Optical Sales Consultant; Gainesville

Overview

The Optical Sales Consultant will provide value-added services to Eye Care Practitioners by applying consultative sales methodologies learned through ABB sales training. In this role you will deepen relationships within targeted Key Accounts in your assigned territory to grow and/or earn their business. You will drive sales within the ABB pillars to meet sales forecasts, achieve quotas, and drive margin by selling the full line of optical products and services to existing customers and identified targets, reporting to the Regional Sales Manager.

ABBOptical Group Optical Sales Consultants call on Eye Care Professionals, including Optometrists, Ophthalmologists, and Opticians. You will provide value-added services involving contact lenses, optical lab services, and business solutions using consultative selling skills to grow practice margins and profit associated with ABB Pillars of products and services.

This is a field-based outside sales role, requiring daily face-to-face interactions with key accounts and approximately 30% overnight travel. The ideal candidate must live in the designated territory.

• Achieve quarterly sales objectives through a consultative selling approach focused on conducting face-to-face meetings with new, potential, and established accounts.
• Manage a book of existing business including the largest and most valuable ABB customers by delivering the appropriate messages with the right call frequency.
• Increase territory revenues and profit through development of existing accounts and cold calling new prospects from designated sources.
• Cross-sell within existing accounts to grow revenue and meet sales goals while managing multiple product lines.
• Negotiate customer service agreements and contracts to document terms and conditions of the ABB–Customer relationship.
• Conduct quarterly business reviews with each account to align products and services with business development goals.
• Build positive business relationships with key office staff by providing predetermined product/service training when appropriate.
• Maintain relationships with top Soft Contact Lens manufacturers and engage with optical lab manufacturers to discuss account opportunities.
• Track customer and prospect interactions in Hub Spot (CRM) and execute marketing activities to maximize results with assigned accounts.
• Collaborate with internal partners and communicate effectively with colleagues in Lab and Business Solutions pillars.
• Maintain accuracy of pricing, policies, and procedures.
• Inform current and potential customers about products, promotions, and services to generate new business or increase existing business.
• Analyze sales data and reports to identify market trends and opportunities; proficiency with Excel and Hub Spot is required.
• Create and execute a comprehensive quarterly Territory Business Plan, including establishing zones for proper call coverage based on analytics and collaboration with sales management.
• Plan and conduct weekly meetings with Eye Care Professionals and other decision makers aligned with business strategy and sales leadership.
• Follow up on leads promptly (within 24-48 hours) and track progress with detailed information.
• Share industry information within the team and communicate with external business partners as appropriate.
• Attend local, state, or national conventions and optical-oriented meetings as required.
• Provide regular updates on territory status to the Regional Sales Manager, including sales results, challenges, key accounts, and development goals.
• Proactively complete regional and national training and development courses within designated periods.
• Adhere to all company sales policies and guidelines.

Required Qualifications

• Bachelor’s Degree or equivalent.
• Minimum 3 years of current field-based B2B sales experience or 3 years in optical retail with responsibility for driving sales and revenue.
• Valid state motor vehicle operator’s license.
• Intermediate PC skills, including Excel, Microsoft Teams, Outlook, PowerPoint, and Word.
• Field-based position requiring daily in-person visits to customer accounts.
• Overnight travel may be required, approximately 30-50%…