Wholesale - Regional Channel Sales Manager

EssilorLuxottica•New York, NY

About The Position

We are a global leader in the design, manufacture, and distribution of ophthalmic lenses, frames, and sunglasses. We offer our industry stakeholders in over 150 countries access to a global platform of high-quality vision care products such as the Essilor brand, with Varilux, Crizal, Eyezen, Stellest and Transitions, iconic brands that consumers love such as Ray-Ban, Oakley, Persol and Oliver Peoples, as well as a network that offers consumers high-quality vision care and best-in-class shopping experiences such as Sunglass Hut, LensCrafters, and Target Optical, and leading e-commerce platforms. With a unique global network of commercial subsidiaries and independent distributors across major markets, our customers are offered a strong portfolio of the most popular lens, frames, instruments and equipment brands that can serve every sector of the market. The Professional Solutions team works with our customers one-on-one, developing professional relationships based on trust and care. Join our global community of over 200,000 dedicated employees around the world in driving the transformation of the eyewear and eyecare industry. GENERAL FUNCTION The Regional Channel Sales Manager manages channels by region (representatives and sales performance). The Regional Channel Sales Manager develops account plans and identifies account opportunities. Ensures regional goals and targets are achieved within planned budget.

Requirements

BA or BS degree in Sales/Marketing/Business or equivalent training in business or sales management
7+ years of successful direct selling experience
Equivalent combination of education and experience
Extensive related sales management experience

Nice To Haves

3+ years sales management experience
Oakley Product Knowledge

Responsibilities

Evaluates/develops account plans including marketing and sales tools, merchandising, product, shipping, representative training needs, assortment, displays, and events.
Seek out new account opportunities including new accounts, improvement in current accounts (replenishment, shop in shop, assortment planning, merchandising, POP, windows, training).
Identify training needs within each account and communicate needs. Provide input to the US training team on training vehicles for in store training by channel - OMatter.com, global training, shop ambassadors, tech reps, Rolling O, tours/events.
Determine and manage sampling and merchandising needs for the channel (product samples, POP, displays, fixtures).
Develop criteria, financial impact and calendar for sales contests for the year by initiative and monitor and gather contest results.
Gathers feedback from representatives product, marketing, sales techniques, BDPs and provides to Channel Sales Director (CSD)
Gathers industry information on in store training, contests, product seeding, events, market shifts, BDPs and provides to CSD.
Reviews and understands sales performance of the region and channel (sales by channel, KA, product mix, etc.).
Works with other Regional Channel Sales Managers to learn what is working/not working for the channel, including go to market, product, and competitive threats. Compares scorecards to assess performance across regions.
Executes and monitors overall strategies and performance of all accounts - account sophistication, vendor agreements, inventory levels, and sell through data.
Provides input to the CSD on the development and refinement of the forecast based on the conceptual line plan.
Determines product opportunities within current accounts and develops sales plan
Communicates merchandising story and strategy to representatives.
Attends account events and trade shows
Owns top 20 key accounts in region. Develops and delivers KAP's. Works with representatives to drive day to day and maintain personal relationships with key account personnel.
Finalizes personnel decisions with CSD
Reviews quarterly loop plan with representatives prior to start of each quarter and actively drives representative execution within the quarter.
Actively communicates clear expectation to sales representatives on sales, operations and schedule management.