Representative – Business Development
| Company | Zeiss |
|---|---|
| Location | Manchester, NH, USA, Augusta, ME, USA, Concord, NH, USA, Nashua, NH, USA, Portland, ME, USA |
| Salary | $Not Provided – $Not Provided |
| Type | Full-Time |
| Degrees | Bachelor’s |
| Experience Level | Mid Level |
Requirements
- BS or BA in Business, Public Administration, Economics, Marketing or related field strongly preferred
- 3+ years in a successful business to business sales environment, preferably in Rx sales, optical, medical device or retail operations industry with Fortune 500 companies
- Strong sales focus with the ability to move key opportunities through the sales cycle, providing detailed and accurate sales forecasts using the company’s CRM tool
- Ability to thrive in a competitive environment
- Demonstrated experience in creating plans to achieve revenue and profitability goals
- Effective consultative, conceptual and negotiation skills with demonstrated ability to establish influential relationship with customers
- Disciplined and results-oriented approach to selling and strong time management skills
- Demonstrated ability to operate as a team player and able to work collaboratively with and through others
- Ability to influence situations and people
- Self-starter with the ability to work independently
- Excellent verbal & written communication skills
- Excellent interpersonal, problem-solving and analytical skills
- Must have a valid driver’s license
- Demonstrated ability to be proficient with standard MS Office applications, company technology devices (Laptop, iPad, iPhone, etc.) for territory management and product orders and knowledge of Salesforce.com preferred
Responsibilities
- Meet or exceed sales growth targets for Direct Rx business and other strategic targets such as premium lenses, coatings, dispensing tools and equipment, or key sales programs
- Segment territory using CRM Account Classification system and identify key customer targets to increase territory sales
- Profile and evaluate each customer’s store operation, financial data, business model & profit drivers, and create value-based sales strategies that has positive financial impact on company
- Conduct and prepare pre-call planning and call objectives, and anticipate likely objections; understand motivations and establish a relationship as a trusted advisor / consultant
- Lead sales conversation with ECPs by challenging and persuading them to change behavior. Build agreement at each point in the sales process, remove barriers and close the deal
- Create innovative tactical and strategic approaches to meet and exceed business objectives when faced with an obstacle or a customer concern
- Treat territory as own franchise by creating and executing territory plan to achieve goals; consider required investment and financial impact in developing customer strategies
- Increase sales by effectively communicating the advantages and benefits of Carl Zeiss Vision products and services to Eye Care Professionals
- Support and implements national marketing plans, utilizing digital tools and apps
- Schedule, plan, develop and conduct on-site individual, group and office training and educational seminars to increase demand for Carl Zeiss Vision labs, lenses and dispensing tools
- Maximize and execute customer marketing programs to accomplish goals and objectives
- Establish a positive, productive and collaborate working relationships with Carl Zeiss Vision employees and colleagues
- Operate with the highest ethical standard during every customer interaction and in alignment with Carl Zeiss philosophies and leadership principles
- Input accurate and timely reports via Salesforce.com
- Efficiently manage travel cost and leverage smart spending techniques
- Prepare and submit timely expense reports
Preferred Qualifications
- ABO & ABO speaker certification preferred