Partnership Manager

Duncan & Todd Group is one of the leading optical and hearing care providers based in Scotland. In operation for over 40 years, our brands include: Duncan and Todd, 2020, Douglas Dickie, JM Macdonald, James Hughes, Browns, IC Andrew, Smart Employee Eyecare and Caledonian Optical.

Smart Employee Eye Care and Caledonian Optical manufacturing lab is a customer focused organisation, delivering excellent quality lens products to optician practices across the UK and Ireland.

In order to continue our growth strategy, Smart Employee Eye Care and Caledonian Optical are seeking to recruit an experienced Partnership Manager to cover Central London.

This role is full time, working 37.5 hours per week Monday to Friday, with a degree of flexibility.

The candidate will be comfortable and able to work from a remote location, with travel around Central London and to our Head Office for team meetings in Aberdeen, as required (see Geographical Scope for more information)

Main Purpose of Role

This is a business-to-business sales focussed role, ideally suited to a qualified Dispensing Optician or an established salesperson with extensive lens experience.

The main purpose of the role will be to create new opportunities and approach potential business customers with sole aim of winning new sales of products and services provided by Smart Employee Eyecare and Caledonian Optical. The role has two different potential business targets, independent opticians in central London (for Caledonian Optical) and corporate businesses in London for Employee Eyecare vouchers (Smart Employee Eyecare). You will also maintain good relationships with existing customers to retain repeat business.

Core Responsibilities

Strategy and Planning

• Develop and implement a sales strategy on an annual basis to maximise profitability and to improve performance.
• Agree sales targets for corporate and the laboratory on an annual basis, working closely with the Corporate Manager and the CEO.
• Review the sales strategy on a regular basis, amending as necessary, to ensure that the agreed strategy is implemented, working, and delivering results.
• Develop and implement systems to monitor and track progress towards achieving agreed objectives.
• Analyse market trends, competitor activities, and customer insights to identify opportunities and threats in the market landscape.

Sales and Business Development

• Identify and prioritize target markets, industries, and potential clients for business development efforts. Through cold calls/ walks in and Networking within the London area.
• Build and maintain strong relationships with key stakeholders, including prospective clients, partners, and industry influencers.
• Conduct market research and feasibility studies to assess the viability of new business opportunities and partnerships.
• Arrange meetings with potential customers to prospect for new business
• Travel in assigned area required to create momentum of sales
• Listen to customer requirements and presenting appropriately to make a sale
• Maintain and develop relationships with existing customers in person and via telephone calls and emails
• Represent Caledonian Optical and Smart Employee Eyecare at trade exhibitions and events
• Advise on forthcoming product developments and special promotions
• Review your own sales performance, aiming to meet or exceed targets

• Planning and organising the day to ensure all opportunities are maximised
• Achieve all revenue targets & objectives in line with the Sales Business Plan.
• Trips to main office in Aberdeen to keep updated with all technologies

Technical

• Work proactively to maintain an exhaustive understanding of manufacturing processes, including:
  • how the digital lens products are manufactured
  • an understanding of the coating process
  • knowledge of safety spectacle processes

Communication and Reporting

• Using HubSpot CRM system, consistently record all sales activity, including sales pipeline, opportunities, and meetings

• Reporting weekly on the progress of prospects and successes.
• Produce weekly and monthly report of sales achieved
• Report business trends and area performance to the Corporate Manager and CEO

• Work closely with the Marketing team to produce any sales collateral required for the target market

• Participate in quarterly meetings in Aberdeen with Sales and Marketing teams to evaluate sales pipeline
• Work with the Company Trainer to ensure customers receive the best education on our portfolio
• Develop and implement a comprehensive communication strategy to effectively convey the value proposition, key messages, and brand identity to target audiences.
• Identify emerging communication trends and technologies to enhance engagement and outreach efforts.
• As part of the Duncan & Todd group, on occasion may be required to assist with sales or product development for future, which will also involve Retail Management Team

Other

• Act as an ambassador for the Company at all times, accountable for leading by example to promote exceptional customer service to external and internal customers and partners

Geographical scope of role

• This job is a mobile position which involves regular and sometimes extensive travel across the allocated region.

• Overnight stays on occasion for evening events will be required

Skills & Experience Required

• Lens experience essential
• Proven sales track record (ideally business-to-business sales)
• Dispensing Optician qualification an advantage
• Some experience in the delivery of CPD training sessions an advantage
• Commercially aware
• Strong communicator