Regional Sales Manager

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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.

Reporting directly to the Commercial Director, you will develop, build and maintain relationships within a specific geographical region by managing, coordinating and directing the activities of a team of Business Development Managers (BDMs). In doing so, ensuring that sales and key product penetration targets are exceeded, team objectives are met, and expenditure remains within budget.

AREAS OF RESPONSIBILITIES AND RELATED ACTIVITIES:

• To be the qualified point of contact for customers and commercial teams on prescription complete pairs in order to drive sales within a defined region.
• Increase overall Essilor business (direct and indirect) in the region in accordance with quarterly / annual targets by ensuring that BDMs focus their activities on the business areas that will ensure they achieve target.
• Build customer relationships and be accountable for day-to-day sales performance for the region, monitoring service levels in order to develop the business and ensure that Essilor becomes the preferred supplier.
• Direct additional customer support for nominated accounts, delivering added value through teamwork and collaboration with the BDMs but also from the Transitions team.
• Monitor sales activity and customer requirements to enable accurate forecasts of lens volumes to be made for the production and logistics departments. To ensure that there are sufficient stocks of lenses, consumables and products stock levels to satisfy customer demand.
• Maintain sales analysis, data reporting through salesforce.com and team administration to allow development/adjustment of the GB sales strategy.
• Work with the marketing team to plan and implement promotional and training programmes and to assist BDMs to understand more effectively their marketplace through the provision of market data.
• Act as the commercial representative for proximity glazing for the relevant region.
• Manage both team and individual performance within the region to achieve sales targets and in line with company values, policies and procedures. Proactively manage poor performance and maintain a growth culture that embraces change.
• Ensure regular co-travel and accompany customer field visits across the region.
• Ensure that staff are competent in all aspects of their role and that they are sufficiently trained to cover all eventualities, undertaking training and coaching as it is required to enhance team performance.
• At all times to act as an ambassador of Essilor and its values.

HEALTH & SAFETY / ENVIRONMENTAL 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.
• To ensure health and safety requirements are met for/ by reporting team, by formal or informal inspections.
• To ensure all staff under their control are adequately informed, trained and Supervised on HS&E issues & where necessary arrange or do the training.
• To ensure adequate provision and use of safety equipment including PPE for area (in line with department procedures, Risk Assessments etc)
• To foster and represent a culture of H&S compliance
• To ensure suitable and sufficient accident investigations are carried out.
• 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.
• To ensure environmental requirements are met for/ by reporting team.

NETWORK OF INTERACTION:
INTERNAL:

• Commercial Director
• Transitions Manager
• Instruments Manager
• Marketing

EXTERNAL:

• Customers and visitors

TECHNICAL SKILLS - PORTRAIT OF A PERFECT CANDIDATE
ESSENTIAL :

• Proven success of account management experience in a related field
• Previous experience of managing a team and ability to manage in a positive, progressive way
• Self motivated and able to motivate others
• Previous experience in the Optical industry with knowledge of all Company products and processes.
• A high level of commercial understanding together with customer care and instructional techniques, and sales, financial and market data analysis and reporting
• Proven ability to influence and communicate at all levels both verbally and in writing
• A high level of computer literacy
• Proven ability to negotiate at all levels
• Ability to work alone and as part of the team
• Well organised, able to plan and work to tight deadlines on own initiative
• Ability to multitask and work effectively under pressure

DESIRABLE:

• Proven track record of delivering effective training and coaching to change behaviour
• An extensive knowledge of budgetary construction and control, customer care, leadership and team building techniques.
• An extensive knowledge of Essilor products and lens manufacturing processes.

CANDIDATE PROFILE:
ESSENTIAL :

• GCSE level or equivalent in Maths & English
• Full UK driving licence

DESIRABLE:

• Degree (or equivalent) preferably in business studies or a technical subject
• Professional sales/marketing qualification (CIM Advanced Certificate or equivalent)
• People Management qualification

LANGUAGES:
Fluent written and spoken English