Representative, Business Development

ZEISS Group

1d•Onsite

About The Position

ZEISS, a company with over 179 years of history, is a pioneer in science and technology, focusing on innovation for a sustainable future and solutions for global change. With over 46,000 employees globally (over 4,000 in the US and Canada), ZEISS operates across diverse segments including Industrial Quality & Research, Medical Technology, Consumer Markets, and Semiconductor Manufacturing Technology. This Business Development Representative (BDR) position, covering Austin, TX, reports to the Regional Business Development Manager. The BDR is responsible for the management and growth of the assigned territory within the U.S. Independent Eye Care Professional (ECP) Channel. This role requires an experienced business-to-business sales representative capable of sourcing, developing, and cultivating new clients, increasing market share, and conducting sales calls with ECPs (optometrists, ophthalmologists, opticians, and other optical specialists). The BDR will promote ZEISS products, services, and practice-based solutions using both consultative and conceptual selling approaches, documenting customer records and activity within Salesforce.com. Key responsibilities include developing and maintaining effective territory plans, implementing account-specific programs and business plans, and acting as a change agent for the expansion of ZEISS product and portfolio utilization. The BDR will also conduct quarterly business reviews with sales leadership to evaluate performance against company and territory goals.

Requirements

HSD/GED is required.
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.
In lieu of outside sales experience, 5+ years of optical sales is sufficient.
Must have a valid driver’s license.

Nice To Haves

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 relationships 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.
ABO & ABO speaker certification preferred.
Excellent verbal & written communication skills.
Excellent interpersonal, problem-solving and analytical skills.
Must be able to travel within territory and outside territory as required.

Responsibilities

Meet or exceed sales growth targets for Direct Rx business and other strategic targets such as premium lenses, coatings, finished single vision lenses and organizational programs and projects.
Utilize Salesforce.com to 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.
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 and lenses.
Work with Alliance Groups to maximize opportunities to grow CZV share within assigned territory.
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.
Follows safety standards and reports any safety concerns to leadership.