Account Manager

August 28

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ZEISS Group

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ZEISS is an internationally leading technology enterprise operating in the fields of optics and optoelectronics. In the previous fiscal year, the ZEISS Group generated annual revenue totaling 10 billion euros in its four segments Semiconductor Manufacturing Technology, Industrial Quality & Research, Medical Technology and Consumer Markets (status: 30 September 2023).

10,000+ employees

📋 Description

• Generate new business sales and profits in a specific territory • Commit to an annual sales plan; write objectives and forecast monthly orders and revenue • Develop excellent product knowledge and awareness of market conditions • Report weekly on activities and represent the company with highest standards of business ethics and professionalism • Communicate market ideas, trends and competitive activities to management • Attain or exceed yearly revenue and profit quotas for region of responsibility • Monitor & report sales activity, market & competitor situation • Schedule personalized sales demonstrations to customers in the Surgical Ophthalmology market • Train and educate surgeons and hospital/clinic staff on product operation, utilization and applications • Establish and maintain strong customer and account relationships • Develop and implement creative and profitable regional marketing approaches • Assist in market introductions and launches of new products planning • Maintain, analyze and utilize territory records and information (including SOM, CRM, AR and DSO) • Provide timely, accurate written and oral communications to management regarding expected sales and planned monthly activity • Develop synergy opportunities with Zeiss team members, field service and corporate partners • Furnish paperwork and requested information in a complete and timely manner • Assist local sales administration on order processing and deliveries • Review pending service jobs with Service team and assist as required • Continuously adapt to change, participate in training and stay updated on technology • Maintain and adhere to applicable Company and ISO 9001 processes and procedures • Represent and sell IOLs and surgical consumables • Recommend and calculate IOLs to physicians, practices and staff • Manage account consignment inventory

🎯 Requirements

• Bachelor’s degree (Four (4) years Bachelor’s degree in a business related discipline) or equivalent industry experience • Minimum 2 - 5 years of Strategic Account Management experience (minimum 2 years) • Minimum 2 years of Surgical/OR sales experience (mandatory) • Experience working with senior-level executives, client relationship management and ability to influence decisions • Exceptional negotiating and diplomacy skills • Ability to develop and make Key/Strategic account level presentations • Experience required in contract negotiation and development • Resourceful, creative, with an ability to prioritize and proactively offer solutions • Strong organizational and communication skills • Strong knowledge of ophthalmic products, particularly IOLs, and their clinical applications • Ability to work with customers in intense surgical environment • Excellent verbal, written, consultative, teaching, and interpersonal communication skills and awareness of cross-cultural issues • Ability to work with internal corporate partners (sales divisions, marketing, regulatory, legal, finance, production, service, etc…) • Proven track record of sustained sales success maintaining peak performances to at least the top 20% in sales rankings • Excellent team player, coachable and self-motivated, negotiating, closing skills • Ability to handle difficult situations and deal effectively and harmoniously with various personnel, internally and externally, at all levels • Computer literacy in word processing, spreadsheet and database management • Must possess a valid motor vehicle license • Ability to visit USA and Germany for training • Abide by provincial and federal employment laws • Provide support on key projects, including managing timelines, deliverable coordination, etc.

🏖️ Benefits

• Medical • Vision • Dental • RPP • Employee Assistance Programs • Vacation and sick pay • The list goes on!