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Due to an internal promotion, we are seeking an experienced and highly motivated sales professional to join our field sales team. As a Business Development Manager, you will be responsible for developing the contact lens business of Optometrists throughout your nominated territory and promoting the CooperVision range of contact lenses, as well as managing existing accounts and working closely with the Sales teams and the Myopia Management Specialist to scope opportunities. This role will see you focus on executing place business plans to meet sales targets and budget and working closely with all CooperVision functions to support and build the business growth. The role is in Adelaide, South Australia, and reports to the Field Sales Manager.

CooperVision Australia & New Zealand (ANZ), with offices in Sydney and Adelaide, consolidates into the Asia-Pacific region. We are committed to delivering strong growth and profitability, and a market leader position in the soft contact lens category for the ANZ region.

Customer

  • Develop extensive knowledge related to the optical and contact lens market, competitor companies, the CVI product portfolio and customers 
  • Represent CooperVision’s product and services by calling on Optometrist’s Practices within your assigned Territory.
  • Be the key point of contact for day-to-day communications with customers
  • Ensure customer contacts are by company guidelines using approved literature and programs
  • Negotiate the best outcome for CVI and the customer
  • Build and ensure a high standard of relationships with customers and decision-makers and maintain the professional image of the company
  • Understand and appreciate the differences, priorities and needs of each customer – be curious about your customer’s business, and understand how you can be a true business partner to them
  • In conjunction with your manager, continually review and ensure the correct targeting of customers aligned to the CVI Customer Targeting model 
  • Maintain accurate customer records, reports and information relating to the customer and their practices through the CVI CRM
  • Use data to identify, validate or predict future trends or activities in your territory

Financial

  • Achieve Sales targets for an identified territory
  • Manage allocated costs within budget in line with CVI policy

Strategic Planning and Analysis

  • Develop a territory plan to implement company plans in your territory 
  • Develop customer plans and agreed standards of performance in conjunction with the customers and key stakeholders aligned to the CooperVision and customers strategy
  • Implement the CVI targeting & segmentation model to identify and allocate resource
  • Learn and utilise CVI software programs to enhance sales and provide information as required
  • Continuously analyse and evaluate the effectiveness of sales, methods, costs, and results and adjust accordingly to improve overall business and achieve sustainable profitability

Execution and Reporting 

  • Utilise all data to plan, execute and follow up customer calls using the CVI selling process, ensuring every call has a positive impact on the customer’s practice
  • Ensure the execution and delivery of the agreed plans, promotions, and campaigns at the customer/account level
  • Meet regularly with customers to assess agreed plan performance and implement remediation plans as required 
  • Prepare presentations, proposals, plans, and contact reports as necessary
  • Manage the execution of Key Account programs across optical corporate chains and groups in your territory
  • Initiate, negotiate, execute and review required contracts as per the CVI contract management process
  • Complete quarterly business reviews with your manager to determine the sales growth potential for your customer base
  • Regularly feedback on competitive intelligence, sales and customer insights to the broader commercial team as required
  • Generate and analyse weekly/monthly reports as required
  • Manage time and prioritise tasks effectively - handle multiple deadlines and competing timelines

Teamwork

  • Proactively build relationships cross-functionally with relevant departments (Marketing/ Sales /Professional Services / Customer service/ Key accounts) to ensure delivery of annual budget and long-term growth. 
  • Contribute and encourage an inclusive culture
  • Promote a productive culture by valuing others’ unique contributions and providing constructive feedback
  • Share information and learnings and support team members in upskilling, coaching, and onboarding as required
  • Participate actively in all sales meetings and conferences

People Development 

  • Develop an understanding of CooperVision’s (CVI’s) culture, products, and sales policies
  • Upskill and utilise CVI software programs to enhance sales and provide information as required 
  • Participate in CVI Employee Performance Management and development process
  • Participate and in some cases lead additional initiatives and projects as required

Knowledge

  • Good knowledge of the geography of your assigned sales area
  • Intermediate skills in the use of Excel, Word, PowerPoint, CRM (Sales Force), and Business Intelligence software
  • Ability to read and understand highly technical material
  • Strong numeracy and analytical skills

Work Environment

  • Prolonged sitting, standing, and walking
  • Occasional work outside normal business hours
  • Regular Regional travel
  • Driving a motor vehicle - valid driver's license essential

Experience

  • Minimum of three years of sales/business development experience ideally from a medical device, pharmaceutical or optical industry background, though not essential
  • Sales experience from a business-to-business background
  • Ability to negotiate and influence buyer behaviours

Education

  • Degree qualified in a relevant discipline is strongly preferred
  • Tertiary education is highly desirable
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Confirmed 5 hours ago. Posted 30+ days ago.

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