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About the Role
The Optical Sales Consultant will provide value-added services to Eye Care Practitioners by implementing consultative sales methodologies. This role focuses on deepening relationships within targeted Key Accounts to grow business, driving sales across ABB pillars to meet forecasts and quotas, and achieving margin/profit by selling the full line of optical products and services.
Responsibilities
- Achieve quarterly sales objectives through a consultative selling approach focused on conducting face-to-face meetings with new, potential, and established accounts.
- Manage a book of existing business, including the largest and most valuable ABB Customers, by delivering the designated message with appropriate call frequency.
- Increase territory revenues and profit through the development of existing accounts and cold calling new account prospects.
- Manage multiple product lines and increase revenue by strategically cross-selling within existing accounts.
- Negotiate customer service agreements and contracts.
- Conduct quarterly business reviews with each account to review products and services.
- Build positive business relationships with key office/staff personnel and provide product/service training.
- Build and maintain productive business relationships with top Soft Contact Lens manufacturer’s representatives.
- Engage with top optical lab manufacturers where appropriate.
- Track customer & prospect interaction in HubSpot (CRM) and execute marketing activities and promotions.
- Collaborate with internal partners in Lab and Business Solutions pillars.
- Maintain high accuracy on company pricing, policies, and procedures.
- Inform current and potential customers of products, promotions, and services.
- Analyze sales data and reports to understand market trends and identify account/territory business opportunities.
- Create and execute a comprehensive quarterly Territory Business Plan.
- Plan and conduct weekly meetings with ECPs and other decision makers.
- Follow up on all leads within 24-48 hours and track progress with detailed information.
- Inform and promote industry information within the team environment.
- Communicate with business partners from outside companies.
- Attend local/state and/or national conventions and optical meetings.
- Provide a detailed update on territory status with Regional Sales Manager every other week.
- Proactively review and complete regional and/or national assigned training and development courses.
- Adhere to all company sales policy and guidelines.
Requirements
- Bachelor’s Degree or equivalent.
- Minimum 3 years of current field-based, business-to-business related sales experience or 3 years of experience in an optical retail setting with responsibility for driving sales and meeting revenue goals.
- Must possess a valid state motor vehicle operator’s license.
- Intermediate skills with general PC usage and applications, particularly Excel, Microsoft TEAMs, Outlook, Power Point, Word, etc.
- Experience using Client Relationship Management (CRM) software (Salesforce, HubSpot, etc.).
- This is a field-based position requiring daily in-person visits to customer accounts.
- Overnight travel may be required, approximately 30-50% depending on geography.
- Travel will be as needed to attend customer appointments, internal meetings, and industry conferences.
- Must live in the designated territory.
Skills
- Consultative sales methodologies
- Sales training
- Relationship building
- Sales forecasting
- Meeting quotas
- Driving margin/profit
- Selling full line of optical products and services
- Contact lenses
- Optical lab services
- Business solutions
- Consultative selling skills
- Excel
- HubSpot (CRM)
- Communication
- Collaboration
Location
- Manhattan
- Designated territory
Work Type
- Field-based
- Outside sales
- Daily face-to-face interactions
- Approximately 30% overnight travel
Experience Level
- Minimum 3 years of current field-based, business-to-business related sales experience
- 3 years of experience in an optical retail setting with responsibility for driving sales and meeting revenue goals
- Current territory management experience (managing a base of accounts) with a quota assignment (3+ years)
- Demonstrated job progression in a sales or marketing role
Education Level
- Bachelor’s Degree or equivalent
Salary/Compensations
- $70,000 to $90,000 annually
- This position may also be eligible for a bonus and/or commission plan
Benefits
- Medical, dental, and vision insurance
- Life and group life insurance
- Voluntary supplemental life insurance
- Supplemental health benefits (critical illness, hospital, accident)
- Short- and long-term disability
- Paid family leave (where applicable by state law)
- 401(k) plan
- Tuition reimbursement
- Eyewear discounts
- Paid vacation and/or sick time
- Paid holidays
- Birthday PTO
About the Company
- ABB Optical Group calls on Eye Care Professionals, including Optometrists, Ophthalmologists, and Opticians.
Equal Opportunity
- ABB Optical is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, protected veteran status, or disability.