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Manage the Palo Alto territory, meet sales quotas, develop new accounts, and grow adoption of CooperVision contact lens products through consultative customer relationships. Plan and execute account sales and marketing activities, use CRM and reporting tools to track performance, and collaborate with internal teams to achieve territory objectives.
At CooperVision, a division of CooperCompanies, we’re driven by a unifying purpose to help people to experience life’s beautiful moments. We are connected through our shared values - dedicated, innovative, friendly, partners, and do the right thing. As a leading global manufacturer of contact lenses, we are committed to helping improve the way people see each day. Through our diverse lens portfolio, we tackle the toughest vision challenges – including astigmatism, presbyopia, and childhood myopia. We offer the most complete collection of spherical, toric, and multifocal products available, enabling us to fit 99% of all contact wearers. Learn more at www.coopervision.com.
Scope:
Responsible for managing a defined sales territory and driving growth of CooperVision's contact lens portfolio. Builds and maintains relationships with optometrists, ophthalmologists, practice managers, and office staff to enhance product education, increase product adoption, and grow market share. Collaborates cross-functionally with Sales, Marketing, Professional Affairs, Customer Service, and Operations teams to execute business strategies, expand market share, and achieve revenue objectives within the assigned territory
Job Summary:
The Field Sales Account Executive position is responsible for new account penetration and sales growth in an assigned territory of Palo Alto, CA. Position is required to build professional sales relationships with assigned customers in all channels of distribution. The Account Executive position will utilize a consultative selling style that operates independently on a daily basis. Opportunities for advancement to a Senior Account Executive Sales role are available after establishing a track record of success in this position.
As an Account Executive, it is required to reside in the assigned territory or within a reasonable distance (approximately 20 miles from the territory radius). This role is for the Palo Alto, CA territory.
Essential Functions & Accountabilities:
Meet and exceed projected sales goals based on the territory quota established by sales management for the given territory.
Maximize time management skills efficiently to use opportunities in all stages of the sales funnel
Use a disciplined approach on a daily basis to sell to uncover and meet customer needs. Full understanding and implementation of CVI sales platform
Maintain territory call cycle; approx. 5-7 pre-set appointments per workday
Dedicated to meeting customer needs quickly and accurately. Return customer phone and email inquiries within 24 hours
You can navigate sales and internal tools quickly (Salesforce, Showpad, Tableau, etc.)
Utilizes a strong business acumen and a consultative sales approach to understand the customer’s business, assess needs, and profile the account.
Responsible for formulating and executing an effective call cycle plan to grow territory business; Account Executive will prepare account business plans with their Regional Director
Develop new business within geographic territory
Maintain technical proficiency with CVI products and competitive products
Keep current with industry trends and analysis, i.e., Health Product Research data
Strong ability to articulate CVI Suite of products to educate the customer and make recommendations to help grow their business
Sell value added products and services to customer offices to enhance customer experience
Develop customer marketing plans and promotions to grow business; monitor to insure return on investment
Use of Microsoft Office suite of tools (Microsoft Word, Excel, PowerPoint). Advance skills through training and daily use.
Daily use of CRM tool and reports to analyze product, account sales and overall territory growth
Participate in state and regional optical shows when requested
Submit all administrative reports on a timely basis (call reports, expense reports, ROI reports, etc.)
Responsible for routinely managing diagnostic contact lens sets in customer locations.
Travel:
Travel within territory is expected 80% of the time
Travel outside of territory is required for conferences, site trainings, and regional meetings (10-15%)
Knowledge, Skills, and Abilities:
Self-starter with the ability to work independently.
Positive and constructive attitude.
Excellent organizational skills.
Anticipate, understand, prioritize, and meet customer needs.
Adapt to a changing work environment; various situations, individuals and/or groups daily.
Exceptional verbal and written communication skills.
Effectively identify, evaluate, and assimilate information to render quality decisions.
Ability to make presentations to various sized customer groups.
MS Suite
CRM system (Salesforce, Tableau, Showpad)
Work Environment:
Prolonged sitting in front of a computer
Installing, removing, and transporting diagnostic contact lens sets requires individual to lift up to 50lbs.
Experience:
4+ years of B2B sales experience in any industry.
Tangible product sales experience desirable.
You have experience exceeding daily, weekly, and monthly goals
Education:
Bachelor’s Degree or equivalent years of direct related experience (high school + 8 years or similar)
* Passing of background check, which may include verification of prior employment, criminal conviction history, educational and motor vehicle records.
* A valid driver’s license and proof of minimum level of insurance coverage and satisfactory driving record as required by the company.
For U.S. locations that require disclosure of compensation, the starting base pay for this role is between $101,672.00 and $135,563.00 per year and may include cost of living adjustments. The actual base pay includes many factors and is subject to change and modification in the future. This position may also be eligible for other types of compensation and benefits.
We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal opportunity workplace.
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