Representative, Business Development

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 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.

This position will be covering Northern California. The ideal candidate resides in Sacramento, CA (or within 20 miles).

About the role

To strengthen our team in the Eye Care Provider Division, we are seeking a Business Development Representative for our Northern California territory (must live within the territory; Sacramento Area). Under general direction from the Regional Business Development Manager, the Business Development Representative (BDR) is responsible for the overall management, objectives, and plans 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 while consolidating share of wallet. This individual will conduct sales calls with eye care professionals (ECPs) such as optometrists, ophthalmologists, opticians, and other optical specialists to promote ZEISS products, services, and practice-based solutions using both consultative and conceptual selling approaches. The BDR will document customer records and activity within the Customer Relationship Management (CRM) system, develop and maintain effective plans for their assigned territory, implement account-specific programs and business plans, and act as a change agent to expand ZEISS product and portfolio utilization.

Responsibilities

• Meet or exceed sales growth targets for Direct Rx business and other strategic targets such as premium lenses, coatings, dispensing tools, and equipment, or key sales programs.
• Segment territory using CRM Account Classification system and identify key customer targets to increase territory sales.
• Profile and evaluate each customer’s store operation, financial data, business model, and profit drivers, and create value-based sales strategies that positively impact the company.
• Conduct and prepare pre-call planning and call objectives, anticipate likely objections, understand motivations, and establish a relationship as a trusted advisor/consultant.
• Lead sales conversations 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 obstacles or customer concerns.
• Treat territory as your own franchise by creating and executing a territory plan to achieve goals; consider required investment and financial impact in developing customer strategies.
• 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, lenses, and dispensing tools.
• Maximize and execute customer marketing programs to accomplish goals and objectives.
• Establish positive, productive, and collaborative working relationships with Carl Zeiss Vision employees and colleagues.
• Operate with the highest ethical standards 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 costs and leverage smart spending techniques.
• Prepare and submit timely expense reports.

Requirements

• BS or BA in Business, Public Administration, Economics, Marketing, or related field strongly preferred.
• 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.
• Must have a valid driver’s license.

Skills

• 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 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 and written communication skills.
• Excellent interpersonal, problem-solving, and analytical skills.
• Demonstrated ability to be proficient with standard MS Office applications, company technology devices (Laptop, iPad, iPhone, etc.) for territory management and product orders, and knowledge of Salesforce.com preferred.

Pay

The annual starting salary for this position is $82,500 plus sales commission. The pay offered for this role may be influenced by factors such as job location, scope of role, qualifications, education, experience, and complexity/specialization/scarcity of talent. This position is eligible for sales commissions, offering an exciting opportunity for earning additional rewards through a monthly commission structure.

Benefits

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