Business Development Manager

Job Summary

Location: La Coruña. Territory: North Ovest Spain.

By use of effective territory planning and relationship building, achieve annual territory sales target and personal performance objectives. Maximize results through a combination of new business development and servicing existing customers within the designated area and in line with company objectives and policies.

Essential Functions

• Sales management of all customers within the defined territory providing a principle point of contact for CooperVision with the overall objective of achieving long-term, year on year sales growth. Accomplishment of sales targets, including revenue and sales mix of products.
• Day to day management of the territory, designated customers and CooperVision’s products and services.
• To develop and introduce new products on behalf of the Company to maximize the opportunities presented.

• To ensure outstanding knowledge of CooperVisions products, clinical and technical information, product strategy, market and commercial positioning and brand messages to assist customers in selecting those best suited to their needs.

• To respect the daily number of contacts per working day and month. Optimize the travel time to improve prospecting activities and the customers’ visit efficiency.

• To deliver training programs to retail staff individual or in conjunction with Professional Services, to improve knowledge of CooperVision’s products and placement.
• To organize and execute clinical training in liaison with the Professional Services team to improve clinical knowledge of employees and build brand loyalty.
• To form close relationships with the Area Managers and Business Development Managers within the account structure to provide the platform for commercial, retail training and educational programs.
• To service the customer base of the company and liaise with local Customer Service to ensure service levels are both maintained and acceptable to the account.
• To represent the Company at seminars, exhibitions and meetings as required enhancing the customer experience when interacting with CooperVision’s team members.
• To attend all sales meetings to ensure understanding of Company’s direction, action plans and required performance in different areas of work.
• To accurately complete all reporting and administrative duties as lay down at any time including the upkeep of the designated CRM system and a complete set of customer records for the designated area to ensure all knowledge is shared for the company benefit.

• Other related duties connected with the Company’s business.

Key Performance Indicators: to meet or exceed agreed targets by customer/brand and account penetration within territory by effectively selling CooperVision’s products and services within agreed time scales.

Scope:

Individual contributor reporting to the Regional Sales Manager who interacts on regular basis with the customers in the assigned territory and internally with the Key Account Managers, Professional Affairs, Customer Service and Finance.

Qualifications

• Sales professional with experience in a professional sales environment and able to manage a large geographical sales area

• Awareness and ability to make a positive impact with prospective and existing customers

• Enviable track record of achievement (target achievements) gained from organizations that demonstrate and require strong interpersonal skills in order to influence at all levels of management

• Have a clear understanding of ROI, forecasting tools and financial evaluation tools

• Enhanced skills of listening and empathy

• Understanding of investigative questioning techniques

• Highly pro-active and able to work successfully alone as well as within a team to pre-determined objectives

• Works well under pressure

• Self-motivated with the ability to prioritize and organize effectively

• Excellent inter-personal skills

• Excellent presentation and negotiation skills

• Results oriented

• Entrepreneurial, welcoming and positive approach to change

• Respected, honest and trustworthy with high levels of integrity

• Tenacious and resilient

• Computer literacy including Excel, Word and PowerPoint, and sales CRMs are essential.

• Ability to read and understand highly technical material.

• English language would be a plus.

• Extensive travel in country with some overseas travel

• Represent the Company at evening/weekend exhibitions and seminars

• Sales professional with minimum 4-5 years’ experience in a professional sales environment.

• Enviable track record of achievement gained from organizations that demonstrate and require strong interpersonal skills to influence at all levels of management.

• Experience in Optical or Pharmaceutical industry would be beneficial.

• Be educated to Degree level or equivalent.