Representative, Business Development

Location: Dallas – Fort Worth Area

About the role

Under general direction from the Regional Business Development Manager, the Business Development Representative (BDR) is responsible for the management and growth for the assigned territory within the U.S. Independent Eye Care Professional (ECP) Channel. The BDR 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 BDR 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 BDR will also conduct quarterly business reviews with sales leadership to evaluate performance to the stated company and territory goals.

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 collaborative 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.
• Follow safety standards and report any safety concerns to leadership.

Requirements

• HSD / GED or Bachelor’s degree.
• 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.
• Valid driver’s license.

Skills

• Strong sales focus with 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 work collaboratively with and through others.
• Ability to influence situations and people.
• Self‑starter with ability to work independently.
• ABO & ABO speaker certification preferred.
• Excellent verbal & written communication skills.
• Excellent interpersonal, problem‑solving and analytical skills.

Benefits

• Medical
• Vision
• Dental
• 401k Matching
• Employee Assistance Programs
• Vacation and sick pay