Job Information
EssilorLuxottica Key Account Field Business Development Manager - Eyewear, Lenses & Instruments in London, United Kingdom
Key Account Field Business Development Manager - Eyewear, Lenses & Instruments
Date: Apr 25, 2024
Brand: WS Optical
Location:
London, GB
WHO WE ARE
We are EssilorLuxottica, a global leader in the design, manufacture and distribution of ophthalmic lenses, frames and sunglasses. The Company brings together the complementary expertise of two industry pioneers, one in advanced lens technologies and the other in the craftsmanship of iconic eyewear, to create a vertically integrated business that is uniquely positioned to address the world’s evolving vision needs and the global demand of a growing eyewear industry.
With over 180,000 dedicated employees in 150 countries driving our iconic brands, our people are creative, entrepreneurial and celebrated for their unique perspectives and individuality. Committed to vision, we enable people to “see more and be more” thanks to our innovative designs and lens technologies, exceptional quality and cutting-edge processing methods. Every day we impact the lives of millions by changing the way people see the world.
JOB SCOPE:
Reporting directly to theBoots Key Account Manager – Lenses, Eyewear & Instruments, the Key Accounts Field Business Development Manager will manage the day to day running of a number of Key Account – such as Boots, Asda & Costco covering the North region of the UK to develop, build and maintain relationships that will ensure that EssilorLuxottica becomes or remains the customers’ preferred supplier across all categories - Lenses, Frames & Instruments
Increasing the use of EssilorLuxottica lenses, frames and instruments within existing Key Account Stores, increasing profitable sales through the Key Account channel. Always seeking opportunities to grow EssilorLuxottica’s business.
In line with the Company sales and marketing strategy meet revenue targets in accordance with the Key Account agreed brand listing and discount structure. To develop, build and maintain relationships that will develop sales of the Company’s full product range in line with stated goals and forecasts.
Ensuring that EssilorLuxottica is progressive and growing as the customers preferred supplier. Working on territory, candidates should be self-motivated and strive for great results.
Build strong relationships with KA stores and provide support on EssilorLuxottica brands to win business.
AREAS OF RESPONSIBILITIES AND RELATED ACTIVITIES:
KEY TASKS & RESPONSIBILITIES
Increase overall business within the Key Accounts channel in accordance with targets by developing and building relationships with all customers including carrying out external forecasting with suppliers if required by order volume to ensure that EssilorLuxottica becomes the preferred supplier(s).
Generate and manage solid sell-out strategies to maximise product penetration on lenses and eyewear.
Perform an inventory of the instruments used in store and engage with possible decision makers to identify sales opportunities. Feedback to the KAM / KAD and the Instruments team for them to lead the sales discussions at HQ or store level.
Work closely with EssilorLuxottica Key Account Director / Managers, Sales Director – Key Accounts, EMEA KA management, marketing, stars team and finance to ensure profitability of accounts is managed correctly.
Liaise with different interested parties across EssilorLuxottica to provide ‘best fit’ product and solutions to customers.
Work closely with colleagues within EssilorLuxottica to ensure that service agreements are met in a way that will ensure customer satisfaction.
Control marketing expenditure working closely with marketing and external agencies where necessary to assist with product launches, POS, effective promotions, etc.
Provide information to enable accurate forecasts of lens and frame volumes to be made for production and logistics to ensure that there are sufficient stocks of lenses, frames, consumables and product stock levels to satisfy customer demand.
Provide weekly updates on account activity, meetings held, future actions and sales figures to allow development of the sales strategy.
To be responsible for maintaining an effective and consistent call programme in field for Key Accounts Stores.
To push the full range of EssilorLuxottica products across your geographical area to increase sales by ensuring that EssilorLuxottica becomes the preferred supplier through negotiation with opticians / store managers.
To present all relevant marketing/commercial activity to key personnel agreeing actions and processes required to ensure its success, with a real focus on premium technologies and driving value.
To regularly review with all customers their business, product mix and supplier preferences promoting EssilorLuxottica lenses and eyewear as first choice but ultimately securing lens volumes with a tailored commercial offer.
To agree and implement customer training, both in practice and in seminar format, on all new and existing products to improve added value sales and product mix.
To maintain accurate customer records and reports for relevant accounts to ensure that sales data and market activity can be analysed accurately, recording all relevant information in See4C/SAP.
To ensure that EssilorLuxottica, market and competitor product knowledge is continually maintained
To continually assess the market, maintaining customer and competitor records to identify opportunities and be able to provide call reports, monthly reports and forward planning sheets as required by Sales Management team.
At all times to act as an ambassador of EssilorLuxottica and its values, bringing colleagues from all teams in to engage customers whenever appropriate.
HEALTH & SAFETY RESPONSIBILITIES
To work in line with duty of care to self/others and ensure Health & Safety guidelines are followed in line with company policy.
To protect the health and safety of visitors / contractors / external providers brought to site and ensure relevant H&S guidelines are meant.
To bring to the attention of the business hazards, risks, concerns, accidents or near misses.
Comply with any local PPE requirements.
ENVIRONMENTAL RESPONSIBILITIES
To work in line with in line with Environmental & energy policies.
To ensure visitors / contractors / external providers meet relevant environmental procedures while on site.
To bring to the attention of the business environmental hazards, risks and concerns.
NETWORK OF INTERACTION:
INTERNAL :
Key Account team members
Commercial team members
Marketing team members
Finance team members
Bespoke Training Consultants
Transitions Consultants
Instruments Sales Team
Lens Telesales
Internal support teams
EXTERNAL :
Customers
Visitors
TECHNICAL SKILLS - PORTRAIT OF A PERFECT CANDIDATE
ESSENTIAL :
Significant proven track record of delivering sustained growth through strong customer engagement / challenging of behaviours and attitudes
A high level of commercial understanding together with strong negotiation skills
Demonstrable track record of selling optical / eyewear brands B2B
Self-motivated and able to work on own initiative to tight deadlines
Excellent time management and organisational skills
Ability to effectively analyse and interpret data
Proven ability to influence and communicate at all levels both verbally and in writing and have strong presentation skills
Ability to travel extensively across the UK to visit customer and EssilorLuxottica sites
A high level of computer literacy
Experience of successful sales account management in a related field
Ability to work alone and as part of a remote team
DESIRABLE :
Experience of successful key account management
Extensive knowledge of Company products and market, customer care and instructional techniques, lens manufacturing processes and sales, eyewear market, financial and market data analysis and reporting.
Knowledge and experience of pricing systems, marketing theory and its application, selling and negotiating techniques
Proven track record of delivering effective training and coaching to change behaviour
Previous experience of training in group and individual environments
Knowledge of lens manufacturing processes, Company products and a good understanding of the UK optical market
Optical experience and/ or D/O qualifications
CANDIDATE PROFILE:
ESSENTIAL :
GCSE level or equivalent in Maths & English
Full UK driving licence
Be based in the North of England
DESIRABLE :
Degree (or equivalent) preferably in business studies or a technical subject
Professional sales/marketing qualification (CIM Advanced Certificate or equivalent)
Dispensing optician qualification
LANGUAGES:
Fluent written and spoken English
Other languages desirable
Job Segment: Marketing Manager, Ophthalmic, Manager, Marketing, Healthcare, Management
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