Sales Manager -Instruments Category - East Anglia & East

If you’ve worn a pair of glasses, we’ve already met.

We are a global leader in the design, manufacture, and distribution of ophthalmic lenses, frames, and sunglasses. We offer our industry stakeholders in over 150 countries access to a global platform of high-quality vision care products (such as the Essilor brand, with Varilux, Crizal, Eyezen, Stellest and Transitions), iconic brands that consumers love (such as Ray-Ban, Oakley, Persol, Oliver Peoples, Vogue Eyewear and Costa), as well as a network that offers consumers high-quality vision care and best-in-class shopping experiences (such as Sunglass Hut, Lens Crafters, Salmoiraghi & Viganò and the Grand Vision network), and leading e-commerce platforms.

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The Instruments Category Sales Manager is responsible for delivering profitable growth across a defined territory by driving the sales of diagnostic, clinical, and equipment solutions.

Reporting into the Head of Regional Sales, this role owns the full commercial lifecycle of instrument opportunities — from identifying and developing pipeline, through to demonstration, negotiation, and successful installation.

Operating in a high-value, solution-led environment, the role requires strong commercial acumen, technical credibility, and disciplined pipeline management to convert opportunities into revenue and long-term customer partnerships.

Postcodes covered: , CB, IP, PE, MK, SG, LU, NN, LE CV, DE, LN, NG, DN, S, WF, HD

• Owns all instrument sales opportunities within a defined territory
• Focuses on pipeline generation, solution selling, and deal conversion
• Works as part of a cross-category commercial team alongside Lenses and Frames partners
• Collaborates with Sell-Out Specialists to support post-sale adoption and usage

• Own and deliver net sales, margin, and growth targets for instruments across the territory
• Identify and develop new business opportunities within existing and prospective customers
• Build and maintain a strong pipeline of qualified opportunities
• Prioritise accounts based on potential, readiness, and strategic importance
• Maintain consistent territory coverage and engagement

• Proactively generate demand through customer engagement, prospecting, and networking
• Qualify opportunities effectively, understanding customer needs, timelines, and decision processes
• Manage multiple opportunities at different stages of the sales cycle
• Maintain clear next steps, timelines, and ownership for all pipeline activity
• Ensure accurate forecasting and visibility of future business

• Conduct structured discovery to understand customer clinical, operational, and financial requirements
• Position instrument solutions as part of a broader business and patient care improvement
• Deliver compelling demonstrations and presentations tailored to customer needs
• Build and present business cases including ROI, efficiency gains, and patient outcomes
• Lead negotiations and close deals in line with commercial targets

• Ensure smooth installation and handover of equipment in partnership with internal teams
• Deliver or coordinate training to ensure customers are confident and capable…