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Accountable for ensuring that Inside Sales Team attains sales and margin objectives for CVI products. Provides leadership to his/her region through teaching, developing, and directing a team of Sales Representatives (which can include Account Executives and Senior Account Executives), motivating this team to drive peak performance. This position also provides critical input to sales leadership for strategic business decisions for sales growth, product and promotional plans. Leads by example to create an environment of integrity, character, accountability and trust.
Establish annual performance goals and objectives for each Sales Representative in line with corporate objectives.
Recruit, hire, train, retain, develop and lead a high performing team.Provide timely coaching and guidance consistent with performance criteria.
Manage inside sales team to defined metrics and use metrics to help drive rep effectiveness and accountability.
Analyze each territory to identify opportunities to grow business within the national account and distributor channel.
Identify and acknowledge individual strengths and developmental needs of each team member in the region.
Continually train and improve skills of the Sales Representatives on sales technique, product knowledge and value-added tools; become adept at technology advantages of our portfolio.
Complete a quarterly business review with each Sales Representative to determine the sales growth potential by territory, new business opportunities, risk accounts and overall plan of action for each territory.
Analyze and review annual territory quotas and monitor each territorys attainment to evaluate trends.
Implement key performance indicators as measurement tools of progress for each Account Executive.
Participate in doctor dinners, speaking events or optical shows when requested.
Conduct routine team member call-listen-in (via call recording or y jacking) for all individuals within the team and provide feedback to improve skills through coaching and evaluation. On occasion this could include co-travel to a reps region.
Assist in training and ongoing skills improvement within the team unit on sales technique, product knowledge, value added tools and becoming adept at technology advantages of our portfolio.
Identify top accounts in each region, formulate plans for growth with each account and track their performance.
Determine accounts that meet criteria for performance incentive programs and assess current accounts for continuation of existing performance incentive programs.
Manage and analyze Contract Bid process to see if the request is applicable, move the business forward to meet contract bid growth attainment levels and ensure that the accounts adhere to the guidelines set forth by management.
Plan and conduct bi-weekly Inside Sales meetings; prepare quarterly business reviews for executive sales management.
Be well-versed in CRM operation and report generation for analysis of territories and region.
KNOWLEDGE, SKILLS AND ABILITIES
Leadership-Ability to identify key issues, motivate and empower others in a way, which builds morale, generates ownership and commitment and harnesses energies and talents toward achieving common goals.
Planning and Organizing- The ability to schedule and prioritize for self and/or others, to handle multiple activities, and to meet deadlines.
Results Orientation-The ability to work toward outcomes and complete what one starts.
Team Orientations- The ability to work collaboratively within a complex organization structure.
Interpersonal Sensitivity- The ability and willingness to relate to the feelings and needs of others, and to convey interest and respect.
Maturity- the willingness to be open and act responsibly when dealing with people and situations.
People Development- The ability to recognize and promote personal development, as a key to meeting future business needs, and taking responsibility for the development of self and others.
Proficiency with CRM system.
Microsoft Office Suite.
CVI CRM system/On-Trac/Einstein.
Periodic travel within defined territory to visit ECPs, attend dinner, deliver presentations and or co-travel with your sales reps.
The individual must clearly demonstrate management ability and must be computer literate.
Knowledge of the optical industry is beneficial.
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