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National Sales Manager
ROLE SUMMARYAt IDOC, "we empower independent owners to live the practice of their dreams." – IDOC employees go to work every day with this "Why" as their motivation. IDOC is expanding and looking for a Membership Business Manager to lead a Territory Business Manager (TBM) team to provide exceptional service to our existing members and grow new membership enrollment. In addition to supervising the TBM team, individual responsibilities will include new business development and account management deliverables.
The right candidate will expand the IDOC network through outreach to potential new independent optometric practices and working to close qualified leads through our robust marketing strategy as well as develop new leads through an expansive network of existing members and vendor support. This role will be accountable for the TBM team meeting membership growth goals for current member engagement and achieving new member growth targets.
RESPONSIBILITIES
- Oversee and act as Coach to Territory Business Manager team to Identify, pursue, and close Independent Optometric Practices (prospects) for new IDOC membership using a variety of sales techniques including networking with existing membership base and through soft lead generation.
- Oversee the development and maintenance of relationships with current members, Independent Optometry Business Owners (prospects), vendor partners, and local/state industry contacts within the territory to generate referrals.
- Ensure that team communicates member value proposition for services through sales presentations and electronic communications to referral sources.
- Accountable for creating a positive work environment that increases sales productivity and operational efficiencies.
- Communicate business goals and priorities to maximize team performance, increase sales opportunities and profitability.
- Celebrate positive team performance; identify performance opportunities utilizing ongoing feedback and coaching.
- Oversee team interactions and engagement with existing member accounts; analyze membership trends, recommend solutions, and serve as extension to the Territory Business Manager team to manage member accounts.
- Understand current member account unmet needs and identify solutions to remedy member service deficiencies.
- Utilize strong business relationships from current membership base to drive member referral program; assess and track results of referral program.
- Develop, expand, and leverage vendor relationships; through deep understanding of products and programs and to gain referrals for new memberships as an expected outcome.
- Demonstrate understanding of the independent optometry industry; stay well-informed on trends, competitors, state regulations, and managed care environment.
- Collaborate with IDOC departments and team members; professional affairs, marketing, consulting, accounting, etc.
- Foster team effectiveness and accomplishment of shared goals by sharing knowledge, experience, and information in order to optimize overall team sales strategies.
- Use, leverage and maintain Provident and HubSpot CRM database systems for members and prospects.
- 5+ years sales supervisory experience required; optical experience a plus.
- 7+ sales supervisory plus optical experience required for remote work.
- Bachelor&rsqou;s Degree preferred, or equivalent industry experience.
- Strong proficiency with Microsoft Office, SQL, Tableau, HubSpot (or similar Sales & CRM databases) and other data analytics tools, a plus.
- Excellent oral and written communication skills.
- Demonstrated skills in influencing key decision makers to buy in on a project or plan of action.
- Energy and focus to be goals and results oriented.
- Exceptional organization skills.
- Demonstrated ability to work independently and in a close team environment, self-starter.
- Approximately 20% travel required, including but not limited to participation with IDOC National, Regional, and Local Events, Optical Industry National and Regional Events, and State Association Conferences.
- Team-oriented and "People First, Always" mindset.
- Kind, humble, and respectful attitude with a strong desire to serve others that supports our value of "Service at Our Core".
- High level of influencing skills.
- Strong command of the sales tactics, handling objections, prospecting, lead management, technology proficiency, and content presentation.
- Adept at conflict resolution.
- Exceptional critical thinking skills to include innovation, creativity, judgment, adaptability and pragmatism to identify solutions.
- Strong communication and interpersonal skills, both verbal and written; active listener.
- Self-starter, self-reliant, flexible, and resilient; high level of self-motivation.
- Self-motivated to include passion, ambition, tenacity, intuition, persuasion, assertiveness, and energy.
- Resourceful with ability to troubleshoot and think independently and proactively, be solutions oriented with the ability to resolve conflict.
- A keen attention to detail and highly effective organization and prioritization skills including the ability to stay on task and maintain focus in a fast-paced environment.
- IDOC provides a competitive compensation and benefits program.
Director, Data Insights
ROLE SUMMARYAt IDOC, "we empower independent owners to live the practice of their dreams." – IDOC employees go to work every day with this "Why" as their motivation. IDOC is building out best-in-class data/insights capabilities to galvanize our "Why" and are looking for the right Champion to bring our dreams to realty.
IDOC utilizes three systems - Provident (custom built for IDOC), EdgePro software from GPN Technologies, and HubSpot - to organize and power data received from independent optometrists who are members of IDOC. GPN reads the Electronic Health Record data of the practice and we also receive purchasing/use data from our vendor partners in areas as diverse as contact lenses, labs, frames and contact lens distributors.
IDOC is seeking a Director, Data Insights to oversee ongoing development and enhancement of "insight engine" for both our members and our Company to use. Our ideal candidate thrives in a fast-paced complex environment, relishes working with large transactional volume and big data, enjoys the challenge of highly complex business contexts and above all else, is passionate about data and analytics. Given the complex nature of the vision care industry our candidate will ideally have prior experience in the industry.
The Director, Data Insights will be developing queries, accessing data warehouses, generating automated daily/weekly reports for the entire organization, and creating relevant KPIs and metrics for teams. The role will provide business insights based upon data to further improve our business and operations and live our "Why". The ideal candidate will excel at "data-speak" to external teams e.g. sales, marketing, account managers, marketing and consulting teams.
The successful candidate knows and loves working with business intelligence tools, is comfortable accessing and working with big data from multiple sources and will passionately partner with the business departments within IDOC to identify strategic opportunities and deliver results, has superior written and verbal communications skills. S/he will be a self-starter, comfortable with ambiguity, able to think big (while paying careful attention to detail) and enjoy working in a fast-paced dynamic environment.
RESPONSIBILITIES
- Lead strategic and innovative data and analytics efforts to identify trends and opportunities and translate those into practical and actionable solutions.
- Understand business challenges and produce relevant solutions that enable timely decision making by delivering insights on key performance indicators, drivers of trend, and lead to actionable initiatives. Partner with the cross functional teams to solve key business questions by identifying trends, designing tests and conducting deep dive analysis.
- Identify, analyze, and interpret trends or patterns in complex data sets using statistical techniques, and present recommendations and solutions to leadership team.
- Analyze and solve problems at their root, stepping back to understand the broader context.
- Own the design, development, and maintenance of ongoing metrics, reports, analysis, dashboards, etc. to drive key business decisions.
- Act as the primary lead in preparation of executive level presentations for internal and external audiences.
- Model data to provide automated reports to IDOC departments, vendor partners and IDOC members.
- Collaborate with departments within IDOC to help decision making and track progress against KPIs.
- Unlock key insights to drive results for IDOC members, vendors and IDOC corporate as well.
- Serve as strategist working closely with membership account teams and marketing, providing sales and campaign analysis to develop and drive the ongoing sales strategies.
- Work with subject matter experts to lead, create and maintain databases and forecast models.
- Interface with Provident & HubSpot teams, GPN and Vendor partners.
- Recognize and adopt best practices in reporting and analysis: data integrity, test design, analysis, validation and documentation.
- Minimum 8+ years of data, statistics, and probability analytics experience.
- BS or MS in Engineering, Math, Statistics, or Analytics.
- Demonstrated application of advanced statistical analysis and modeling.
- Proven track record of drawing insights from data and translating those insights into tangible business outcomes.
- The ideal candidate will have the ability to identify trends and turn into compelling stories.
- A keen attention to detail and highly effective organization and prioritization skills including the ability to stay on task and maintain focus in a fast-paced environment.
- Strong communication and interpersonal skills, both verbal and written.
- Strong proficiency with Microsoft Office, SQL, Tableau, HubSpot (or similar Sales & CRM databases), and other data analytics tools.
- Committed to collaboration and teamwork.
- Ability to thrive in a dynamic environment.
- IDOC provides a competitive compensation and benefits program.
Practice Development Manager
ROLE SUMMARYAt IDOC, "we empower independent owners to live the practice of their dreams." – IDOC employees go to work every day with this "Why" as their motivation. IDOC is expanding and looking for a Territory Business Manager (TBM) to provide exceptional service to independent optometrist members within a defined territory and grow new membership enrollment. Role responsibilities are primarily accomplished through phone-based prospecting and account management.
The right candidate will expand the IDOC network through outreach to potential new independent optometric practices and working to close qualified leads through our robust marketing strategy as well as develop new leads through an expansive network of existing members and vendor support. The TBM will acquire, onboard, and provide ongoing service to members within a defined territory. Core responsibilities will entail meeting membership growth goals for current member engagement and achieving new member growth targets.
RESPONSIBILITIES
Business Development
- Identify, pursue, and close Independent Optometric Practices (prospects) for new IDOC membership using a variety of sales techniques including networking with existing membership base and through soft lead generation.
- Develop, maintain, and leverage relationships with current members, Independent Optometry Business Owners (prospects), vendor partners, and local/state industry contacts within the territory to generate referrals.
- Communicate proposed value proposition for services through sales presentations and electronic communications to referral sources.
- Manage day-to-day interactions and engagement with existing member accounts; analyze business, conduct account reviews, provide solutions, resolve issues, increase vendor programs and engagement, upsell membership plans (if warranted), and serve as an extension of member’s business.
- Examine current member accounts for unmet needs and service deficiencies to provide recommended solutions and driving referrals.
- Gain additional referrals as a result of building strong business relationships from current membership base.
- Develop, expand, and leverage vendor relationships; through deep understanding of products and programs and to gain referrals for new memberships as an expected outcome.
- Demonstrate understanding of the independent optometry industry; stay well-informed on trends, competitors, state regulations, and managed care environment.
- Collaborate with IDOC departments and team members; professional affairs, marketing, consulting, accounting, etc.
- Foster team effectiveness and accomplishment of shared goals by sharing knowledge, experience, and information in order to optimize overall team sales strategies.
- Use, leverage and maintain Provident and HubSpot CRM database systems for members and prospects.
- Complete all administrative duties including expense submission, travel planning, and more as required or directed.
- 5+ years sales experience required; optical experience a plus.
- 7+ sales plus optical experience required for remote work.
- Bachelor’s Degree preferred, or equivalent industry experience.
- Strong proficiency with Microsoft Office, SQL, Tableau, HubSpot (or similar Sales & CRM databases) and other data analytics tools, a plus.
- Excellent oral and written communication skills.
- Demonstrated skills in influencing key decision makers to buy in on a project or plan of action.
- Energy and focus to be goals and results oriented.
- Exceptional organization skills.
- Demonstrated ability to work independently and in a close team environment, self-starter.
- Approximately 20% travel required, including but not limited to participation with IDOC National, Regional, and Local Events, Optical Industry National and Regional Events, and State Association Conferences.
- Team-oriented and "People First, Always" mindset.
- Kind, humble, and respectful attitude with a strong desire to serve others that supports our value of "Service at Our Core".
- High level of influencing skills.
- Strong communication and interpersonal skills, both verbal and written.
- Self-starter, self-reliant, flexible, and resilient; high level of self-motivation.
- Applies critical thinking, logic and reasoning to identify solutions.
- Works well both independently and as a team to define processes, coordinate work, and manage communications across the business.
- Resourceful with ability to troubleshoot and think independently and proactively, be solutions oriented with the ability to resolve conflict.
- A keen attention to detail and highly effective organization and prioritization skills including the ability to stay on task and maintain focus in a fast-paced environment.
- IDOC provides a competitive compensation and benefits program.
