Key Account Manager, Wholesale Channel

HOYA Vision Care•Lewisville, TX

26d•Remote

About The Position

The Key Account Manager is responsible for achieving sales objectives and growing sales volume for Hoya, Vision Ease, and Seiko wholesale products and services within targeted key (very large potential) accounts as assigned. They are also ultimately responsible for growing our wholesale business and their customer’s loyalty through the delivery of products, marketing strategies, service excellence and technical superiority.

Requirements

Bachelor’s degree strongly preferred.
Minimum of 5 years outside sales experience preferred.
Demonstrated computer skills (Excel, PowerPoint, Word, Outlook, general pc navigation, contact management system and sales analytical tools).
Demonstrated presentation skills.
Customer service experience or client relations strongly preferred.
Must be able to travel up to 75% of the time.
Must have an acceptable Motor Vehicle Record (MVR) per Hoya’s MVR policy as driving is an essential job function.
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 (For Hoya) 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.
Business Acumen: Must thoroughly understand basic P&L statements and balance sheets. Need basic understanding of “break-even” analysis and ability to develop and manipulate spreadsheets.
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.
Oral Communication: Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates strong group presentation skills; Participates in meetings.
Written Communication: Ability to produce well written customer programs and agreement documentation. Must be able to write commercial element details of a contract.
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.
Diversity: Promotes a harassment-free environment.
Ethics: Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values.
Organizational Support: Follows policies and procedures; Supports organization's goals and values.
Adaptability: Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
Dependability: Commits to long hours of work when necessary to reach goals.

Nice To Haves

Salesforce or CRM experience a plus
Power BI

Responsibilities

Achieve sales objectives and grow sales volume for Hoya, Vision Ease, and Seiko wholesale products and services within assigned key accounts.
Grow the wholesale business and customer loyalty through product delivery, marketing strategies, service excellence, and technical superiority.
Develop a trusted advisor relationship with Wholesale customers to help them grow their branded products sales and overall business.
Utilize corporate tools and applications to document, plan, monitor, and meet sales objectives within their territory.
Develop and maintain strong working relationships with lab partners to ensure successful customer relations and achievement of sales objectives.
Consistently achieve established sales goals.
Communicate with Regional Sales Managers, RVPs, Senior Director, Strategic Accounts & VP Sales on an ongoing basis regarding plans of action.
Monitor and analyze the market to determine account volume, potential, and needs.
Partner with lab partners to achieve sales performance targets.
Develop and utilize call schedules and key account business plans to effectively plan territory activities.
Partner with lab personnel to identify and have an in-depth understanding of account opportunities and adjust call schedules and business plans accordingly.
Train Customer Service Personnel and partner lab reps on products and promotions.
Monitor key competitor activities within the region, including understanding competitor pricing and gathering competitive intelligence.
Communicate with Territory Sales Manager and Regional Sales Manager to implement competitive sales strategies.
Manage assigned sales budget with emphasis on sales volume, Cycle Plan initiatives, travel, and account seminars.
Possess detailed understanding of accounts, opportunities, and needs, and create credibility in business planning activities.
Build and implement a strategy for all accounts and create an in-depth strategy for key accounts.
Review plans with Territory Sales Manager and Regional Sales Manager on a quarterly basis.
Effectively utilize analytical tools and software applications to manage Territory accounts (Cognos, excel, Act and others).
Develop customized account programs including pricing, coop A&P, shipping, rebates, and credit terms for review and approval.
Use a consultative selling approach with customers, driving sales and establishing long-term business partnerships.
Vary professional selling approach based on segmentation, audience, and wholesale’s business approach.
Conduct and plan highly effective account seminars for large and small audiences.
Educate and train customers to be proficient with dispensing Hoya’s products.
Anticipate customer needs/issues and address them proactively.
Resolve customer issues in a timely manner and use the opportunity to build a stronger relationship.
Partner with the lab when addressing customer needs while maintaining a professional image.
Demonstrate an obsession for customer service through customer involvement.
Effectively complete requested tasks from management and corporate office in a timely manner.