Business Development Manager - Midlands

WHO WE ARE

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.

JOB SCOPE AND MAIN RESPONSIBILITIES:

Reporting directly to a Regional Sales Manager, the Business Development Manager will engage independent optician customers with effective account management. Increasing the use of Essilor lenses with existing accounts, increasing profitable sales through both the direct and indirect channels. Always seeking opportunities to acquire new lens business directly or ways to introduce other members of the Essilor team to deliver growth. In accordance with the Company sales and marketing strategy to meet revenue targets in accordance with the Company discount structure. To develop, build and maintain relationships that will develop sales of the Company’s full product range in line with stated goals and forecasts. Ensuring that Essilor is progressive and growing as the customers preferred supplier on territory, always self-motivated and striving for great results.

Areas of responsibilities and related activities:

• To be responsible for maintaining an effective and consistent call programme infield for both Direct and Indirect Independent Accounts.
• To sell in the full range of Essilor products across your geographical area to increase sales by ensuring that Essilor becomes the preferred supplier through negotiation with opticians.
• To present all relevant marketing/commercial activity to key personnel agreeing actions and processes required to ensure its success, with a real focus on differentiation with personalised lenses and premium technologies.
• To regularly review with all customers their business, product mix and supplier preferences promoting Essilor lenses as first choice but ultimately securing lens volumes with a tailored commercial offering.
• To agree and implement customer training, both in practice and in seminar format, on all new and existing products to improve added value sales and product mix.
• To maintain accurate customer records and reports for relevant accounts to ensure that sales data and market activity can be analysed accurately, recording all relevant information in salesforce.com.
• To ensure that Essilor and competitor product knowledge is continually maintained.
• To continually assess the market, maintaining customer and competitor records to identify opportunities and be able to provide call reports, monthly reports and forward planning sheets as required by Sales Management team.
• At all times to act as an ambassador of Essilor and its values, bringing colleagues from the Bespoke and Transitions teams in to engage customers whenever appropriate.

Health and Safety 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 met.
• To bring to the attention of the business hazards, risks, concerns, accidents or near misses.
• Comply with any local PPE requirements.
• To work 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.

ESSENTIAL:

• Experience of successful sales account management in related field.
• Ability to work alone and as part of a remote team.
• Ability to use initiative and resolve problems within tight deadlines.
• Excellent communication skills both verbally and in writing.
• Ability to effectively analyse and interpret data.
• Excellent time management and organisational skills.
• Experience of using selling and negotiating techniques.
• A good level of commercial understanding.
• Computer literate and able to learn new tools.

DESIRABLE:

• Knowledge and experience of pricing systems, marketing theory and its application, selling and negotiating techniques.
• Proven track record of delivering effective training and coaching to change behaviour.
• Previous experience of training in group and individual environments.
• Knowledge of lens manufacturing processes, Company products and a good understanding of the UK optical market.
• Optical experience and/or D/O qualifications.

EDUCATION/QUALIFICATION STANDARDS REQUIRED FOR THE ROLE ESSENTIAL:

• GCSE level or equivalent in Maths & English.