Position Purpose
The Territory Sales Manager (TSM) is responsible for achieving sales objectives
and growing sales volume for Hoya Vision Care products in an assigned territory
while delivering an exceptional customer experience. TSMs add new Eye Care
Professional (ECP) accounts, growing our existing 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.
Qualified Candidates will be able to demonstrate their proven ability to execute
strategy, prospect for new accounts and deliver new business acquisitions for
the territory in which they apply. Successful Candidates are experienced road
warriors traveling up to 75%, and enjoy driving to meet Customers in person,
daily including overnight stays. Candidates must reside in the Territory to be
considered for this role. This is a remote position located in Cleveland Ohio.
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.
Primary Responsibilities
•Leverages strong organizational & time management skills, attention to detail
and 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
•Establishes customer relationships through a consultative sales approach and
develops a trusted advisor relationship with the ECP to enable growth of their
branded product sales and their overall business
•Utilizes corporate tools and applications to effectively plan territory drive
plans for visiting customers, document key actions, monitor progress and achieve
sales objectives
•Collaborates closely with Lab Partners, Customer Service, Marketing, Revenue
Management and other internal departments to ensure successful customer
relations and achievement of sales objectives
•Exhibits a growth-oriented mindset by actively seeking and applying feedback
via ongoing communication with their District Sales Manager, demonstrating
openness to coaching and a commitment to continuous improvement
•Demonstrates thorough knowledge of Territory through delivering Quarterly
Business Reviews including prospecting activity, performance to KPIs, job
performance by Customer and other relevant data and insights
•Establishes themselves as a product expert through continual learning and
applies knowledge daily through every interaction with customers and prospects.
Territory Planning and Execution
•Manages territory sales budget with emphasis on sales volume and strategic
initiatives while effectively managing expenses
•Opens new opportunities through account prospecting and creating new business
acquisitions via cold calls and effective analysis
•Utilizes tools including Sales Force and Power BI to effectively plan and carry
out territory activities to drive sales
•Develops and manages the customer pipeline to project future sales volume in
collaboration with Business partners
•Varies professional selling approach based on segmentation, audience and ECPs’
business needs
•Accountable for detailed business plans customized for the customer including
the business plan with clear and measurable goals
•Analyzes performance outcomes, adjusts business plans accordingly, and develops
strategic initiatives for all accounts; collaborates with the District Sales
Manager to review and refine plans on a quarterly basis.
Account Management
•Maximizes Customer loyalty through monitoring marketplace trends, competitor
activities, customer demographics and needs to identify opportunities and bring
value to customers
•Trains existing and prospective accounts on Hoya Vision Care’s premium branded
products and promotions through ongoing communication and touchpoints
•Helps the ECP improve their Customer’s experience through evaluation,
observation and identification of customer touch point
•Routinely provide updates regarding products, pricing, timely customer feedback
and HOYA Business Reviews
Competencies.
•To perform the job successfully, an individual should demonstrate the following
competencies:
•Communicates Effectively - Develops and delivers multi-mode communications that
convey a clear understanding of the unique needs of different customers
•Initiates Compelling Sales Conversations - Adds value through Perspective,
confirms customer understanding, researches and plans for sales interactions
through focusing on outcomes, leverages pre-call prep, proposes mutually
valuable agenda, provides context for conversations
•Customer Focused - Accurately identifies and understands the key buying
influences pertaining to an opportunity, assesses buyer’s feelings about the
proposed solution, assesses buyer's sense of urgency and readiness, identifies
all buyers and their level of influence, leverages a strategic coach to support
the partner relationship, seeks to understand each buyer's desired business
results and concerns, builds strong customer relationships and delivers customer
solutions
•Understands Buying Influencer Needs- Assesses channel relationship needs and
expectations, determines the root of buyer needs, seeks buyer need priorities,
seeks to understand buyer needs, uncovers buyer’s goals
•Ensures Accountability- Holds self and others accountable to meet commitments
•Sales Data Management - Works at a basic level to collect, analyze, and
interpret sales data from various sources to understand customer behavior,
identify sales trends and opportunities, measure sales performance against
targets, and inform data-driven sales strategies. Focusses on Revenue
Forecasting, Sales Channel Performance, Sales Conversion Rates, Sales Pipeline
Analysis
•Work Scheduling and Allocation – Organizes own work schedule each day in
alignment with changing priorities through effective time management
Education and Qualifications
•Bachelor’s degree preferred
•Demonstrated sales results with 1 to 3 years sales experience
•Salesforce or comparable CRM experience for Sales planning
•Optical knowledge and experience are valuable for understanding the
complexities of vision care
•Computer and presentation skills (Microsoft Suite)
•Must have a valid driver’s license, valid auto insurance coverage, and access
to a vehicle for daily in person Customer visits
•Capable of regularly operating a vehicle for an extended period to travel the
territory up to 90% of the time
•Capable of driving for an extended period under a variety of conditions and
spending extended periods sitting in the vehicle
•Must have an acceptable Motor Vehicle Record (MVR) per Hoya’s MVR policy as
driving is an essential job function
•Flexible work schedules and occasional out-of-the-area and overnight travel are
expected
•Candidates must live in the territory
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.
HOYA Group: Founded in 1941 in Tokyo, Japan, HOYA Corporation is a global
technology and med-tech company and a leading supplier of innovative high-tech
and medical products. HOYA’s divisions and business units research and develop
products utilized in the healthcare and information technology fields. In the
healthcare field, we provide medical device products such as eyeglasses, medical
endoscopes, contact and intraocular lenses, orthopedic implants,
surgical/therapeutic devices and medical device reprocessing and disinfection
solutions. In the information technology field, we provide products such as
optical lenses, photomasks and blanks used in the manufacturing process for
semiconductor and LCD/OLED devices, text-to-speech, human resources and other
software solutions and critical components for the mass memory and cloud storage
industries. With over 150 offices and subsidiaries worldwide, HOYA currently
employs a multinational workforce of 37,000 people.
HOYA Vision Care: As a global leader in optical technology, HOYA Vision Care is
dedicated to providing innovative vision care solutions for every stage of a
patient’s life. A steadfast partner to Eye Care Professionals around the world,
it stands at the forefront of optical excellence. With a global presence,
consisting of 43 laboratories and a growing team of 20,000 employees, HOYA
Vision Care delivers innovative lenses and other vision care solutions to
millions of people in 110 countries.
We focus on a better tomorrow, today. You can become part of our story. HOYA
Vision Care is the place where you can act according to your strengths and
evolve according to your aspirations. It’s a place where you can shape the way
you work, guided by our CLEAR Values, and empowered by generations of expertise.
You can get involved in our sustainability initiatives and choose to become a
One Vision ambassador. You can give back the gift of sight to people all over
the world by deciding to work with us.
We welcome people who challenge us to become better, who share our sense of
purpose and who embrace growth so that our vision and mission align. We invite
you to find out more, and together we can continue to provide vision for a
lifetime.
Driven by a passion for partnership as well as innovation, HOYA has been a
partner to Eye Care Professionals for over 75 years, enabling them to give
people the greatest gift, the gift of vision. We provide Eye Care Professionals
with the lenses, consultation solutions and other services that help them to
develop their practice while changing the way people see the world. We see them
as visionaries, and everything we do is for them. Founded in Japan in 1941,
today, HOYA has a presence in over 80 countries across the globe.