and ability to develop and manipulate spreadsheets.
* Interpersonal Skills - Focuses on solving conflict professionally by not blaming others; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
* Presentation Skills - Ability to confidently create materials in PowerPoint to deliver an engaging message thorough preparation and logically structuring of content; engaging the audience; delivering presentation objectives; positively influencing the audience and responding to audience needs.
* Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates strong group presentation skills; Participates in meetings.
* Written Communication - Demonstrate the ability to produce well written customer communication and agreement documentation. Be able to write commercial element details of a contract.
* Judgment - Displays willingness and ability to make thorough business decisions; Exhibits sound and accurate judgment; Makes timely decisions.
* Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence.
* Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments prepared and on time.
* Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary, to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan.
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Hoya
Feb 03, 2025