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ABB OPTICAL GROUP · 2 days ago

Regional Sales Manager (Mid-Atlantic Region)

Richmond, VA

Full-time

Hybrid

Mid, Senior Level

$98K/yr - $145K/yr

6+ years exp

ABB OPTICAL GROUP is a leader in the optical industry, seeking a Regional Sales Manager to lead their field sales team. The role involves achieving regional sales revenue and margin targets through effective management and development of sales strategies and team members.

Health CareManufacturingMedical Device

Responsibilities

Define, demonstrate, coach and teach all facets of consultative selling practices

Work with Field Account Managers re: analyzing and interpreting sales and marketing reports in order to achieve profitable business growth

Provide business intelligence to Field Account Managers in order to drive strategic planning and build strong customer partner relationships

Create solid goals and objectives for each territory in order to sustain and grow profitable business

Demonstrate the strategies to employ and actions to take (improve efficiencies, margins, sales inventories) in order to positively affect the balance sheet and make an impact on cash flow, profit, etc

Utilize reports and business intelligence to create territory plans; monitor Field Account Managers’ activities against set goals and objectives, providing guidance and insight

Develop and maintain relationships with Manufacturer Representatives and their managers; establish best standards and practices for Field Account Managers engagement with regional Manufacturer Representatives

Partner with related sales teams (Strategic, DEL, etc.) in order to support territory accounts as required

Develop and retain highly skilled Field Account Managers, while effectively integrating new hires into the territory and the team

Clearly communicate standards and expectations; coach to expectations, defining accountability

Provide performance feedback regularly; partner with Field Account Managers to create action plans re issues and knowledge gaps; maintain effective follow-up

Schedule weekly one-on-one meetings with team members to ensure performance alignment with goal attainment and address any immediate issues

Communicate Corporate and Sales leadership messages (when appropriate) re direction, goals, objectives, plans, information to team members; align to messaging and strategies

Make timely decisions, considering different options, cost-benefit and implications in a fair and impartial manner with the highest level of integrity

Qualification

Sales management experienceOptical industry knowledgeClient Relationship ManagementAnalytical skillsPresentation skillsCoaching skillsGeneral PC ApplicationsMS Office ApplicationsSales Trainer experienceGeographic knowledgeTeam leadership

Required

Bachelor's Degree or equivalent

Minimum of 3 years of current business-to-business optical, medical, dental (or related industry) sales management level experience managing an outside field sales force

Additional three years of business-to-business optical, medical dental (or related industry) outside field sales experience

Must possess a valid motor vehicle operator's license

Excellent written, verbal and presentation skills

Excellent analytical skills relative to sales reports, forecasts, quotas and goals

General PC Applications and MS Office Applications

A minimum of 2 years in a thriving role as an ABB OPTICAL GROUP Sales Trainer, or 2 years in managerial positions within the optical or healthcare industry, or a comparable combination of both roles totaling 2 years

Must be meeting all goals, standards and expectations for position

Full knowledge of ABB OPTICAL GROUP products and services as they relate to the Sales Dept

Full knowledge of ABB OPTICAL GROUP Sales processes, procedures and guidelines

Client Relationship Management (CRM) System experience

Must possess a valid motor vehicle operator's license

Excellent written, verbal and presentation skills

Excellent analytical skills relative to sales reports, forecasts, quotas and goals

General PC Applications and MS Office Applications