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CooperVision is a global leader in the contact lens industry, dedicated to helping improve the way people see every day. Achieving that goal takes the collaboration of team members with wide-ranging skills; from scientists and researchers, to manufacturing and operations experts, to sales and marketing professionals.

At CooperVision, our effort to improve lives begins with our employees. We are committed to developing people as a key global differentiator and our most important asset. We empower employees to succeed, rewarding great thinking and hard work with competitive pay, comprehensive benefits, and with a special focus on wellness. Our commitment to our core values and a diverse, inclusive, employee-centric culture fuel a deeply engaged, high performing organization.

CooperVision employees pride themselves on being proactive, innovative, flexible and friendly. That’s a strong reflection of our corporate culture—and part of the reason CooperVision may be a great workplace for you.

Job Summary:

The IO Sales Manager, Malaysia is responsible for the CooperVision (CV) business in Malaysia. The role’s major focus is on sales and business development, planning and forecasting for the IO channel. The role is focused on developing strategies and long-term action plans for CooperVision’s strategic and potential IO customers in Malaysia to build partnerships that secure mutual long-term growth and deliver joint value for customers and CooperVision. Ensure that customers see CooperVision as “supplier of choice” in the optical market. The IO Sales Manager works independently to manage the business under broadly defined goals and objectives determined by the National Sales Manager (Malaysia).

Purpose:

Assists the National Sales Manager to lead the overall sales effort and activities of Independent Outlet sales team in developing strong customer growth and shaping the professional environment. 

This will be achieved through hands on leadership, excellent customer service and leading a trained, motivated team to deliver company standards every day by developing, planning, and implementing business strategies based on strong understanding of competitive landscape, customers, and category growth opportunities. 

The candidate must develop & builds strong pipeline leadership, bench strength & sales competencies which create competitive advantage to meet and exceed the company’s short- and long-term objectives. 

To effectively engages and builds customer relationships with key stakeholders and business owners thus driving value-added & mutually beneficial partnerships and facilitating for CV to become preferred partner of choice. 

Key Accountabilities:

  • Develops & executes business plan that addresses customer & CV growth objectives & opportunities ensuring outlet execution of programs with tracking matrix with the objective of growing the CL category.
  • Understand customer objectives, shopper, consumer & category trends to optimize plans & business opportunities to engage with customers for implementation of aligned goals. 
  • Manages and evaluates activities of major independent outlets, mini-chains, and rest of independent customer accounts within channel, and negotiation of contracts of major customer accounts.
  • Manages co-op budget within guidelines, recommending avenues to optimize spends and to achieve positive business results. 
  • Leads in regular business reviews with key customers & ensures tracking is in place for timely adjustments &/or updates. 
  • Continuously building and effective strong relationships with individual accounts to develop the ongoing business to a higher level of sustainable growth.
  • Ensures that each Sales Rep delivers against Key Call objectives & Target call no., fostering behavioural change & commitment with ECP so as to shape and raise the professional eye care environment in industry.
  • Ensures all sales personnel and programs are healthcare compliant with key focuses on customer sell-through & maintenance of healthy trade inventory.
  • Conducts one-on-one coaching with Sales Reps to develop sales capability and bench strength by understanding and imploring training and development needs. Most importantly providing insight for professional and personal improvement in productive performance. 
  • Co-champion with National Sales Manager in Sales Force Effectiveness (SFE) through effectual customer segmentation (Right Customer), ensuring optimal sales call frequency (Right Message) and quality deliverance of selling message (Right Message

Essential Functions:

  1. Develops strategies and long-term action plans for CooperVision’s strategic IO customers in Malaysia to build partnership that secure mutual long-term growth and deliver joint value for customers and CooperVision. Ensure IO customers see CooperVision as “supplier of choice” in the optical market.
  2. Develops working partnership with accounts and manages assigned accounts to maximize income / revenue and profitability and ensures execution of the agreed plans, promotions and campaigns as well as achievement of sales budgets at customer and group level.
  3. Manages the development of customer business plans and maximizes account revenue and profitability in the short and long term and creates innovative solutions to maximize selling opportunities. Uses financial insights and value chain knowledge to make effective revenue and profit decisions. 
  4. Actively and regularly monitors and controls revenue, spending and resources in line with developed plans and provides accurate sales and OPEX forecast. Feedbacks sales performance to accounts and customers.
  5. Achieves customer satisfaction objectives. Increases perceived value in the market place by providing high quality products, excellent service and supply. Ensures a well-trained customer service and street-smart IO sales team. 
  6. Communicates necessary information to appropriate departments-including coordination of efforts between multiple departments. Interfaces with all departments to insure continued sales growth within accounts. 
  7. Executes plans and updates business performance on a regular basis. 
  8. Creates high-quality sales presentations and Customer Business Reviews in accordance with company guidelines using approved literature and sales programs and presents at customer and CooperVision senior level.
  9. Prepares presentations, proposals, plans and contract reports as necessary.
  10. Develops an extensive knowledge related to competitive contact lens companies.
  11. To proactively engage their direct reports in development planning which may include mentoring, coaching on relevant key competencies as well partner in on-site trade visits to strengthen skills n customer management.
  12. Travels extensively to customer accounts.

Knowledge, Skills and Abilities:

  • Team motivation ability
  • Excellent communication - clear and concise communication skills both verbal and written and ability to communicate at all levels, including senior executives / board level. 
  • Strong ability to deliver integrated action across different groups and geographies.
  • Strong reporting skills and effective research and resourcing methods
  • Analytical and problem-solving skills from strategic perspective
  • Experience of category management within a customer environment
  • Pro-active and self-driven highly motivated team player
  • Excellent attention to detail

Experience:

  • A minimum of 10 years business experience with five years related field sales experience in FMCG or healthcare B@B environment.
  • Minimum 5 years of experience in IO channel, working and negotiating with senior head office-based customers.
  • Delivered successful, high-profile customer campaigns.
  • Prepared and delivered meaningful and insightful customer business reviews.
  • Prepared and delivered strategic, forward focused Customer Business Plans.

Education:

  • Bachelor’s Degree or equivalent is required.

Work Environment:

  • Malaysia office
  • Travels extensively to customer accounts.
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Confirmed 7 hours ago. Posted 30+ days ago.

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