Account Executive

EssilorLuxottica Group•Los Angeles, CA

1d•$70,304 - $109,203

About The Position

The Account Executive is the first point of contact for existing accounts in an assigned territory with Essilor Labs of America. The role is responsible for sales performance, customer relationships, and increasing sales of Essilor-branded products. The Account Executive acquires and grows ECP business and loyalty through branded products, marketing strategies, service excellence, and technical expertise. The position uses corporate tools to document, plan, monitor, and achieve territory sales objectives, while building effective working relationships with customer service and lab personnel. It is also responsible for achieving sales goals, optimizing managed care, and supporting practice growth. The Account Executive communicates regularly with the District Sales Manager about development, results, and action plans, and applies guidance gained through ride-alongs, call-ins, and other communications. The role focuses primarily on developing existing accounts, while also prospecting for new accounts. It involves collaborating with Specialists and lab personnel, tailoring territory and account strategies to market conditions and customer needs, positioning premium branded products and customer development programs, and using consultative selling to build lasting partnerships. The Account Executive also conducts customer seminars and proactively resolves customer issues.

Requirements

Demonstrated sales results with 3 to 5 years of sales experience.
Strong interpersonal communication skills, including flexibility, adaptability, and the ability to contribute individually and as part of a team.
Demonstrated computer skills.
Demonstrated presentation skills.
Customer service orientation is required.
Must be able to travel overnight approximately 50%.

Nice To Haves

Customer service experience and/or client relations experience is strongly preferred.
Bachelor's degree preferred.

Responsibilities

Partner with Specialists to drive growth of Essilor-branded products, training opportunities, and influence with current initiatives.
Develop the existing account base, which represents approximately 75% of the focus, and gain new accounts through territory prospecting, approximately 25% of the focus.
Review cycle plans, market conditions, Essilor KPI expectations, and customer needs with the District Sales Manager to plan territory sales strategy and refine call schedules.
Build and implement strategies for all accounts, including in-depth strategies for key accounts.
Partner with lab personnel to identify account opportunities and adjust call schedules and business plans accordingly.
Develop trusted ECP partnerships to grow branded product sales and customers' overall businesses.
Determine customer needs and position Essilor premium branded products and Customer Development Group programs and services to meet those needs.
Use analytical tools and software applications to manage territory accounts, including SFDC, Rx Analysis, Profit Analyzer, and Price-File Maintenance.
Use consultative selling to drive immediate sales and establish long-term business partnerships.
Review territory plans.
Adapt the professional selling approach to account segmentation, audience, and ECP business approach.
Conduct effective account seminars for large and small audiences.
Anticipate and proactively address customer needs and issues, resolve issues in a timely manner, and use those interactions to strengthen relationships.
Partner with lab personnel when addressing customer needs while maintaining a professional Essilor image.
Communicate regularly with the District Sales Manager regarding personal development, sales results, and action plans.