Director, US Digital Solutions and Services

ZEISS Group•Golden, CO

1d•$132,000 - $165,000

About The Position

How many companies can say they have been in business for over 178 years?! Here at ZEISS, we certainly can! As the pioneers of science, ZEISS handles the ever-changing environments in a fast-paced world, meeting it with cutting edge technologies and continuous advancements. ZEISS believes that innovation and technology are the key to a sustainable future and solutions for global change. We have a diverse range of portfolios throughout the ZEISS family in segments like Industrial Quality & Research, Medical Technology, Consumer Markets and Semiconductor Manufacturing Technology. We are a global company with over 42,000 employees and have over 4,000 in the US and Canada alone! Make a difference, come join the team! What’s the role? The Director, DSS is responsible for the Digital business in the US, through the management of the Sales and Training Team for the CZMI Digital Portfolio. The DSS will be responsible for the financial goal achievement of the US DSS team, and will supervise sales, training, forecasting, product knowledge development and customer interfaces of the team. Additionally, The Director, DSS will create compensation plans, working with Finance to create territory goals and country growth aspirations. The DSS will frequently co-travel with the team for the purpose of coaching the team regarding selling and product expertise and communicating with customers. The Director, DSS must develop product knowledge within the sales team of data management and instrument connectivity product line, including networking solutions to the practice and an awareness of market conditions and competition within the sales workforce. The Director, DSS is responsible for frequently working with management to develop and implement sales strategies, ideas, market and competitive activities and must represent CZM in keeping with the highest standards of business ethics, professionalism and customer care. Work closely with upstream marketing to assist in development of new product specifications for the US & Global Marketplace. Work with downstream marketing to develop product launch plans, specifications and promotions. Act as the Key Point of Contact in the US for all issues, launches, pilots, interoperability for the ZEISS HDP. HDP will require interaction across all of MED, including MCS and OPT. Work closely with Sales Directors & Directors - Key Accounts in the regions to uncover & develop business in their sectors, perform product demonstrations and enhance their product knowledge for the product line. Work closely with the Installation and Technical Support Teams to resolve customer problems and to share best practices. Report to the Head of Strategic Accounts/Digital Systems communicate and execute ideas to enhance sales, products, marketing ideas and tactics to improve the overall business.

Requirements

Four-year college degree in Computer Science, or related discipline is required.
3-5+ years relevant experience in medical software sales strongly required.
Successful track record managing sales team
Clinical knowledge of MED technology solutions and how they are utilized in practice.
Knowledge of EMR/EHR business models a definite plus.
Experience and familiarity of CZMI products and line of business
Must possess expertise in networking and connectivity, including IT and PACS.
Posses a high level of technical and clinical knowledge within the ophthalmology and optometry field.
Strong organizational and communication skills with peers, customer personnel and physicians.
Computer literacy in standard business software such as word processing, spreadsheet and presentations.
Develop expertise in product application and practice management implications.
Must possess a valid driver’s license.

Nice To Haves

M.S. in Computer Science or a related discipline is strongly preferred.

Responsibilities

Responsible for sales, planning, and execution of all Digital Solutions offered by MED, including but not limited to FORUM, Veracity, Subscription Services, HDP Applications.
Management, motivation and training of sales team.
Document monthly forecast, revenue and expense projections, review customer problems, plan monthly activity and evaluate competitive business encounters in a monthly forecast. A rolling 12-month forecast is updated monthly.
Attain or exceed yearly assigned product revenue, profit and product mix quotas for the total US plan.
Aid in the design of marketing programs, advertising, product promotion, sales contests and future product direction.
Recruit, hire and develop or promote the most proven and experienced ophthalmic representatives within the industry, or within Zeiss as well.
Work with Upstream, Downstream and Global marketing & R&D teams on new product specifications and related issues.
Coordinate with FORUM Installation and Technical Support Managers knowledge transfer/training program between Sales, Implementation & Clinical Applications Team.
Conduct performance reviews annually and document discipline issues according to HR policy.
Present Digital Solutions in large potential accounts.
Work frequently with Regional Sales Managers and Directors to review opportunities, schedule demonstrations and help close business.
Is the Connectivity “product champion” and technical expert for assigned products.
Maintain, analyze and utilize territory records, contact management software and other information
Provide timely, accurate and constructive written and oral communications to management regarding expected sales planned monthly activity.
Work with professional education team and educate KOL and thought leaders on the operation, utilization and application of our products
Assist the Regional Sales Managers, Key Account Managers & Regional Directors to manage new product demonstration inventory and select sites for unit placements.
Evaluate and certify reps within the region on their capability to take over responsibility for the new product line.
Assist the training department in developing training programs for new and existing products.
Develop strategy for Digital Product Line and expanding digital adoption
Direct responsibility for sales, training and follow-up to ensure meeting the company’s and customer’s success in Digital Solutions.
Product Launch Plan Support PLP calls for all new products that have digital components (nearly every new product touch digital HDP portfolio or FORUM)
Subject Matter Expert working with Upstream and Downstream product management on New Applications
Developing Subscription Business and Best Practices for US
Subject Matter Expert for Digital Sales for NextGen CRM Platform
Develop, along with Training team, RSM Training Plans for CDM/SUR/REF/CAS Teams
Support Digital Business Unit Activities around Product Development/ Running Beta Sites/ Country Enablement Programs/Customer Visit
Subject Matter Expert for Digital for customer visits to ZICC
Attend major conventions personally and assign team members as necessary
Lead cross functional teams to achieve digital excellence in customer communications.
Develop and implement creative and profitable tactical marketing approaches to the individual demands of the representative’s region.
All paperwork and other requested information should be furnished in a complete and timely manner.
Maintain currency of and adhere to applicable GMP and ISO 9001 processes and procedures.
Abide by state and federal employment laws.