Account Manager, Managed Vision Care

ZEISS•Princeton, NJ

1d•Onsite

About The Position

As the Account Manager, you get to work with an astonishing team that plays a vital role in Carl Zeiss Vision, Inc.. Show case your skills and experience with process enhancement for the overall day-to-day account management and partner-centric relationship for assigned MVC accounts. Typical responsibilities may include new business development, insurance formulary submissions, Sales team training and engagement, operational setup and business building initiatives to grow revenue and share of wallet, as part of the overall CZV business in North America. Account Manager will seek to increase CZV ECP and Retail customer access to CZV products and labs within the assigned MVC accounts. Account Manager will support Sales team to increase CZV revenue, volume, profit and share of wallet by developing annual business plan, promotional programs and insurance formulary placement for CZV products, that meet the needs of both the MVC key account and CZV, in alignment with Sales Leadership.

Requirements

Minimum 5 years’ relevant experience in developing and leading commercial business initiatives, and/or account management in optical or healthcare industry.
Managed Vision Care experience including familiarity with reimbursement models preferred.

Responsibilities

Meet and exceed annual revenue targets as communicated by Snr Director / Head of Managed Vision Care.
Develop, maintain, and expand relationships with key stakeholders in assigned MVC accounts, including formulary team, operations, customer service, IT and marketing with a goal to increase ZEISS product and lab access and value for ECP Providers and Members.
Understand and become a champion of MVC strategy and business goals and in support of CZV’s product strategy and roadmap.
Develop, plan and implement key product initiatives, promotion, training, education and value-added programs to achieve CZV and MVC business goals that expand ZEISS access and grow SoW.
Initiate, organize and facilitate business activities between CZV and Managed Vision Care “MVC” team including quarterly/annual business review and business plans.
Provide clear direction and alignment on MVC KPI’s and facilitate internal communication with all relevant cross-functional departments (Lab Operations, Customer Service, IT, Marketing etc.).
Lead monthly operational business reviews with MVC partner; identify opportunities and plans to improve end-to-end customer journey and to increase ECP Provider access to ZEISS products.
Lead monthly formulary review meetings with assigned MVC accounts and Product Management team: Monitor, track and take corrective actions as necessary.
Prepare sales and volume forecasts to support budget and demand planning cycles.
Develop and deliver high impact, customer relevant, and financially supported proposals.
Gather and analyze competitive data; Communicate findings and recommendations.
Act as CZV’s internal expert in the MVC’s business model, formulary and operating model – understanding revenue and profit drivers for all stakeholders (Patient, Eyecare Professional, Lab).
Translate the unique advantages and benefits of CZV products and services to MVC formulary team in partnership with Product Management team to support appropriate MVC coverage.
Ability to analyze and understand MVC reimbursement schedules and value propositions from multiple perspectives (Patient, Eyecare Professional, Lab); quantify upgrade paths and business case opportunities.
Partner with Learning & Development team to develop and deliver effective MVC training for CZV sales teams and external customers; Deliver high-impact customer training where appropriate.
Provide timely and continuous input to Snr Director / Head of MVC to ensure plans are on track.
Perform any and all necessary functions to ensure that sales meet objectives.
Follows safety standards and reports any safety concerns to leadership.
Follows all compliance requirements, and reports concerns to leadership.