Key Account Manager (Northeast Territory)

About the Company

Three Rivers Optical, based out of Pittsburgh, PA, has a 50+ year history as a leading independent optical laboratory serving its customers across the country with exceptional service and quality. Three Rivers Optical produces lenses for the top manufacturers, as well as its own private label, in a full-service laboratory.

Since 1969, Three Rivers Optical has operated a fully integrated optical lab, providing consulting services to ophthalmologists, optometrists, and opticians through dedicated customer service, sales, and technology teams. Our leading technical expertise and manufacturing capabilities make us a leader in the industry, serving the independent optometric practice.

Role Summary

The Three Rivers Key Account Manager is a significant driver of Company revenue and growth. As an experienced sales and account management professional, you’re responsible for leading and driving sales engagements with prospects and managing relationships with your customers. You’re motivated by the desire to bring added value to the independent optometric practice owner, and excited and prepared to connect with them to uncover the needs of their practice and provide lab solutions to grow the practice.

This role will establish Key Account capabilities within Three Rivers Optical. The Key Account Manager will be responsible for building a book of profitable business over $5.0M in annual revenue, while focusing on large customers. The Key Account Manager will provide training and support for local territory representatives and collaborate internally to develop programs to meet company and customer needs. This newly established role requires a deep understanding of the optical industry, excellent communication skills, a proven track record of successful account management, and an already established book of business in the territory.

Responsibilities

• Develop and maintain strong relationships with key clients in the optical lab business.
• Serve as the main point of contact for Key Accounts, understanding their needs and ensuring customer satisfaction.
• Proactively identify opportunities for account growth and expansion.
• Develop and implement strategic sales plans to drive revenue growth.
• Maximize consultative selling approaches and nurture sales territory with face-to-face meetings with new, potential, and established accounts.
• Develop, maintain, and grow relationships with current customers to generate referrals.
• Inform current and potential customers of products, promotions, and services to generate new business or to increase business.
• Train staff in optics, impact of lens design and Rx on frame selection.
• Consult with practice owners to increase profitability, improve practice flow and patient retention.
• Understand client needs and requirements and create solutions that may better service their needs.
• Educate practice on managed care programs and provide continuing education as necessary.
• Demonstrate understanding of the independent optometry industry; stay well-informed on trends, competitors, state regulations, and managed care environment.
• Stay current on industry trends, market conditions, and competitor activities.
• Possess in-depth knowledge of our optical lab products and services to effectively communicate their value to clients.
• Maintain high accuracy level on company pricing and procedures.
• Stay current on industry trends, market conditions, and competitor activities.
• Possess in-depth knowledge of our optical lab products and services to effectively communicate their value to clients.
• Attend trade show/meetings as required.

• 10+ years proven track record in optical lab sales.
• 5+ years of sales experience with large independent practices.
• Bachelor’s Degree business, sales, or equivalent industry experience.
• Excellent oral and written communication skills.
• Demonstrated skills in influencing key decision makers.
• Energetic and focused self-starter that is goal/results oriented.
• Exceptional organizational skills.
• Demonstrated ability to work independently.
• Working knowledge of CRM software tools, a plus.
• Approximately 25% overnight travel may be required.
• Must have a valid driver’s license, car insurance, and a satisfactory driving record.