Executive Representative, Business Development

ZEISS Group

About The Position

How many companies can say they’ve been in business for over 179 years?! Here at ZEISS, we certainly can! As the pioneers of science, ZEISS handles the everchanging environments in a fast-paced world, meeting it with cutting edge of 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 46,000 employees and have over 4,000 in the US and Canada alone! Make a difference, come join the team! This position will be covering SE Houston, TX. Under general direction from the Regional Business Development Manager, the Executive, Business Development Representative (EBDR) is responsible for the management and growth for the assigned territory within the U.S. Independent Eye Care Professional (ECP) Channel. The ESBDR is an experienced business-to-business sales representative with the ability to source, develop and cultivate new clients and new business and increase share of wallet. This individual would be responsible for conducting sales calls with eye care professionals (ECPs) such as optometrists, ophthalmologists, opticians and other optical specialists to promote our ZEISS products, services and practice-based solutions using both consultative and conceptual selling approaches and then documenting customer records and activity within Salesforce.com. The EBDR will develop and maintain effective plans for their assigned territory, will develop and implement account specific programs and business plans and will act as change agent to the expansion of ZEISS product and portfolio utilization. The EBDR will also conduct quarterly business reviews with sales leadership to evaluate performance to the stated company and territory goals.

Requirements

HSD/GED is required.
Bachelor’s degree is preferred.
10+ years in a successful business to business (B2B) sales environment, preferably in Rx sales, optical, medical device or retail operations industry with Fortune 500 companies.
In lieu of 10+ years of B2B sales, a combination of 5+ years in medical device, optical, or pharmaceutical sales including retail optical sales.
Minimum 7 years tenure with Carl Zeiss Vision
Minimum 2 years tenure as Senior Representative, Business Development
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 and demonstrated achievement of sales 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 interpersonal, problem-solving and analytical skills
Must have a valid driver’s license
Must be able to travel within territory and outside territory as required. 30% - 65% travel is expected.

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 have 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 implement 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.
Assist the Regional Business Development Manager in the hiring, training, and development of the Regional Sales Team.
Assist the Regional Business Development Manager in onboarding or large strategic customers/opportunities.
Mentor other Business Development Representatives
Be available to train and co-travel with other Business Development Representatives
Attend National and Regional trade shows as required.
Work with cross-functional teams on the development of products and programs to better serve the market and the overall sales organization.