Territory Sales Manager, Nashville/KY

PRIMARY RESPONSIBILTIES

• 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.