What are the responsibilities and job description for the Territory Sales Manager- Philadelphia/New Jersey position at HOYA Vision Care?
Job Description
The Territory Sales Manager is responsible for achieving sales objectives and growing sales volume for Hoya Vision Care products and services within targeted accounts for the East Coast (Philadelphia / New Jersey) 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. 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.
Responsibilities
PRIMARY RESPONSIBILITIES :
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.
COMPETENCIES :
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. Focuses on results and desired outcomes and how best to achieve them. Gets the job done.
Technical Skills - Expert ability to grasp the underlying concepts in the optical industry including Hoya and competitor product knowledge and managed care.
Business Acumen - Understands and appropriately applies principles related to specialized expertise in Sales Analysis, Territory Management, Customer Management, Planning / Organization. Stays up to date on Hoya products and identifies the business value they provide to customers.
Administrative Skills - Focus on completing all work tasks in a timely manner while remaining responsive enough to react to shifting priorities. Consistently worked towards improving computer skills, SFDC and Cognos proficiency.
Communication Skills - Effective in persuading, convincing, influencing, or impressing others in order to get support to a specific agenda. Build long-term professional relationship and interaction based on trust. Identify key bargaining points for all parties and work effectively toward win-win solutions.
Communication & Follow-up - Makes clear and persuasive presentations to individuals and groups. Listens effectively. Clarifies information as needed. Facilitates open communication. Demonstrate strong persuasive selling and presentation skills. Relationship Building. Presentation Skills. Written and Verbal Skills.
General 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.
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.
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.
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.
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.
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.
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