Business Development Representative
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Job Description
ZEISS business development representative growing Carl Zeiss Vision optical sales across Oklahoma. Managing ECP relationships, territory plans, Salesforce activity, and consultative sales programs.
Responsibilities:
- Manage and grow the assigned Oklahoma territory within the U.S. Independent Eye Care Professional (ECP) Channel
- Source, develop and cultivate new clients and new business and increase share of wallet
- Conduct sales calls with optometrists, ophthalmologists, opticians and other optical specialists to promote ZEISS products, services and practice-based solutions
- Document customer records and activity within Salesforce.com
- Develop and maintain effective territory plans
- Develop and implement account-specific programs and business plans
- Act as a change agent for expansion of ZEISS product and portfolio utilization
- Conduct quarterly business reviews with sales leadership to evaluate performance against company and territory goals
- Meet or exceed sales growth targets for Direct Rx business and strategic targets
- Identify key customer targets using Salesforce.com to increase territory sales
- Evaluate customer store operations, financial data, business models and profit drivers; create value-based sales strategies
- Conduct pre-call planning, establish call objectives, anticipate objections and act as a trusted advisor/consultant
- Lead sales conversations with ECPs, build agreement, remove barriers and close deals
- Develop tactical and strategic approaches to meet business objectives
- Communicate advantages and benefits of Carl Zeiss Vision products and services
- Support and implement national marketing plans using digital tools and apps
- Plan and conduct on-site training and educational seminars
- Work with Alliance Groups to grow Carl Zeiss Vision share within the assigned territory
- Build productive relationships with Carl Zeiss Vision employees and colleagues
- Operate according to ZEISS ethical standards and leadership principles
- Submit accurate and timely Salesforce.com reports
- Manage travel costs and submit timely expense reports
- Follow safety standards and report safety concerns to leadership
Requirements:
- 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
- Experience using Salesforce.com
Benefits:
- Medical
- Vision
- Dental
- 401k Matching
- Employee Assistance Programs
- Vacation and sick pay
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