Key Account Manager

Key Account ManagerDenver, CO, USA Seattle, WA, USA Req #587

Friday, January 15, 2021

POSITION PURPOSE: The Business Account Manager is responsible for achieving sales objectives and growing sales volume for Hoya Vision Care products and services through new doors acquisition of large targeted key accounts within an assigned district. 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.
TERRITORY: Denver, Colorado Springs, Pueblo, Seattle
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. Additionally, the territories may include additional locations as directed by your supervisor.
PRIMARY RESPONSIBILITIES:

• Sales performance and 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.
• Consistently achieving established sales goals.
• Communicating with District Sales Managers, RVPs, Senior Director, Senior VP Sales on an ongoing basis regarding plans of action.

Account PLANNING:

• Monitors and analyzes market to determine account volume, potential and needs.
• Partners with Hoya 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 region including understanding competitor pricing in the marketplace and gathering competitive intelligence that is readily available in the marketplace that is not protected in nature. Communicates with Territory Sales Manager and District Sales Manager to implement competitive sales strategies.
• Manages assigned sales budget with emphasis on sales volume, Cycle Plan initiatives, travel and account seminars
• 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 and Region Vice President on a quarterly basis.
• Effectively utilizes analytical tools and software applications to manage Territory accounts (SFDC, Cognos, Excel, and others).

Account SELLING:

• Develops customized account programs including but not limited to the following: pricing, coop A&P, shipping, rebates and credit term for review and approval of 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 ECPs’ business approach.
• Conducts and plans 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.

Account 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.
• 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 – Ability to grasp the underlying concepts in the optical industry including product knowledge and managed care.
Business Acumen - Make sound business decisions based on a strong understanding of customer analysis, customer management, planning and organization as well as Hoya’s best practices. 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.
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.
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. Able to use gathered information and analysis to negotiate best available commercial program with customer.
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.
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.
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.
EDUCATION AND QUALIFICATIONS

• Bachelor’s degree strongly preferred
• Demonstrated sales results with a minimum of 5 years outside sales experience preferred
• Demonstrated computer skills
• Demonstrated presentation skills
• Customer service experience or client relations strongly preferred.
• Must be able to travel up to 75% of the time and have an acceptable Motor Vehicle Record (MVR) per Hoya’s MVR policy as driving is an essential job function.

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

Other details

• Pay Type

  Salary