Jonathan Giacalone

Experience

• 

  Dr. D. Michael Dopkiss & Associates, Inc.

  Sept 2009 - Dec 2012

  Optometric Technician / Sales Associate

  •Extensive interactions with patients in performing pre-examination tests (visual acuities, blood pressure) and furthering positive patient experience•Expertise and knowledge in understanding and using complex medical equipment and devices used in performing highly skilled specialty procedures (tonometry, GDX, pachymetry, visual fields)•Significant involvement in promoting and selling ophthalmic products (e.g., frames, lenses, contact lenses, accessories) to patients•Involved in helping optometry practice to assess which product lines, products and vendors the practice should choose to carry and promote•Involved in educating patients on the proper care and maintenance of a diverse array of ophthalmic products•Created and updated social networking outlets for optometry practice to use to further patient awareness and market penetration Show less

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  VSP Vision Care

  Dec 2012 - Mar 2015

  Health Plan Strategic Business UnitWith minimal supervision, manage VSP’s largest, most demanding clients. This encompasses the majority of clients within the $750,000 to $2.5 million annualized premium range with added degrees of complexity. Lead corporate-wide efforts to develop efficient and effective processes that enable VSP to service both the customer and serve VSP’s strategic initiatives. Act as expert advisor and primary VSP liaison on client service and marketing related projects and issues. Collaborate with account team and internal business partners on strategies that drive growth and strengthen client relationships. Show less Health Plan Strategic Business Unit• Develop and maintain relationships with health plan clients and sales personnel to identify and understand customer requirements as they relate to VSP’s products and service offering.• In collaboration with Account Executive, develop and manage sales strategies to target growth and retention of client base across thirteen states (IA, IN, IL, KS, KY, MI, MN, MO, NE, OH, PA, WI, WV).• Develop and manage the implementation of new clients to ensure implementation according to requirements within the specified time frame. • Provide support for prospecting and selling activities to increase revenue growth. • Extensive knowledge of the PPACA, Medicare, Medicaid, and commercial health plan rules, regulations, and operations pertaining to ancillary insurance products. Show less

  • Corporate Account Manager, Health Plan Operations

    Aug 2013 - Mar 2015

  • Regional Account Manager, Health Plan Operations

    Dec 2012 - Aug 2013
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  Bausch + Lomb

  Mar 2015 - Jun 2016

  Responsible for conducting sales calls with eye doctors (optometrists, ophthalmologists) and other optical specialists to promote B+L contact lenses, solutions, and OTC ophthalmic products using a consultative selling approach. This includes private/independent doctors, as well as retail optical establishments. Develop and maintain effective routing and zoning plans for the NYC territory, develop and implement account specific programs and business plans, and act as a strategic agent to the expansion of Bausch + Lomb product utilization.• Demonstrate ability to understand customer’s and companies financial data, business models & profit drivers, and can evaluate sales strategies in light of ultimate financial impact on company.• Demonstrate experience in pre-call planning and identification of all likely outcomes to address customer concerns. • Lead sales conversation with doctors by challenging and persuading them to change their lens fitting habits. Build agreement at each point in the sales process and proactively remove barriers. Close for action. • Persistence to adapt approach to meet and exceed business objectives when faced with an obstacle or a customer concern.• Demonstrate ability to develop and maintain positive, ethical customer relationships.• Strong planning and organizing skills; treats the territory as a business; creates a plan for the territory and executes tactics to achieve goals; considers required investment and financial impact in developing customer strategies.• Demonstrate ability to be proficient with company technology devices (Laptop, iPad, iPhone, etc.) for territory management and product orders.Key Products: Bausch + Lomb ULTRA, Bausch + Lomb ULTRA for Presbyopia, Biotrue ONEday, Biotrue ONEday for Presbyopia, PureVision2 for Presbyopia, SofLens Daily Disposable, PeroxiClear, Biotrue Multi-Purpose Solution, Soothe XP Show less Responsible for conducting sales calls with eye doctors (optometrists, ophthalmologists) and other optical specialists to promote B+L contact lenses, solutions, and OTC ophthalmic products using a consultative selling approach. This includes private/independent doctors, as well as retail optical establishments. Develop and maintain effective routing and zoning plans for the Columbus territory, develop and implement account specific programs and business plans, and act as a strategic agent to the expansion of Bausch + Lomb product utilization.• Demonstrate ability to understand customer’s and companies financial data, business models & profit drivers, and can evaluate sales strategies in light of ultimate financial impact on company.• Demonstrate experience in pre-call planning and identification of all likely outcomes to address customer concerns. • Lead sales conversation with doctors by challenging and persuading them to change their lens fitting habits. Build agreement at each point in the sales process and proactively remove barriers. Close for action. • Persistence to adapt approach to meet and exceed business objectives when faced with an obstacle or a customer concern.• Demonstrate ability to develop and maintain positive, ethical customer relationships.• Strong planning and organizing skills; treats the territory as a business; creates a plan for the territory and executes tactics to achieve goals; considers required investment and financial impact in developing customer strategies.• Demonstrate ability to be proficient with company technology devices (Laptop, iPad, iPhone, etc.) for territory management and product orders.Key Products: Bausch + Lomb ULTRA, Biotrue ONEday, Biotrue ONEday for Presbyopia, PureVision2 for Presbyopia, SofLens Daily Disposable, PeroxiClear, Biotrue Multi-Purpose Solution, Soothe XPQuota Attainment:Q1 2015 - 104.3%Q2 2015 - 114.4%Q3 2015 - 105.7%Q4 2015 - 112.1%2015 Attainment - 107.8% (Ranked #19 of 180) Show less

  • Vision Care Territory Manager

    Jan 2016 - Jun 2016

  • Vision Care Territory Manager

    Mar 2015 - Dec 2015
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  Luxottica

  Jun 2016 - Jul 2021

  - 2020 President’s Club Winner (Top 5% in Sales) -Managing all independent Luxottica wholesale & e-commerce business for Manhattan, the Bronx, Brooklyn, Queens, & Long Island with 13 direct reports and 1200+ accounts.• Responsible for top and bottom line accountability for assigned district.• The RSM delivers results through effective coaching, management and mentoring of the employed sales team. They are responsible for all aspects of sales team management including hiring, onboarding, performance management, and development through ongoing feedback.• Oversees the relationship between Luxottica and 1099 sales representatives; holding the representatives accountable to the designated agreement.• Conducts field visits to reinforce policies, procedures, programs, territory management, sample bag set up, reporting, scheduling and general selling skills.• Ensures team is aligned on brand standards and company initiatives by coordinating group communication, conference calls, meetings and sharing/highlighting of best practices• Forges strong business relationships with Luxottica customers, regularly meets in field with all district customers and acts as the primary point person for Luxottica (one face to the customer) to capitalize on opportunities across brands and troubleshoots on major issues• Meets with the owner/decision maker to learn about their business model; philosophy, strategies, SWOT analysis.• Creates customer segmentation plan for the District identify A/B/C accounts and executes sales strategies to support growth and development in each segment• Provides weekly and quarterly forecasts to management for production and business planning.• Effectively manages all budgets• Attends, supports and coordinates attendance to regional eventsLuxottica Group is the world's largest eyewear company with luxury brands such as Ray-Ban, Oakley, Prada, Coach, Versace, Michael Kors, Tiffany & Co., & more. Show less - 2018 & 2019 President’s Club Winner (Top 5% in Sales) -- 2018 District Sales Manager of the Year -Managing all independent Luxottica wholesale & e-commerce business for Manhattan, the Bronx, Brooklyn, Queens, & Long Island with 13 direct reports and 1200+ accounts.• Responsible for top and bottom line accountability for assigned district.• The DSM delivers results through effective coaching, management and mentoring of the employed sales team. They are responsible for all aspects of sales team management including hiring, onboarding, performance management, and development through ongoing feedback.• Oversees the relationship between Luxottica and 1099 sales representatives; holding the representatives accountable to the designated agreement.• Conducts field visits to reinforce policies, procedures, programs, territory management, sample bag set up, reporting, scheduling and general selling skills.• Ensures team is aligned on brand standards and company initiatives by coordinating group communication, conference calls, meetings and sharing/highlighting of best practices• Forges strong business relationships with Luxottica customers, regularly meets in field with all district customers and acts as the primary point person for Luxottica (one face to the customer) to capitalize on opportunities across brands and troubleshoots on major issues• Meets with the owner/decision maker to learn about their business model; philosophy, strategies, SWOT analysis.• Creates customer segmentation plan for the District identify A/B/C accounts and executes sales strategies to support growth and development in each segment• Provides weekly and quarterly forecasts to management for production and business planning.• Effectively manages all budgets• Attends, supports and coordinates attendance to regional eventsLuxottica Group is the world's largest eyewear company with luxury brands such as Ray-Ban, Oakley, Prada, Coach, Versace, Michael Kors, Tiffany & Co., & more. Show less

  • Regional Sales Manager, New York City & Long Island

    Jan 2020 - Jul 2021

  • District Sales Manager, New York City & Long Island

    Jun 2016 - Dec 2020
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  EssilorLuxottica

  Aug 2021 - now

  - 2021, 2022, & 2023 President’s Club Winner (Top 5% in Sales) -• Managed team of 9 and $60M+ book of business, overseeing multi-regional sales plans across entire East US Region (ME, VT, NH, MA, CT, RI, NY, NJ, PA, DE, MD, DC, VA, WV, KY, TN, NC, SC)• Drove top-line growth and achieved financial targets by leading nationwide commercial programs, including EssilorLuxottica360 and customer loyalty rewards, and engaging with top Diamond Plus accounts.• Developed and mentored a team of Business Development Leaders (BDLs), enhancing their selling skills and ensuring effective quarterly business reviews and follow-through on sales leads.• Collaborated cross-functionally with sales leaders (CCO, SVP's, RSM's) to ensure high service levels for priority customers, and facilitated coordination between BDL teams and local sales synergy partners.• Implemented field activation strategies with the Sr. Director of Business Development to drive growth, and communicated corporate directives and program changes to the BDL team.• Built relationships with local market influencers, participated in events to drive sales, and identified opportunities for market share growth in the optical independent channel. Show less

  • Director, US Business Development

    Jun 2024 - now

  • Sr. Manager, Business Development

    Aug 2021 - Jun 2024