JOB SUMMARY:

The Regional Sales Director reports to the U.S. Director of Sales and is responsible for the achievement of sales objectives for a defined geographic area (i.e., area). The responsibilities include direct engagement with customers (i.e., eye care professionals) and engagement with local distributor sales representatives in the territory. These engagements are for the purpose of supporting existing customers and channel partners as well as expanding the customer base for the territory through business development activities intended to create new sales opportunities and achieve sales objectives.

This role requires expert knowledge of the product portfolio, the company’s competitors, how the solutions/services the company provides can benefit the customer, and maintaining a thorough knowledge of the customer market in the territory.

The Area Sales Director must be able to communicate effectively in person, virtually, by phone, and by email/text. He/she must be able to interact effectively with internal stakeholders, channel partners, and customers to ensure customer satisfaction for the company, identify business growth opportunities within the territory, and develop sales plans to obtain market share and sales growth in the territory.

RESPONSIBILITIES:

Establish and maintain relationships with all customers and local channel partners in the territory, frequently interacting with them to maintain and grow market share for the company and achieve sales objectives.
Define customer/account priorities based on company initiatives and knowledge of customer activity in the territory. For example, awareness of any customer/account expansion, acquisitions or mergers, clinic projects, etc., and classification of customer targets into A/B/C based upon business potential or influence.
Maintain an active pipeline of potential sales opportunities, including opportunities handled directly with customers and opportunities through local dealer sales representatives.
Create, maintain, and provide sales forecasts and territory sales plans as requested.
Meet with customers, and perform customer demos, both individually on direct customer engagements and in coordination with channel partners, to create value for company products, distinguish the company from competitors, and ultimately achieve sales objectives.
Maintain all territory information in the company CRM and/or any requested company applications.
Support and facilitate solutions for customer/channel partner issues, coordinating with company colleagues as needed to resolve issues.
Represent the company at various industry events and tradeshows.
Gain a deep understanding of customer experience and share customer feedback with colleagues.
Scope and prioritize activities based on business and customer impact.

KNOWLEDGE, SKILLS, AND ABILITIES:

MS/BS degree required.
Minimum 2 years of sales experience in the ophthalmic industry. Prefer 2 years of experience in a similar role. Knowledge of and relationships with customers in the territory.
Prior track record of achievement of sales objectives
Strong relationship builder with a high degree of integrity, responsiveness, and reliability
Strong territory, customer, and time management skills with minimal direction
Excellent verbal and written communication skills
Excellent problem-solving skills and willingness to do what’s necessary to get the job done efficiently and ethically.
Ability to travel 80% of the time (visiting customers, working with channel partners, events)

Regional Sales Director

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