Marcolin is a global leader in the eyewear industry, founded in 1961 in the heart of Italy’s Veneto eyewear district. The company stands out for its unique ability to combine traditional craftsmanship with advanced technologies, driven by a constant pursuit of excellence and continuous innovation.
Its portfolio includes owned brands WEB EYEWEAR and ic! berlin, as well as licensed brands such as TOM FORD, Guess, adidas Sport, adidas Originals, Christian Louboutin, Max Mara, Zegna, GCDS, MAX&Co., MCM, Tod’s, Pucci, BMW, K-Way®, Kenneth Cole, Abercrombie & Fitch, Timberland, GANT, Harley-Davidson, Marciano and Skechers.
Through its direct distribution network and a global network of partners, Marcolin distributes its products in more than 125 countries worldwide.
Location
Scotland
Position Summary
We are looking for a highly motivated Sales Representative to join our UK sales team of 15 representatives, managing a territory across Scotland. You will be responsible for growing existing accounts, winning new business and developing long-term customer partnerships. This role goes beyond selling in collections; it is about understanding each practice, building strong brand presence and working with customers to maximise sales to the end consumer/patient. Working closely with colleagues across the business including; Trade Marketing, Sales Operations, Accounts and Planning, you will bring our brands to life in practice, ensuring they remain visible, relevant and front of mind for practice teams and consumers. You will embrace evolving technology, market trends and new ways of working to drive sustainable growth.
You will be accountable for monthly, quarterly and annual sales targets, taking ownership of your territory, its long-term potential and increasing market share and brand penetration.
Key Responsibilities
- Deliver monthly, quarterly and annual sales targets, taking ownership of territory performance and sustainable growth, and ensure sell-in reflects a balanced source of business
- Analyse sales data, customer performance and market trends to produce accurate customer and brand forecasts, identify gaps, prioritise opportunities and agree actions to hit targets.
- Maintain accurate Salesforce records, regional account and territory business plans and forward diaries, embracing evolving digital tools and adapting to changes in the optical market, consumer behaviour and customer needs.
- Collaborate with Sales, Trade Marketing and the wider business to share insight, solve challenges and maximise territory potential.
- Generate new business and strengthen customer relationships, confidently representing our brands at industry events and trade shows
- Take full ownership of your territory, building and executing a structured journey plan that prioritises high-potential accounts and new business and makes every visit purposeful.
- Build trusted, long-term customer relationships, understanding each practice’s objectives, challenges and commercial opportunities to become a valued partner in its development.
- Create and implement account plans that drive growth, with a key focus on independent chains: improve brand penetration, regularly review performance against potential and agree clear actions to improve results.
- Proactively identify, approach and convert new business, building a strong pipeline and taking accountability for follow-up, commitments and outcomes so opportunities keep progressing.
- Work closely with peers to develop the overall Marcolin brand portfolio across the territory.
- Champion optical retail excellence, supporting practices to optimise brand presentation, product positioning and customer service to drive sell-out.
- Work with Trade Marketing to strengthen brand visibility, delivering effective merchandising, point-of-sale materials, promotions and staff incentives that bring campaigns and new launches to life, while promoting bestsellers and must-have collections.
- Support practice teams through product training, staff engagement and brand storytelling, increasing their confidence in recommending our collections.
- Monitor brand execution and competitor activity, sharing customer feedback and market insights to identify opportunities for improvement and growth.
Experience Requirements and Skills
- You have a proven track record in field sales, account management and delivering against commercial targets including winning new business and building a sustainable sales pipeline.
- Experience in the optical industry will help you hit the ground running, but it isn’t essential.
- A good standard of education, ideally to A-level or equivalent; Degree in business, sales or marketing is preferred.
- Confident user of Microsoft Office, particularly Excel for sales analysis, forecasting and planning.
- Experience with CRM systems, ideally Salesforce, and digital tools for account management, presenting collections and placing orders.
- A full, clean UK driving licence
- Fluent English, written and spoken; additional European languages are advantageous
- You combine strong relationship management with commercial focus, balancing immediate sales opportunities with sustainable account development
- Customers value your advice, enjoy your visits, and see you as a true partner in growing their business.
- You are self-starting, resilient and solution focused, learning from challenges and taking ownership of finding better ways to achieve results.
- You understand that success goes beyond selling in; you actively look for ways to help customers sell out through effective brand positioning, product knowledge, merchandising and staff engagement.
- You enjoy working collaboratively and as part as a large team and independently
- You look for practical ways to improve brand visibility, customer engagement and commercial results.
- You take a proactive, solution-focused approach. When challenges come up, you find the best solution for the customers while pushing our company goals.
- You are curious, insight-driven and forward-thinking, using data, customer feedback and market trends to spot opportunities, adapt to change, share ideas and work collaboratively to drive growth and success.
What do we offer?
- A competitive basic salary plus attractive commission and bonus, so your hard work and success are recognised and rewarded.
- We support you on the road with a generous car allowance for your daily travel across the territory.
- You’ll get international training to build your product knowledge and sales skills, whether you’re new to optics or already an expert.
- You’ll represent a portfolio of world-famous fashion, luxury and lifestyle brands, all of them collections customers love and want to stock.
- You’ll join an established team of 15 sales representatives, backed by colleagues across the business who are ready to help you succeed.
- You’ll be part of a global company with more than 60 years of experience, a passion for Italian design and craftsmanship, and a genuinely human approach to business.
The compensation for this role will be communicated at the beginning of the recruitment process. The actual package will reflect the candidate’s experience, qualifications, and specific competencies.
Any differences in compensation within the same employee category are determined on the basis of objective, transparent, and non-discriminatory criteria, in line with the Company’s internal policies and applicable legislation.
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