BUSINESS DEVELOPMENT REPRESENTATIVE
Company: ZEISS Group
Location: San Francisco
Posted on: October 19, 2024
Job Description:
To strengthen our Team in the Eye Care Provider Division, we are
seeking a Business Development Representative for our Central, CA
territory (must live within territory - Bakersfield, Fresno,
Visalia). 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 and
consolidate 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 Customer Relationship Management (CRM) system. 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.
Do you have the following skills, experience and drive to succeed
in this role Find out below.
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 & profit drivers, and create value-based sales
strategies that have a positive financial impact on the
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.
- Treat territory as own franchise by creating and executing
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 a positive, productive and collaborative working
relationship 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 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.
- 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 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.
- 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.
ZEISS is one of the global leaders in the optical and
optoelectronic industries and has been contributing to
technological progress for over 175 years. ZEISS develops and
distributes lithography optics, measuring technology, microscopes,
medical technology, eyeglass lenses, camera and cine lenses,
binoculars and planetarium technology.
The annual pay range for this position is $56,000 -$70,000. The pay
offered for this role may be influenced by factors such as job
location, scope of role, qualifications, education, experience, &
complexity/specialization/scarcity of talent. This position is
eligible for sales commissions. ZEISS also offers robust benefits,
including medical plans, retirement savings plan and paid time
off.
We are an EEO/AA/Veterans/Disabled employer. If you need
accommodations to complete the application process, please email
Lindsay.walker@zeiss.com to request assistance.
Your ZEISS Recruiting Team:
Lindsay Walker
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Keywords: ZEISS Group, Danville , BUSINESS DEVELOPMENT REPRESENTATIVE, Other , San Francisco, California
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