National Accounts Manager

🕒 5 dias atrás

🇺🇸 Estados Unidos – Remoto (EUA)

⏰ Tempo Integral

🟡 Pleno

🟠 Sênior

👔 Gerente

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ZEISS Group

SiteLinkedInTodas as Vagas

10.000+ funcionários

🏭 Manufatura

🏥 Saúde

🧬 Biotecnologia

Manufacturing • Healthcare • Biotechnology

A ZEISS é uma empresa de tecnologia líder internacionalmente, operando nos campos de óptica e optoeletrônica. No exercício fiscal anterior, o Grupo ZEISS gerou uma receita anual totalizando 10 bilhões de euros em seus quatro segmentos: Tecnologia de Fabricação de Semicondutores, Qualidade Industrial & Pesquisa, Tecnologia Médica e Mercados de Consumo (status: 30 de setembro de 2023). Com cerca de 43.000 funcionários, a ZEISS está presente globalmente em quase 50 países, com cerca de 30 locais de produção, 60 empresas de vendas e serviços e 27 instalações de pesquisa e desenvolvimento (status: 30 de setembro de 2023). Fundada em 1846 em Jena, a empresa tem sua sede em Oberkochen, Alemanha. A Carl Zeiss Foundation, uma das maiores fundações da Alemanha dedicada à promoção da ciência, é a única proprietária da holding Carl Zeiss AG. Privacidade de dados: www.zeiss.com/data-protection Impressum: http://zeiss.com/publisher Esta é a conta oficial da ZEISS no LinkedIn. Ela segue a Netiqueta ZEISS: www.zeiss.com/netiquette

Descrição

• Report to the Director/Sr. Director, Retail • Manage overall revenue, profit, operating expense, and account management for assigned national/global retail accounts within the U.S. Retail Business • Cover retail relationships across Lab Rx Services, Lens Substrate, Dispensing Tools and Instruments, AR Coatings, Lens Accessories, and Lab Enablement Services across ZEISS-branded, non-branded, and OEM portfolios • Increase CZV revenue, volume, profit, and share of wallet by developing annual business plans and value-added programs and services • Strengthen and grow partnerships with retailers and partners while accelerating market share • Oversee partnerships with key accounts, including contract negotiation, assortment planning, pricing, and execution of joint business initiatives • Manage current national customers and pursue and develop potential partnerships with new customers • Conduct quarterly business reviews with leadership on key accounts • Lead sales development and growth for the assigned portfolio • Act as the main contact between customers and internal teams • Lead RFP and contract negotiations with key account customers with leader support • Meet and exceed monthly, quarterly, and annual revenue targets • Organize and facilitate business activities between CZV and national accounts, including business reviews and business plans • Develop and deliver customer-relevant, financially supported strategies, proposals, and presentations • Develop product initiatives and go-to-market programs to achieve customer and CZV revenue/profit targets • Align on customer KPIs, facilitate cross-functional communication, and monitor and correct performance as necessary • Prepare sales and volume forecasts by product line and SKU for budgeting and demand planning • Follow up on accounts receivable • Gather and analyze competitive data and communicate findings and recommendations • Represent the company at trade shows, events, and exhibitions when applicable • Partner with Marketing and Training to execute co-branded consumer campaigns, promotions, and training activities • Coordinate with Operations and Supply Chain on product availability, pricing accuracy, service levels, and inventory turns • Collaborate with Product and Digital teams to embed ZEISS technologies within retail environments • Follow safety standards and report safety concerns to leadership • Drive KPI performance including lens-sales growth, partner satisfaction, contract renewals, marketing ROI, new market initiatives, operating efficiency, cost reduction, expense-to-sales ratio, and margin accretion

🎯 Requisitos

• Bachelor’s degree required • Master’s degree in Business/Optical preferred • Minimum of 5–10 years’ account management experience in the ophthalmic industry leading large retail accounts; experience in CPG or related consumer products industry will be considered • Direct experience working for or calling on customers at the VP or Sr. Director level, with relationships among key customer decision makers • Strong account management and relationship building skills • Strong business acumen and understanding of P&L • Proven success developing strategies that enable others to win new business and expand market share • Demonstrated success managing RFP processes under tight timelines • Proven history of complex negotiations yielding long-term, mutually beneficial partnerships • High integrity and discernment; able to evaluate and decline opportunities inconsistent with brand or ethical standards • Experience in global organizations and cross-cultural collaboration • Demonstrated customer-centric results • Professional approach to selling techniques, negotiation skills and customer relations • Strong interpersonal and cross-functional team skills • Exceptional verbal and written communication skills • Problem solving and decision making in a complex and changing environment • Financial skills in budgeting, forecasting, and analytics • Microsoft Office Suite • SalesForce • RXPortal • Willingness and ability to travel domestically and internationally 25% to 50%

🏖️ Benefícios

• Medical • Vision • Dental • 401k Matching • Employee Assistance Programs • Vacation and sick pay