East Coast Key Account Manager, Wholesale Channel

The Key Account Manager is responsible for achieving sales objectives and growing sales volume for Hoya, Vision Ease, and Seiko wholesale products and services within targeted key (very large potential) accounts as assigned. They are also ultimately responsible for growing our wholesale business and their customer’s loyalty through the delivery of products, marketing strategies, service excellence and technical superiority.

Essential Duties & Responsibilities:

• Sales performance and customer relations

• Developing a trusted advisor relationship with Wholesale customers to help them not only grow their branded products sales but their overall business.

• Utilizing corporate tools and applications to document, plan, monitor, and meet sales objectives within their territory.

• Developing and maintaining strong working relationships with their lab partners to ensure successful customer relations and achievement of sales objectives.

• Consistently achieving established sales goals.

• Communicating with Regional Sales Managers, RVPs, Senior Director, Strategic Accounts & VP Sales on an ongoing basis regarding plans of action.

Account Planning:

• Monitors and analyzes market to determine account volume, potential and needs.  

• Partners with lab partners to achieve sales performance targets.  

• Develops and utilizes call schedules and key account business plans to effectively plan territory activities.

• Partner with lab personnel to identify and have in-depth understanding of account opportunities and adjust call schedules and business plans accordingly. 

• Trains Customer Service Personnel and partner lab reps on products and promotions.

• Monitors key competitor activities within the region including understanding competitor pricing in the marketplace, and gathering competitive intelligence that is readily available in the marketplace that is not protected in nature.  Communicates with Territory Sales Manager and Regional Sales Manager to implement competitive sales strategies.

• Manages assigned sales budget with emphasis on sales volume, Cycle Plan initiatives, travel and account seminars

• Possesses detailed understanding of accounts, opportunities and needs, and creates credibility in business planning activities.

• Builds and implements a strategy for all accounts and creates in-depth strategy for key accounts. Reviews plans with Territory Sales Manager and Regional Sales Manager on a quarterly basis.

• Effectively utilizes analytical tools and software applications to manage Territory accounts (Cognos, excel, Act and others).

Account Selling:

• Develops customized account programs including but not limited to the following: pricing, coop A&P, shipping, rebates and credit term for review and approval of appropriate department heads.

• Uses consultative selling approach with customers driving sales and establishing long-term business partnerships.

• Varies professional selling approach based on segmentation, audience and wholesale’s business approach.

• Conducts and plans highly effective account seminars for large and small audiences.

• Educates and trains the customers to be proficient with dispensing Hoya’s products.

Account Service:

• Anticipates customer needs/issues, addresses 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 image.

• Demonstrates an obsession for customer service through customer involvement. 

• Effectively completes requested tasks from management and corporate office in a timely manner.

Key Competencies

To perform the job successfully, an individual should demonstrate the following competencies:              

Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics. Able to use gathered information and analysis to negotiate best available commercial program (For Hoya) with customer.

Customer Service - Manages difficult or emotional customer situations professionally; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.

Business Acumen - Must thoroughly understand basic P&L statements and balance sheets. Need basic understanding of “break-even” analysis and ability to develop and manipulate spreadsheets.

Interpersonal Skills - Focuses on solving conflict professionally by not blaming others; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.

Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates strong group presentation skills; Participates in meetings.

Written Communication - Ability to produce well written customer programs and agreement documentation. Much be able to write commercial element details of a contract.

Judgment - Displays willingness and ability to make thorough business decisions; Exhibits sound and accurate judgment; Makes timely decisions.

Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence.

Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments prepared and on time.

Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals.; Completes tasks on time or notifies appropriate person with an alternate plan.

Diversity - Promotes a harassment-free environment.

Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values.

Organizational Support - Follows policies and procedures; Supports organization's goals and values.

Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.

Dependability - Commits to long hours of work when necessary to reach goals. 

Education & Qualifications: 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience:                                                     

Bachelor’s degree from strongly preferred; demonstration of sales results with a minimum of 5 years outside sales experience preferred; demonstrated computer skills; demonstrated presentation skills; Customer service experience or client relations strongly preferred

Must be able to travel up to 75% of the time and have an acceptable Motor Vehicle Record (MVR) per Hoya’s MVR policy as driving is an essential job function

Skills Required Skills:

• Demonstrated computer skills (Excel, PowerPoint, Word, Outlook, general pc navigation, contact management system and sales analytical tools). 
• Salesforce or CRM experience a plus
• Power BI

Physical Demands of Working Environment:

Environmental: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  The noise level in the work environment is usually quiet.

Physical: 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 regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The employee is occasionally required to stand; walk and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 10 pounds.

 Non- 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 or another member of management.

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.