Regional Sales Manager

SUMMARY

Responsible for the management of sales within a designated geographic region and segment of customers. Manages a team of Territory Managers such that the products and services of the company are represented in a professional manner, sales targets are achieved, new accounts are acquired and relationships with current customers are strengthened. The Region will include Ontario.

JOB RESPONSIBILITIES

Manages the sales team in achieving HOYA’s sales targets, ensures customer engagement and assists in finding opportunities to create HOYA’s brand

Create and lead the Sales Team’s objectives ensuring alignment with HOYA’s business objectives; responsible for sales strategy development including forecasting, sales planning, and budgeting

Works closely with Marketing support to create brand and consumer awareness through various external customer engagement opportunities

Builds relationships with the key stakeholders to create sales growth and customer education

Oversees business development within the region to assess all opportunities and create a strategic sales strategy

Assesses sponsorship and event opportunities to assist with brand promotion

Achieves revenue and profit objectives along with additional relevant financial metrics and sales specific performance indicators

Responsible for managing and delegating specific KPIs including Average Selling Price, Salesforce compliance, redo’s and reductions

Oversees all people management functions of Territory Managers including completion of annual reviews,

Manages day-to-day staff issues, providing coaching and mentorship as needed on all work tasks and issues including team call routing and compliance to the Selling Skills techniques adopted by the company.

Organizes and implements periodic team meetings to assure alignment to company goals and strategies

Sales Calls: Territory & Call Planning Presentations: Prepare, practice and deliver professional sales presentations to customers (e.g. presentations to ECPs, lunch & learns, seminars), become competent in the company’s selling skills and techniques adopted by the company. Adhere to the positioning strategies provided by the company. Compliance with the CRM system (Salesforce.com).

Other duties as required such as overall responsibility for direct sales in a small geographic territory as a back-up to support the Region

EDUCATION/WORK EXPERIENCE

• Post-secondary degree in Business or related equivalent.
• Minimum 5 years of Territory Manager or equivalent direct sales experience is an asset
• 3-5 years’ -experience leading and growing a successful sales team
• Previous success in growing brand awareness
• Proven track record in team management with the positive results versus KPIs
• Experience in the optical industry is an asset
• Excellent written and verbal communication skills
• Solid team player who promotes a culture of professionalism, integrity, quality and teamwork
• Demonstrated ability to lead and influence the thinking and actions of others
• Ability to prioritize workload in a fast-paced environment
• Strong analytical and problem-solving skills