The Territory Sales Manager (TSM) is responsible for achieving sales objectives and growing sales volume for Hoya Vision Care products in an assigned territory while delivering an exceptional customer experience. TSMs add new Eye Care Professional (ECP) accounts, growing our existing 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 proven ability to execute strategy, prospect for new accounts and deliver new business acquisitions for the territory in which they apply. Successful Candidates are experienced road warriors traveling up to 75%, and enjoy driving to meet Customers in person, daily including overnight stays. 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
- Leverages strong organizational & time management skills, attention to detail and Business Acumen to consistently meet or exceed established sales targets and territory performance through account prospecting, new business acquisition, and execution of metrics including managing monthly budget
- Establishes customer relationships through a consultative sales approach and develops a trusted advisor relationship with the ECP to enable growth of their branded product sales and their overall business
- Utilizes corporate tools and applications to effectively plan territory drive plans for visiting customers, document key actions, monitor progress and achieve sales objectives
- Collaborates closely with Lab Partners, Customer Service, Marketing, Revenue Management and other internal departments to ensure successful customer relations and achievement of sales objectives
- Exhibits a growth-oriented mindset by actively seeking and applying feedback via ongoing communication with their District Sales Manager, demonstrating openness to coaching and a commitment to continuous improvement
- Demonstrates thorough knowledge of Territory through delivering Quarterly Business Reviews including prospecting activity, performance to KPIs, job performance by Customer and other relevant data and insights
- Establishes themselves as a product expert through continual learning and applies knowledge daily through every interaction with customers and prospects.
Territory Planning and Execution
Manages territory sales budget with emphasis on sales volume and strategic initiatives while effectively managing expenses
Opens new opportunities through account prospecting and creating new business acquisitions via cold calls and effective analysis
Utilizes tools including Sales Force and Power BI to effectively plan and carry out territory activities to drive sales
Develops and manages the customer pipeline to project future sales volume in collaboration with Business partners
Varies professional selling approach based on segmentation, audience and ECPs’ business needs
Accountable for detailed business plans customized for the customer including the business plan with clear and measurable goals
Analyzes performance outcomes, adjusts business plans accordingly, and develops strategic initiatives for all accounts; collaborates with the District Sales Manager to review and refine plans on a quarterly basis
Account Management
Maximizes Customer loyalty through monitoring marketplace trends, competitor activities, customer demographics and needs to identify opportunities and bring value to customers
Trains existing and prospective accounts on Hoya Vision Care’s premium branded products and promotions through ongoing communication and touchpoints
Helps the ECP improve their Customer’s experience through evaluation, observation and identification of customer touch point
Routinely provide updates regarding products, pricing, timely customer feedback and HOYA Business Reviews
Competencies
To perform the job successfully, an individual should demonstrate the following competencies:
Communicates Effectively - Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different Customers
Initiates Compelling Sales Conversations - Adds value through Perspective, confirms customer understanding, researches and plans for sales interactions through focusing on outcomes, leverages pre-call prep, proposes mutually valuable agenda, provides context for conversations
Customer Focused - Accurately identifies and understands the key buying influences pertaining to an opportunity, assesses buyer’s feelings about the proposed solution, assesses buyer's sense of urgency and readiness, identifies all buyers and their level of influence, leverages a strategic coach to support the partner relationship, seeks to understand each buyer's desired business results and concerns, builds strong customer relationships and delivers customer solutions
Understands Buying Influencer Needs- Assesses channel relationship needs and expectations, determines the root of buyer needs, seeks buyer need priorities, seeks to understand buyer needs, uncovers buyer’s goals
Ensures Accountability- Holds self and others accountable to meet commitments
Sales Data Management - Works at a basic level to collect, analyze, and interpret sales data from various sources to understand customer behavior, identify sales trends and opportunities, measure sales performance against targets, and inform data-driven sales strategies. Focusses on Revenue Forecasting, Sales Channel Performance, Sales Conversion Rates, Sales Pipeline Analysis
Work Scheduling and Allocation – Organizes own work schedule each day in alignment with changing priorities through effective time management
Education and Qualifications
Bachelor’s degree preferred
Demonstrated sales results with 1 to 3 years sales experience
Salesforce or comparable CRM experience for Sales planning
Optical knowledge and experience are valuable for understanding the complexities of vision care
Computer and presentation skills (Microsoft Suite)
Must have a valid driver’s license, valid auto insurance coverage, and access to a vehicle for daily in person Customer visits
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 schedules and occasional out-of-the-area and overnight travel are expected
Candidates must live in the territory
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this Job, the employee is frequently required to sit, walk and drive. The employee is occasionally required to stand and walk. The employee must frequently lift and/or move 10 pounds and occasionally up to 25 pounds.
Candidates must live in the territory
Fort Worth and surrounding areas Abilene/San Angelo/Kileen
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 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.
- Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
- Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
- Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
- Judgment - Displays willingness to make 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 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.
EDUCATION AND QUALIFICATIONS:
- Bachelor’s degree strongly preferred.
- Demonstrated sales results with 1 to 3 years sales experience preferred.
- Demonstrated computer skills.
- Demonstrated presentation 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.
Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this Job, the employee is frequently required to sit, walk and drive. The employee is occasionally required to stand and walk. The employee must frequently lift and/or move 10 pounds and occasionally up to 25 pounds.