Territory Sales Manager (Pittsburgh/ North East PA)- Candidate Must Live in Territory

Functional Strategy Formation

Contribute to the formation of one or more elements of functional strategy through specialist expertise and insights, to ensure that the strategy meets business needs.

Strategy Formation and Implementation

Develop tactical plans for optimizing resources and assets being managed within a significant area or department.

Customer Relationship Management / Account Management
Establish customer relationships through a consultative sales approach and develop a trusted advisor relationship with the ECP to enable growth of their branded product sales and their overall business.

Develop and implement a relationship management plan for strategic, complex existing accounts to build key relationships at local levels. Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues. Manage key client and customer relationships, to ensure their ongoing satisfaction and loyalty.

Sales
Leverage 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.

Implement the sales strategy for a significant part of the organization. May also involve strategic bids.

• Sell Customer Propositions
• Utilize corporate tools and applications to effectively plan territory strategies, document key actions, monitor progress and achieve sales objectives.

Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer's needs, together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customer's agreement.

Customer Relationship Development / Prospecting
Collaborate closely with Lab Partners, Customer Service, Marketing, Revenue Management and other internal departments to ensure successful customer relations and achievement of sales objectives.
Develop and implement a relationship management plan for potential customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.

Business Planning
Contribute to the development of annual business plans; input to the development of business cases for key activities/projects and with estimating the financial and human resources required to deliver performance targets.

Leadership and Direction
Communicate the function's strategy and its relationship to the organization's mission, vision, and values; clarify the actions needed to implement this strategy within the area of responsibility; motivate people to commit to the mission, vision, and values and do extraordinary things to achieve the organization's business goals.

Budgeting
Track and analyze budgets and report variances to more senior colleagues.

Stakeholder Engagement
Identify and manage stakeholders up to and including top management level, finding out their needs, issues, and concerns and reacting to them by leading and coordinating the development of stakeholder engagement plans to support the communication of business information and decisions.

Performance Management
Manage and report on the performance of the function/business area; set appropriate performance objectives for direct reports and hold individuals accountable for achieving them; take appropriate corrective action where necessary to ensure the achievement of annual business objectives.

Organizational Capability Building
Identify the capabilities needed to meet the current and emerging business needs of a significant business area. Evaluate current capabilities, identify gaps, and prioritize development activities. Motivate others to develop their capabilities and fulfill their personal potential. Build capabilities elsewhere in the organization through mentoring and other informal methods.

Tasks

• Plan, document, follow up, deliver through adhering to operation cadence including leveraging required sales tools.
• Develop and manage customer pipeline to project future sales volume in collaboration with Business partners
• Analyze performance outcomes, adjust plans accordingly, develop strategic initiatives for all accounts
• Train existing and prospective accounts on Hoya Vision Care’s premium branded products and promotions through ongoing communication and touchpointsHelp the ECP improve their Customer’s experience through evaluation, observation and identification of customer touch point
• Collaborates with the District Sales Manager to review and refine plans on a quarterly basis
• Provide updates regarding products, pricing, timely customer feedback and HOYA Business Reviews
• Open new opportunities through account prospecting and creating new business acquisitions via cold calls and effective analysis
• Collaboratively work cross functionality with HOYA's business partners to enhance Customer Experience

Behavioral Competencies

Plans and Aligns
Plans and prioritizes work to meet commitments aligned with organizational goals. For example, strengthens alignment and coordination between own work and others', providing well-sequenced activities and exact time frames. Foresees and resolves many potential bottlenecks and delays.

Strategic Mindset
Sees ahead to future possibilities and translates them into breakthrough strategies. For example, knows what to prioritize for the greatest strategic impact on the organization. Takes industry and market trends into account in decisions. Explores possibilities that may impact the team or organization in the future.

Customer Focus
Builds strong customer relationships and delivers customer-centric solutions. For example, digs deeply into customer feedback and drives the innovations that can enable the organization to better meet customers' future needs. Frequently adjusts approach to ensure customer needs are met and to improve service.

Manages Complexity
Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, consistently looks at complex issues from many angles; obtains a rich and deep understanding; swiftly cuts to the core issue; skillfully separates root causes from symptoms.

Business Insight
Applies knowledge of business and the marketplace to advance the organization's goals. For example, has a sophisticated grasp of business drivers, finds new ways to increase own contribution. Stays attuned to business and industry changes, ensures own activities remain aligned to key objectives.

Financial Acumen
Interprets and applies key financial indicators to make better business decisions. For example, swiftly assembles and fluently interprets the financial data and metrics relevant to the role. Draws rich insights from financial and quantitative data. Adheres to relevant budgetary guidelines.

Communicates Effectively
Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences. For example, disseminates knowledge, insights, and updates in a polished, precise, and compelling manner. Demonstrates a deep interest in others' comments. Creates rich documents and reports.

Persuades
Uses compelling arguments to gain the support and commitment of others. For example, deftly explains how own ideas can advance others' interests and address their concerns. Uses sophisticated negotiation skills; earns concessions while building a sense of partnership. Expresses views with powerful conviction and rationale.

Interpersonal Savvy
Relates openly and comfortably with diverse groups of people. For example, recognizes even subtle social cues and nimbly responds to others' needs and preferences. Helps to defuse difficult interpersonal situations by showing high levels of tact, sensitivity, and consideration. Builds rapport with ease.

Drives Results
Consistently achieves results, even under tough circumstances. For example, regularly pushes self to achieve outstanding outcomes; consistently establishes bold goals for own performance; is passionate about excellent results and significant contributions. Shows great tenacity to complete goals/initiatives in a timely way.

Builds Networks
Effectively builds formal and informal relationship networks inside and outside the organization. For example, engages with a wide network, across many functions, disciplines, and business units, to add value to organizational efforts. Leverages a wide network to provide insight and influence outcomes.

Being Resilient
Rebounds from setbacks and adversity when facing difficult situations. For example, deals effectively with crises and volatile situations. Puts people's failures in perspective and helps them move forward. Maintains calm in adversity; stays objective. Uses hardships and difficult experiences as an opportunity for personal and team growth.

Ensures Accountability
Holds self and others accountable to meet commitments. For example, accepts responsibility for own work, both successes and failures. Handles fair share and does not make excuses for problems. Usually meets commitments to others.

Organizational Savvy
Maneuvers comfortably through complex policy, process, and people-related organizational dynamics. For example, builds support for ideas among key decision makers and stakeholders. Anticipates political difficulties and identifies ways to overcome any resistance.

Skills

• Verbal Communication
• Operates as a recognized expert to express ideas, request actions, formulate plans, & policies by means of clear and effective verbal communications.

Typically known as a subject matter authority. 

Interpersonal Communication

Effectively Presents Solutions
Operates as a recognized expert to communicate and articulate potential resolutions or strategies in a clear, compelling, and tailored manner to address specific challenges or meet organizational needs. Typically known as a subject matter authority.

Aligns benefits to stated needs, Communicates offerings in a compelling way, Compels customers to a desire to act, Compels Customers to a Desire to Act, Conveys own initiatives to partners, Explains how the solution aligns with needs, Identifies and communicates benefits, Invests appropriate time to understand core needs, Offers solutions at the optimal time

• Knows the Buying Influences
• Operates as a recognized expert to accurately identify and understand the key buying influences pertaining to an opportunity. Typically known as a subject matter authority.

Assesses buyer feelings about the proposed solution, Assess each buyer's sense of urgency and readiness, Identifies all buyers and their level of influence, Leverages a strategic coach to support the partner relationship, Secures a buyer organization coach to facililtate introductions and access, Seeks to understand each buyer's desired business results and concerns

Strategic Planning
Works at an advanced level to envision a desired future, and translate this vision into broadly defined goals or objectives and a sequence of steps to achieve them. Typically works independently and provides guidance.

Business Strategy, Competitive Intelligence Gathering, Strategic Decision- Making, Strategic Market Positioning, Strategic Planning Expertise

Manages Resistance
Operates as a recognized expert to identify, address, and navigate opposition or reluctance effectively, fostering a collaborative environment and facilitating positive outcomes in the face of resistance. Typically known as a subject matter authority.

Customer Concern Resolution, Follows up after resolution, Handles objections (or Addresses instead of handles?), Responds to customer concerns, Seeks understanding before responding

Strategic Planning and Analysis
Operates as a recognized expert to collaborate with clients to prioritize business objectives and challenges through thoughtful analysis of their business context. Typically known as a subject matter authority.
 

Business Strategy, Comprehensive Strategic Plan, Connects Solutions to Customer Objectives, Identifies customer-specific differentiators, Identifies issues affecting the sale, Knows key customer issues, Market Expansion Strategy, Mitigates uncertainties and roadblocks, Positions partnerships for long- term relationship, Strategic Alliances, Strategic Goal Alignment, Support partnerships goals, Understands the sales stages

• Direct Sales
• Operates as a recognized expert to maximize the volume and value of sales made directly with clients and accounts. Typically known as a subject matter authority.

Customer account management software, Customer relationship management CRM software, Microsoft Dynamics CRM, Oracle Siebel CRM, Sales force automation software

• Customer-Focused Approach
• Operates as a recognized expert to orient the organization around delivering to the key needs of customers. Typically known as a subject matter authority.

Collaborates with customers, Elevates partner insights, Keeps customer at center of sale, Uses common terminology

• Initiates Compelling Sales Conversations
• Operates as a recognized expert to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client. Typically known as a subject matter authority.

Adds value through Perspective, Confirms customer understanding, Leverage pre-call prep for Partnerships, Leverages pre-call prep, Proposes mutually valuable agenda, Prospects for New Business Opportunities, Provides context for conversations

• Negotiates Strategically/Tactically
• Operates as a recognized expert to facilitate the commercial details of an opportunity such that both parties are satisfied with the value gained. Typically known as a subject matter authority.
• Determines when to cease deal, Indicates progress with partnership, Maximizes available spend (or Maximes the opportunity), Negotiates on value, Understands evolving objectives

Systems and Tools - Sales
Works at an advanced level to leverage customer relationship management (CRM) software, sales automation platforms, and other relevant sales technologies to manage customer relationships, develop sales proposals, track sales performance, and optimize the sales process. Typically works independently and provides guidance.

Price, Quote, Salesforce, Power BI, xls

Adaptive Mindset
Operates as a recognized expert to shift into and out of a mental mindset associated with assessing the facts and circumstances of the current situation and/or environment, and making the appropriate/innovative adjustments to thinking and work habits to thrive in any scenario. Typically known as a subject matter authority.

Adapts existing tools and techniques to existing situation, Adapts to changing goals / objectives, Design Thinking Methodology, Entrepreneurial spirit, Focuses on simplicity when addressing the customer

• Commercial Acumen
• Operates as a recognized expert to use understanding of the business environment and objectives in developing solutions. Typically known as a subject matter authority.

Budget Management for Commercial Projects, Contract Negotiation and Management, Cost-Benefit Analysis (CBA), Known as Subject matter authority within the Territory

Builds Customer Loyalty
Works at an advanced level to make every customer interaction positive by leaving the customer feeling understood, appreciated, and confident in the organization's ability. Typically works independently and provides guidance.

Balances appropriate focus on tasks and service, Building Customer

Relationships, Collaborates with team members to best serve customers, Customer Experience Management, Demonstrates respect for the customer, Describes impact of customer experience, Empathizes with customers, Explains customer experience and related loyalty metrics, Focuses on simplicity when addressing the customer, Identifies important interaction points with customers, Leverages available resources to meet customer needs, Problem Solving, Provides solutions to the customers' problems, Recognizes importance of customer loyalty, Services diverse customers, Takes responsibility for addressing customer concerns, Team Collaboration

• Strengthens Customer Connections
• Works at an advanced level to connect with customers to strengthen the relationship, meeting personal needs through positive customer experiences. Typically works independently and provides guidance.

Acknowledges what the customer says, Affirms the customer's choices, Appreciates what the customer does, Assures the customer of the organization's commitment, Building Customer Relationships, Chooses customer-focused words and phrases, Connects on a personal level, Demonstrates a willingness to help customers, Personalized Customer Engagement, Referral Program Management

Understands Issues/Motivations
Works with full competence to comprehensively grasp and analyze the underlying problems or motivations in a given context, enabling informed decision-making and effective solutions. Typically works without supervision and may provide technical guidance.

Adapts to changing goals/objectives, Identifies key interests, Knows key negotiation points, Maintains focus on win-win goal, Shares goals and recognizes value

• Growth Oriented Mindset
• Operates as a recognized expert. Typically known as a subject matter authority.

Commitment to Continuous Improvement, Communication with Manager, Customer Feedback Management, Openness to Coaching, Seeking and Applying Feedback
 

• Sales Tools
• Power BI; Sales Force; XLS; Power Point

Bachelor's Degree or Equivalent Level

Experienced practitioner able to work unsupervised (13 months to 3 years)