Field Sales Account Executive - Ann Arbor, MI

About the role

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.

Responsibilities

• Meet and exceed projected sales goals based on the territory quota established by sales management.
• Maximize time management skills to use opportunities in all stages of the sales funnel.
• Use a disciplined approach to uncover and meet customer needs with a consultative selling style.
• Maintain territory call cycle; approximately 5–7 pre-set appointments per workday.
• Dedicated to meeting customer needs quickly and accurately; return customer phone and email inquiries within 24 hours.
• Navigate sales and internal tools quickly (Salesforce, Showpad, Tableau, etc.).
• Utilize strong business acumen and a consultative sales approach to understand the customer’s business, assess needs, and profile the account.
• Formulate and execute an effective call cycle plan to grow territory business; prepare account business plans with the Regional Director.
• Develop new business within the geographic territory.
• Maintain technical proficiency with CooperVision products and competitive products.
• Keep current with industry trends and analysis, including Health Product Research data.
• Articulate CooperVision suite of products to educate customers 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 ensure return on investment.
• Use Microsoft Office suite tools (Word, Excel, PowerPoint) and 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.).
• Routinely manage diagnostic contact lens sets in customer locations.

Travel

• Travel within territory expected 80% of the time.
• Travel outside of territory required for conferences, site trainings, and regional meetings (10–15%).

Qualifications

• 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 with 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.
• Proficiency with MS Suite and CRM systems (Salesforce, Tableau, Showpad).

Work Environment

• Prolonged sitting in front of a computer.
• Installing, removing, and transporting diagnostic contact lens sets requires lifting up to 50 lbs.

Experience

• 4+ years of B2B sales experience in any industry.
• Tangible product sales experience desirable.
• Track record of 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.

Pay

For U.S. locations that require disclosure of compensation, the starting base pay for this role is between $81,338.00 and $108,451.00 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.