Manager, National Accounts

ZEISS Group•Remote - USA GA, AR

1d•Remote

About The Position

Reporting to Director/Sr. Director, Retail, the National Account Manager is responsible for the overall revenue, profit, operating expense, and account management for the assigned national/global retail account(s) within the U.S. Retail Business. The National Account Manager will cover the full range of retail relationship across all business segments including Lab Rx Services, Lens Substrate, Dispensing Tools and Instruments, AR Coatings, Lens Accessories and Lab Enablement Services across ZEISS Branded, non-branded and OEM product portfolios. The National Account Manager will seek to increase CZV revenue, volume, profit and share of wallet by developing annual business plans and value-added programs and services that uniquely meet the needs of the retail key account. The goal is to strengthen and grow partnerships with retailers and partners while accelerating market share. The National Account Manager will seek to be a cohesive member of a strong, high performing team by championing the ZEISS Values (Serve, Act, Empower, Win) and implementing ZEISS leadership principles.

Requirements

Bachelors
Minimum of 5-10 years’ account management experience in the ophthalmic industry leading large retail accounts; Experience in CPG or related consumer products industry will be considered.
Must have direct experience working for or calling on customers at the VP or Sr. Director level with relationships among key customer decision makers.
Strong account management and relationship building skills
Strong business acumen and understanding of P&L
Proven success developing strategies that enable others to win new business and expand market share.
Demonstrated success managing RFP processes under tight timelines.
Proven history of complex negotiations yielding long-term, mutually beneficial partnerships.
High integrity and discernment—able to evaluate and decline opportunities inconsistent with brand or ethical standards.
Experience in global organizations and cross-cultural collaboration.
Demonstrated customer-centric results
Professional approach to selling techniques, negotiation skills and customer relations
Strong interpersonal and cross-functional team skills
Exceptional verbal and written communication skills.
Problem solving and decision making in a complex and changing environment.
Financial skills in budgeting, forecasting, and analytics
Microsoft Office Suite
SalesForce, RXPortal

Nice To Haves

Business/Optical Preferred
Business/Optical Preferred: Masters

Responsibilities

Oversee ZEISS’s partnership with key accounts, including contract negotiation, assortment planning, pricing, and execution of joint business initiatives.
Manage current national customers
Pursue and develop potential partnerships with new customers
Conduct quarterly business reviews with leadership on key accounts to evaluate performance, growth opportunities, and collaboration plans.
Responsible for sales development and growth for assigned portfolio.
Act as the main contact between customers and internal team
Lead the negotiation of RFP’s and contracts with Key Account Customers with leader support
Meet and exceed monthly, quarterly, and annual revenue targets as communicated by VP/SVP/President.
Initiate, organize and facilitate business activities between CZV and National Accounts including quarterly/annual business review and business plans.
Develop and deliver high impact, customer relevant, and financially supported strategy, proposals and presentations
Develop and plan key product initiatives and go-to-market programs to achieve customer objectives and CZV revenue/profit targets. Inclusive of RFP’s and pricing strategies.
Align on Customer KPI’s and facilitate internal communication with all relevant cross-functional departments; Monitor, track and take corrective actions as necessary
Prepare sales and volume forecasts, by product line and sku, to support budget and demand planning cycles and provide timely input to Director/VP to ensure plans are on track
Follow up on accounts receivables to ensure financial hygiene
Gather and analyze competitive data; Communicate findings and recommendations.
Represent the company at trade shows, events, exhibitions when applicable
Partner with Marketing and training team to plan, execute, develop co-branded consumer campaigns, promotions, or training activities emphasizing ZEISS lens innovation and quality.
Coordinate with Operations and Supply Chain to ensure optimal product availability, pricing accuracy, service levels, and inventory turns.
Collaborate with Product and Digital teams to embed ZEISS technologies within retail environments.
Follows safety standards and reports any safety concerns to leadership