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Quick Question:

How many years have you been in a B2B sales role?
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What is your highest level education?
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Quick Question:

Within the last 5 years, what role did the following play in your job:
Acquiring new accounts
Please note that this position is no longer available.
If you would like to be considered for similar opportunities now or in the future, feel free to apply and/or set up a notifier for yourself.
Sales Consultant
Southwestern Michigan & Northern Indiana


Opportunity Snapshot
Top reasons to consider aligning your career with Interstate Lab Group
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Enjoy the entrepreneurial energy of Interstate Lab Group plus the resources of a global leader

If you have strong consultative sales skills, business acumen and a knack for building relationships, this position offers you some great opportunities. You will:
  • Assume ownership of an existing book of business with strong potential for growth and earnings; you'll invest about 40% of your time in account management and about 60% in new business. Quick question for you - click here
  • Expand your experience; for example, optical industry experience can be helpful, but if you don't have it, we'll help you get up to speed.
  • Enjoy a good deal of autonomy in running your territory and leverage a broad prescription eyewear portfolio that includes both lenses and frames, a variety of options (coatings, progressive lenses, etc.) and name brands.
  • Take advantage of "the best of both worlds:" the small-company, family-run culture of Interstate Lab Group and the stability and resources of Essilor-Luxottica, our parent corporation and the world's largest player in the eyewear industry.
  • Join an organization driven by a threefold mission: Improving lives by improving sight, Innovating for better vision, and Reaching the 2.7 billion underserved.
Improving Lives By Improving Sight. Founded in 1977, Interstate Lab Group is a full-service wholesale laboratory with locations in Ontario, Ohio and Indianapolis, IN. Both labs utilize fully-digital production with advanced finishing capabilities and anti-reflection, providing the best coatings including Crizal Sapphire 360 UV. Interstate Lab Group is a division of Essilor of America, Inc., the leading manufacturer of eyeglass lenses in the United States, which employs more than 7,000 people and operates the largest and most comprehensive optical laboratory network in the U.S. Essilor of America, Inc. is a subsidiary of Paris-based Essilor International. Essilor manufactures optical lenses under the Varilux®, Crizal®, Transitions®, and other brands, and our products are worn by one billion people daily. Essilor has been on Forbes' list of the World's 100 Most Innovative Companies every year since 2010.
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Take Over a Solid Book in a High-Potential Territory, Selling a Broad Array of Products & Services

The Requirements
Find out what it takes to thrive in this role.
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  • 3 to 5 years of consultative sales experience with a demonstrated track record of success.
  • Proven strong presentation skills.
  • A strong customer service orientation; experience in customer service and/or client relations experience is strongly preferred.
  • Solid computer skills.
  • Business acumen and the ability to understand how or products can support customers' goals.
  • Strong interpersonal and relationship-building skills.
  • A bachelor's degree is preferred. Quick question for you - click here
You will cover a territory that includes Northern Indiana and all of Michigan. Our preference is that you are based in the Grand Rapids area, but we will consider highly qualified candidates in other areas within the territory. You'll need to be willing and able to travel, by car, about 40% of the time, including some overnight travel.

You'll call on the medical practices of independent eyecare professionals, who have strong protocols in place to protect patients, employees and visitors. This means you'll need to make appointments ahead of time, but it is important to make in-person contact.
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The Role
If you meet the minimum qualifications, feel free to apply at any time. If you'd like some additional details about the role, please read below.
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Reporting to the Director of Sales, you will join a team of 10 Sales Consultants. You'll be the first level of contact with existing accounts in your territory with Interstate Lab Group and assume responsibility for sales performance and customer relations. You'll utilize corporate tools and applications to document, plan, monitor, and meet sales objectives in the territory. In addition, you will develop and maintain strong working relationships with customer service and lab personnel to ensure successful customer relations.

A key goal will be to consistently achieve established sales goals. You'll communicate on an ongoing basis with the Director of Sales (DoS) regarding personal development, sales results, and plans of action. We'll expect you to use the knowledge you gain through ride-withs, call-ins and other communication with the DoS. Quick question for you - click here

More specifically, you will:
  • Monitor and analyze changes in the market, competitor activity and customer base, and adjust sales plans accordingly.
  • Review cycle plan, market conditions, KPI expectations and customer needs with the DoS to plan territory sales strategy and to refine call schedules. Build and implement a strategy for all accounts and create in-depth strategy for key accounts.
  • Develop plan with lab personnel on how to achieve sales and lab performance targets.
  • Partner with lab personnel to identify and have an in-depth understanding of account opportunities and adjust call schedules and business plans accordingly.
  • Train customer service personnel on new products and promotions.
  • Use analytical tools and software applications effectively to manage territory accounts (Avenue, Rx Analysis, Profit Analyzer, Price-File Maintenance).
  • Use a consultative selling approach with customers that drives immediate sales and establishes long-term business partnerships.
  • Vary your professional selling approach based on segmentation, audience and channel partners' business approach.
  • Conduct highly effective account seminars for large and small audiences.
  • Anticipate and proactively address customer needs and issues, resolve customer issues in a timely manner and use the opportunity to build a stronger relationship.
  • Partner with lab personnel when addressing customer needs while maintaining a professional Essilor image.
  • Demonstrate an obsession for customer service through customer involvement.
  • Use district meetings, ride-withs, call-ins and the annual review process to identify professional needs and develop your skills.
  • Complete tasks requested by management and the corporate office in a timely manner.
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Why Join Us
More great reasons to build a career home with us.
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Own the impact
We'll look to you to assume ownership of your territory's strategy, tactics and results (within guidelines, of course), assuming responsibility for driving success. At the same time, you'll have support from an experienced staff in the lab and a strong customer service team, among other resources.

Entrepreneurial spirit
Interstate Lab Group is family-owned and run. Our relationship with Essilor allows us the independence to make quick decisions for employees and for clients. It also means you have direct access to the company's leaders.

Great environment
You will join a team that includes dedicated, smart and mutually supportive professionals. Our culture is entrepreneurial, and the company has been innovating both technologically and to solve problems for 170 years. You'll also learn the cultural nuances of working for a company based in another country, if that's new to you.

Truly living our values
At Essilor, we believe everyone deserves to see life and all its detail with the best vision possible. That's why, in addition to designing, manufacturing and distributing quality vision care solutions worldwide, we invest in raising awareness of the importance of good vision, support eyecare professionals, invent new technologies and products, and support philanthropic initiatives. We also are committed to robust standards for environmental sustainability. These are just a couple of reasons we were one of the 52 companies named to Fortune magazine's 2019 Change the World list.

Excellent compensation
In addition to a competitive base and commission plan, we offer an exceptional mix of first-rate benefits, including medical, dental and vision plans; a 401(k) plan with company match; tuition reimbursement; comprehensive training through Essilor University; lens and frame benefits for you and your family; an employee stock purchase plan with company match; and more. We'll also provide a laptop and reimbursement for mileage, cell phone and expenses.

Video: Interstate Lab Group supports Essilor's mission to improve lives by improving sight. As part of the #DifferenceMakers campaign, Essilor chose four eyecare professionals and three Essilor employees to participate in a mission trip to Southeast Asia in March 2019.
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Road to Success
Explore the characteristics that will enable you to stand out.
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Pivotal to your success in this role will be your ability to establish consultative relationships with prospects and customers that are based on trust and credibility. You should be personable, approachable, consultative and always committed to providing outstanding service. Naturally, the biggest indicator of your success will be the numbers, but we are committed to delivering on the Four Ps: profit, problem-solving, patient satisfaction, and perfect glasses.

In addition, to be an outstanding Sales Consultant, you will:
  • Tailor your approach to each prospect/customer's unique needs.
  • Anticipate customer needs/issues and proactively find solutions.
  • Bring an entrepreneurial spirit and strong work ethic.
  • Leverage your leadership and influencing skills.
  • Assume ownership and accountability for all of your responsibilities.
  • Keep a constant eye out for new opportunities.
  • Combine creativity with analytical skills in overcoming obstacles.
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Interstate Lab Group is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.

If you are a qualified individual with a disability or a disabled veteran, you have the right to request an accommodation if you are unable or limited in your ability to use or access our career center as a result of your disability. To request an accommodation, contact the Human Resources Department at mcurtis@engage2excel.com.