CooperVision, a division of CooperCompanies (NYSE:COO), is one of the world’s leading manufacturers of soft contact lenses. The Company produces a full array of daily disposable, two-week and monthly contact lenses, all featuring advanced materials and optics. CooperVision has a strong heritage of solving the toughest vision challenges such as astigmatism, presbyopia and childhood myopia; and offers the most complete collection of spherical, toric and multifocal products available. Through a combination of innovative products and focused practitioner support, the company brings a refreshing perspective to the marketplace, creating real advantages for customers and wearers. For more information, visit www.coopervision.com
Job Summary:
The Inside Sales Representative position will implement a consultative selling style that operates independently on a daily basis. The position will be professional, credible and comfortable at all times dealing with optometrists, ophthalmologists, technicians, office administrators, retail store managers and store staff and any other customers in the territory. In this role you will be responsible for introducing EyeCare Prime services to existing CVI customers and identifying new business opportunities. This position will generate leads and follow up on leads provided by CVI Sales team and social media, present to customers and close deals. In addition, the ISR will serve in an account management capacity, handling basic service questions from existing Eye Care Prime customers, while looking for opportunities to offer additional services that would benefit the customer. This role will be the main point of contact throughout the customer lifecycle for ECP customers and CVI Sales reps as we navigate the sales process and account management process post sale.
Essential Functions & Accountabilities:
Meet and exceed projected sales goals based on territory quota established by sales management for the given territory.
Act as an account manager to upsell to existing customers & retain existing customers during the 1 year renewal process.
Constantly develop new business in a given geographic territory.
Dedicated to meeting internal/external customer needs quickly and accurately. Return customer phone and email inquiries within 24 hours.
Daily use of Salesforce.com and reports to analyze product, account sales and overall territory growth.
Participate in state and regional optical shows when requested.
Answer questions about billing and basic service level questions.
Answer the sales line and make outbound sales calls.
Conduct sales webinars and convert interested customers into close/won.
Assist offices with inputting credit card information and return emails and calls in a timely manner(24 hours or less)
Partner with the CooperVision sales team in order to grow paying accounts month over month.
Penetrate, profile, qualify and schedule well qualified appointments with key decision makers within our “targeted” market
Meet and exceed daily and weekly call goals as well as deliver a high quantity of well qualified sales opportunities.
Consistently meet and exceed activity & opportunity quotas to deliver optimal sales pipeline
Articulate EyeCare Prime ’s value proposition to key decision-makers across multiple industries to assess buying interest
Learn and demonstrate a fundamental understanding of EyeCare Prime ’s technology – and clearly articulate capabilities and advantages to prospective customers to successfully manage and overcome prospect objections
Maintain technical proficiency with ECP products and competitive products
Research customers, identify decision makers, educate prospects and qualify buying interest and sense of urgency
Extensive use of CRM (SFDC) to maintain accurate activity, contact, and account information of all customers and prospects
Create and prioritize strategic target account lists within a defined territory
Conduct QBR’s with ECP customers to update them on the activity and benefits they have realized in utilizing our services, as well as look for upsell opportunities into additional ECP services they would benefit from
Cultivates internal & external relationships that create sustained value for CVI customers
Submit all administrative reports on a timely basis (call reports, expense reports, ROI reports, etc.); daily submission of sales calls into Salesforce.com
Will be main contact/point person for interaction/communications between ECP Sales/ECP Support Services/CVI Sales Rep/Customer Account
CooperVision’s management team is committed to the development of and implementation of the quality management system and maintaining its effectiveness by communicating to the organization the importance of meeting customer as well as statutory and regulatory requirements.
Qualifications
Knowledge, Skills and Abilities:
Self-starter with the ability to work independently & amongst a sales team
Positive and constructive attitude
Excellent organizational skills
Anticipate, understand, prioritize and meet customer needs
Exceptional verbal and written communication skills
Intermediate skill in the use of Salesforce.com, Microsoft Excel, Word and PowerPoint
Clear understanding of various types of social media, mobile & search marketing as well as reputation management web sites
Ability to read and understand highly technical material
Adapt to a changing work environment; individuals and/or groups on a daily basis.
Effectively identify, evaluate and assimilate information to render quality decisions.
Ability to make presentations to various sized customer groups over the phone and in-person
Previous CRM system experience
Highly motivated self-starter with competitive personality and strong attention to detail
Team player who possesses a desire and ability to work in a fast paced, goal oriented high growth sales environment
Exceptional communication skills, both oral and written, coupled with excellent listening skills and a positive and energetic phone presence
Fluent in Microsoft Office applications and CRM systems (preferably salesforce.com)
Ability to demonstrate an aptitude for technology
Demonstrated success prospecting into companies.
Ability to read and understand highly technical material.
Proven capabilities and skills in account development, opportunity qualification, pre-call planning, call structure/control, and time and territory management desired
Ability to work independently as well as part of a team in a fast-paced environment
High volume prospecting into doctor’s offices via cold calling, networking, e-mail, as well as utilizing Internet information sources to build and maintain a sales development pipeline
Work Environment:
Professional office environment in line with corporate office standards
Prolonged sitting in front of a computer
Extensive phone activity on daily basis, inbound and outbound
10-15% Domestic travel to trade shows, optical shows, regional activities, co-travel with CVI Sales Reps, dinner presentations
Experience:
1-2 years in outbound environment preferred, cold calling through use of dialer to generate leads
1-3 years business to business sales (end to end sales process) preferred
