Outside Sales Representative, Optical

About the role

At Pair Eyewear, the Outside Sales Representative owns the strategic growth of their assigned territory through a dual mandate of penetrating new accounts and maximizing depth within established partnerships. This role is defined by a relationship-first mindset where the hire acts as a trusted strategic partner rather than a transactional vendor to every account they touch. The ideal hire brings a deep understanding of how buying decisions are made within independent optical retailers and can skillfully transform initial cold introductions into long-term, resilient collaborations. They are a self-driven individual who thrives on ownership, consistently turning market insights into actionable plans that drive revenue. This position requires comfort with numerical analysis and the confidence to navigate complex objections while preserving the integrity of the customer relationship. The hire will be a key driver of brand adoption, ensuring that Pair Eyewear becomes an integral part of the customer's value proposition. Success in this role is built on proactive communication and the ability to consult with stakeholders to solve their unique challenges. Ultimately, the representative is responsible for building a sustainable sales pipeline that fuels both personal and company growth.

Key facts

What you'll do

Business Development - New Door Penetration

• Identify, prospect, and close new accounts within your assigned territory to expand the company's market footprint.
• Build a robust and sustainable pipeline through disciplined cold outreach, strategic referrals, and targeted field activity.
• Develop and rigorously execute a comprehensive territory plan that optimizes market coverage and resource allocation.
• Represent the Pair Eyewear brand with professionalism at trade shows, regional industry events, and in-office visits to maximize visibility.
• Conduct in-depth market research to uncover new opportunities and map the competitive landscape within your region.
• Leverage digital and social platforms to initiate contact and nurture leads before transitioning to in-person engagement.
• Establish a rhythm of consistent outreach to ensure a healthy flow of opportunities and mitigate against stalled pipelines.
• Articulate the unique value proposition of Pair Eyewear solutions to diverse stakeholders across the optical ecosystem.

Account Management

• Create a strategic sales cycle for each account based on growth potential, profitability, and overall value to the business.
• Act as the primary point of contact for existing accounts, ensuring all interactions are consistent with the brand promise.
• Build deep, trust-based relationships with key decision-makers, including practice owners, lead opticians, and strategic buyers.
• Drive product adoption and strategically increase the share of wallet within active accounts through tailored solutions.
• Conduct regular business reviews to assess account health, identify upsell opportunities, and ensure mutual success.
• Proactively manage customer expectations and resolve issues before they escalate to protect the relationship.
• Map the organizational structure of key accounts to understand influence and align engagement strategies effectively.
• Identify cross-sell and upsell opportunities that deliver incremental value to the customer and the business.

Strategy & Analysis

• Achieve and surpass KPIs by utilizing performance dashboards and account playbooks to guide strategic actions.
• Analyze historical and real-time sales data to identify distinct trends, hidden opportunities, and critical gaps in your territory.
• Develop data-driven account-specific strategies designed to grow revenue, improve retention, and enhance profitability.
• Track and report on pipeline activity, forecast accuracy, and performance metrics to maintain visibility and control.
• Gather and interpret operational or product feedback directly from accounts to inform cross-functional improvements.
• Collaborate closely with internal teams in marketing, product, and operations to address complex account needs efficiently.
• Translate qualitative feedback from the field into actionable insights that drive product development and marketing strategy.
• Maintain meticulous records of all interactions to ensure continuity and provide context for future engagements.

Objection Handling & Consultative Selling

• Lead confident, consultative conversations that uncover latent customer needs and frame Pair Eyewear as the ideal solution.
• Address pricing, product feature, and competitive objections with clarity, empathy, and evidence-based reasoning.
• Adapt messaging dynamically based on account type, specific buyer persona, and stage within the sales cycle.
• Position the investment in Pair Eyewear as a value driver rather than a cost center for the customer's business.
• Use structured questioning techniques to diagnose root causes and tailor responses that resonate with the stakeholder.
• Demonstrate active listening to ensure the customer feels heard and that the proposed solution is genuinely aligned with their goals.
• Build trust through transparency, especially when discussing limitations or implementation timelines.

Requirements

• A relationship builder who genuinely enjoys creating long-term partnerships with customers and stakeholders.
• Self-motivated and completely comfortable managing a territory independently with minimal direct supervision.
• Results-oriented with a strong sense of personal ownership and accountability for hitting and exceeding targets.
• Confident in prospecting and executing business development activities across diverse environments.
• Analytical and data-driven when developing sales strategies and forecasting future performance.
• Skilled at navigating complex objections and high-stakes customer conversations with professionalism.
• Organized, proactive, and able to effectively prioritize competing responsibilities in a fast-paced setting.
• A strong communicator who can build credibility and rapport with a wide variety of stakeholders, from owners to end-users.
• A proven professional with 3-6+ years of outside sales, territory sales, or account management experience.
• A track record of successfully prospecting, opening new accounts, and growing territory revenue in a competitive market.
• A history of consistently achieving or exceeding sales goals and quotas throughout their career.
• Specific experience within the optical industry, including independent practices, optical chains, or wholesale eyewear distribution.
• Demonstrated ability to manage a full sales cycle from initial prospecting through closing and ongoing account management.
• Strong analytical skills with the capability to interpret sales data, visualize trends, and translate findings into territory strategies.
• Experience using CRM platforms to meticulously manage pipelines, document customer activity, and accurately forecast future revenue.
• Excellent communication, presentation, and relationship-building skills that foster trust and respect.
• The ability to travel regularly throughout an assigned territory, which may include states such as Texas, Ohio, Illinois, and Northern California.

Nice to have

• Prior experience selling eyewear, optical frames, lenses, or other related vision correction products.
• Existing relationships within the independent optical retail community or with established optical practice networks.
• Experience managing geographically dispersed territories and coordinating activities across wide areas.
• Familiarity with representing a brand at trade shows and large-scale industry events.
• A background in consultative sales methodologies and solution-based selling approaches.

Practical notes

Field-based position requiring regular travel throughout the assigned territory. Attendance at trade shows, customer summits, and company meetings may be mandatory. Remote or home office work is permitted when the representative is not actively traveling within their territory.