National Accounts Manager

🕒 5 days ago

🇺🇸 United States – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

👔 Manager

👻 Ghost score 10%

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ZEISS Group

WebsiteLinkedInAll Job Openings

10,000+ employees

🏭 Manufacturing

🏥 Healthcare

🧬 Biotechnology

Manufacturing • Healthcare • Biotechnology

ZEISS Group is a global technology leader specializing in optics and optoelectronics, with a rich history dating back to 1846. Headquartered in Oberkochen, Germany, ZEISS operates in four main segments: Semiconductor Manufacturing Technology, Industrial Quality & Research, Medical Technology, and Consumer Markets. The company generated annual revenue of 10 billion euros and employs around 43,000 people across nearly 50 countries, including a robust network of production sites, sales and service companies, and research & development facilities. ZEISS’s specialties include binoculars, microscopy, eyeglass lenses, biomedical research, and various advanced technologies such as artificial intelligence and machine learning.

📋 Description

• 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

🎯 Requirements

• 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%

🏖️ Benefits

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