Business Development Representative

zeissgroup; United States; On-site; USD 60,000 - 90,000; Full time

Job summary

ZEISS is hiring a Business Development Representative for the U.S. Eye Care Professional (ECP) channel.

You will source, develop and expand new accounts, promoting Carl Zeiss Vision products and practice-based solutions using consultative selling approaches across optometrists, ophthalmologists, and optical specialists. You will document activities in Salesforce, build account plans, and work with sales leadership to achieve territory goals while maintaining high ethical standards and

Qualifications

• 3+ years in a successful B2B sales environment.
• Experience in Rx sales, optical, medical devices or retail operations with Fortune 500s is a plus.
• Able to forecast using CRM tools and manage opportunities.

Responsibilities

• Meet or exceed sales growth targets in Direct Rx and related programs.
• Identify key targets using Salesforce.com to grow territory sales.
• Profile customer operations and develop value-based sales strategies.
• Lead pre-call planning, set objectives, and handle objections to close deals.
• Build and manage territory plans with leadership to achieve goals.

Skills

B2B sales

Sales forecasting

Client relationship building

Time management

Education

Bachelor's degree

HSD/GED

Tools

Salesforce.com

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 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.

Sound Interesting?

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 implements 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.

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 pre