Key Account Refractive Manager
5 months ago
What we're looking for:
The Key Account Manager is responsible for managing a regional territory of large, strategic, influential and / or highly complex accounts, as defined by Zeiss, to represent all Zeiss products, services, and available resources relevant to that account. Proactively develops effective business relationships with existing decision makers, while establishing and building new partnerships within new, defined growth areas.
The Key Account Manager commits to an annual sales plan, writes specific objectives, and forecasts orders and expected revenue monthly.
What you'll do:
- Develop and maintain strategic, long-term, trusting relationships with key customers.
- Monitor and assess competitive environment and market dynamics to anticipate opportunities and prepare for potential objections as they relate to clinical, economic, or other product-related challenges
- Builds and maintains an understanding of the needs and issues of key stakeholders within the hospital / clinic environment; engages in conversation to uncover underlying or unexpressed clinical / customer needs; creates awareness of ZEISS products by conveying the best use of each product based on patient needs according to ZEISS guidelines.
- Identify practice development requirements and organize resources accordingly.
- Evaluate potential account transformation requirements and elaborate a plan.
- Leverage commercial integration / selling solutions using the complete Ophthalmology product portfolio with emphasis on working as a cross-functional / product team.
- Develop and implement synergy opportunities among Product Specialists, Clinical Application Specialists, Regional Sales and Service Coordinators, Support Sales, Practice Development, and other corporate partners.
- Schedule personalized sales presentations and business plans to key stakeholders.
- Educate clinical staff on how to promote the benefits of Zeiss products over other competitive platforms.
- Direct customer inquiries to appropriate resources.
- Develop and coordinate ZEISS resident programs.
- Attend and support trade shows, conferences, exhibits, seminars, and wet-labs as approved.
- Educate and support referral network as required.
- Attain or exceed yearly revenue goals for territory of responsibility.
- Ensure that Key Account Management KPI targets are met.
- Provide timely, accurate and constructive written and oral communications regarding expected sales and planned monthly activity.
- Provide feedback to management on sales trends.
- Other Key and Strategic Account Management tasks as assigned.
- Note: Essential functions may not be limited to the tasks and responsibilities listed within this section. Ordering of essential functions does not necessarily reflect importance of item.
Who you are:
- Strong organizational, communication, and presentation skills.
- Excellent verbal, written, consultative, teaching, and interpersonal communication skills and awareness of cross-cultural issues.
- Exceptional negotiating and diplomacy skills.
- History of signing multi-million-dollar contracts within large / influential hospital / clinical accounts.
- Leadership skills.
- Capable of working independently; exercising independent judgment with minimum supervision.
- Must demonstrate their ability to work with internal corporate partners (sales divisions, marketing, regulatory, legal, finance, production, service, etc ) to develop cohesive, comprehensive, and innovative solutions for strategic accounts.
- Experience required in government RFPs and contracts.
- Ability to work with customers in intense surgical environment.
- Proven track record of sustained sales success maintaining peak performances to at least the top 20% in sales rankings.
- Bachelor’s degree is required.
- Proven experience in Key / Strategic Account Management.
- Minimum of 2 years of Surgical capital equipment / consumable sales experience is mandatory.
- Strong computer skills and affinity for computer-aided data analysis products.
- Must possess a valid motor vehicle license.
Working Conditions and Special Demands:
- While performing the duties of this role, the employee is regularly required to sit, talk, hear, and use hand tools, objects or controls. The employee is occasionally required to stand, walk and reach with his hands and arms. The employee must occasionally lift and / or move up to 80 pounds.
- Ability to travel as much as 70% of the time. Overnight travel maybe required and some occasional weekend work.
- Must be able sit for prolonged periods in an automobile/airplane. May be standing for long periods of time.
Your ZEISS Recruiting Team:
John Rapea
- COVID-19 Considerations_
- Accommodation_
- ZEISS is committed to creating an accessible and inclusive organization. We are committed to providing barrier-free and accessible employment practices. Should you require Code-protected accommodation through any stage of the recruitment process, please make them known when co
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