Description:
The Account Executive is the first level of contact with existing accounts in their assigned territory with Essilor Labs of America (ELOA). Responsible for sales performance, customer relations, growing sales volume for Essilor branded products in assigned accounts. Responsible for acquisition and growth of their ECP’s business and loyalty through the positioning and delivery of branded products, marketing strategies, service excellence and technical superiority. The Account Executive will utilize corporate tools and applications to document, plan, monitor, and meet sales objectives within their territory. The Account Executive will develop and maintain strong working relationships with customer service and lab personnel to ensure successful customer relations. This person will consistently achieve established sales goals, managed care optimization and practice growth. The Account Executive must communicate on an ongoing basis with District Sales Manager regarding personal development, sales results, and plans of action. This person must use the knowledge they gain through Ride-with’s, Call-ins and other communication with their District Sales Manager.
Major Duties And Responsibilities
- Partner with Specialists to drive Essilor branded growth, training opportunities, influence with current initiatives,
- Developing existing account base (75%) and gaining new accounts via territory prospecting (25%)
- Reviews cycle plan, market conditions, Essilor KPI expectations and customer needs with District Sales Manager to plan territory sales strategy and to refine call schedules; Builds and implements a strategy for all accounts and creates in-depth strategy for key accounts.
- Partners with lab personnel to identify and have in-depth understanding of account opportunities and adjust call schedules and business plans accordingly.
- Utilizing Brand Sales strategy to develop trusted partnerships with ECPS to not only grow their branded product sales but their overall business
- Determining customer needs and positioning Essilor’s premium branded products and Customer Development Group programs and services to effectively meet the needs of each customer
- Uses analytical tools and software applications effectively to manage Territory accounts (SFDC, Rx Analysis, Profit Analyzer, Price-File Maintenance).
- Uses consultative selling approach with customers that drives immediate sales and establishes long-term business partnership.
- Review territory plans
- Varies professional selling approach based on segmentation, audience and ECPs’ business approach.
- Conducts highly effective account seminars for large and small audiences.
- Anticipates and addresses customer needs and issues 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 Essilor image.
Basic Qualifications
- Demonstrated sales results with 3 to 5 years sales experience
- Strong interpersonal communication skills i.e. flexibility, adaptability and ability to provide personal contributions while also contributing to overall team
- Demonstrated computer skills
- Demonstrated presentation skills
- Customer service orientation required. Customer service experience and/or client relations strongly preferred.
- Must be able to travel overnight approximately 50%
- Bachelor’s degree preferred