Business Development Representative

Carl Zeiss Vision, Inc.; Pennsylvania; Hybrid; USD 74,000 - 91,000; Full time

Benefits offered by this job

Medical plans

Retirement savings plan

Paid time off

Vacation and sick pay

Job summary

Carl Zeiss Vision, Inc. is seeking a Business Development Representative to drive growth across the U.S. optical channel.

You will source, develop and cultivate new clients like optometrists and ophthalmologists, promoting ZEISS products and solutions through consultative selling and Salesforce activity. The role requires 3+ years in B2B sales, with preference for Rx/optical sectors and Fortune 500 experience.

Qualifications

• 3+ years in a business-to-business sales environment, preferably Rx/optical/medical device.
• Fortune 500 experience is a plus.
• ABO certification is preferred.
• Excellent verbal and written communication skills.

Responsibilities

• Meet or exceed sales growth targets for Direct Rx and strategic programs.
• Identify key targets using Salesforce.com to increase territory sales.
• Profile store operations and create value-based sales strategies.
• Lead pre-call planning and handle objections as a trusted advisor.
• Close deals and drive market expansion with ECPs.
• Support national marketing plans with digital tools.
• Plan and conduct on-site trainings to increase demand for CZV lenses.

Skills

B2B sales

CRM proficiency

consultative selling

negotiation

Education

Bachelor's degree

HSD/ GED

Tools

Salesforce

Job description

About Us

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 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?

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 its 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.

Here’s what you’ll do

• 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 has 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.
• Follows safety standards and reports any safety concerns to leadership.

Do you qualify?

• HSD / GED Bachelors.
• 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.
• 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 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.
• ABO & ABO speaker certification preferred.
• Excellent verbal & written communication skills.
• Excellent interpersonal, problem‑solving and analytical skills.
• Must have a valid driver’s license.

Compensation & Benefits

The annual starting base salary for this position is $82,500 plus sales commission.

ZEISS also offers robust benefits, including medical plans, retirement savings plan and paid time off.

• Medical Vision Dental 401k Matching Employee Assistance Programs Vacation and sick pay The list goes on!

Equal Opportunity Employment

ZEISS provides Equal Employment Opportunity without unlawful regard to an Applicants race, color, religion, creed, sex, gender, marital status, age, national origin or ancestry, physical or mental disability, medical condition, military or veteran status, citizen status, sexual orientation, pregnancy (includes childbirth, breastfeeding or related medical condition), genetic predisposition, carrier status, gender expression or identity, including transgender identity, or any other class or characteristic protected by federal, state, or local law of the employee (or the people with whom the employee associates, including relatives and friends).

Diversity is a part of ZEISS. We look forward to receiving your application regardless of gender, nationality, ethnic and social origin, religion, philosophy of life, disability, age, sexual orientation or identity.

The Company reserves the right to interpret, amend, or otherwise modify, in whole or in part, any job description at any time, at its sole discretion.

Step out of your comfort zone, excel and redefine the limits of what is possible. That's just what our employees are doing every single day – in order to set the pace through our innovations and enable outstanding achievements. After all, behind every successful company are many great fascinating people. In a spacious modern setting full of opportunities for further development, ZEISS employees work in a place where expert knowledge and team spirit reign supreme. All of this is supported by a special ownership structure and the long‑term goal of the Carl Zeiss Foundation: to bring science and society into the future together.