Director, Digital Solutions and Services
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Job Description
Director of US Digital Solutions at ZEISS managing sales and training teams for the CZMI Digital Portfolio. Responsible for financial goal achievement and development of product knowledge in medical technology solutions.
Responsibilities:
- Responsible for sales, planning, and execution of all Digital Solutions offered by MED, including but not limited to FORUM, Veracity, Subscription Services, HDP Applications.
- Management, motivation and training of sales team.
- Document monthly forecast, revenue and expense projections, review customer problems, plan monthly activity and evaluate competitive business encounters in a monthly forecast.
- A rolling 12-month forecast is updated monthly.
- Attain or exceed yearly assigned product revenue, profit and product mix quotas for the total US plan.
- Aid in the design of marketing programs, advertising, product promotion, sales contests and future product direction.
- Recruit, hire and develop or promote the most proven and experienced ophthalmic representatives within the industry, or within Zeiss as well.
- Work with Upstream, Downstream and Global marketing & R&D teams on new product specifications and related issues.
- Coordinate with FORUM Installation and Technical Support Managers knowledge transfer/training program between Sales, Implementation & Clinical Applications Team.
- Conduct performance reviews annually and document discipline issues according to HR policy.
- Present Digital Solutions in large potential accounts.
- Work frequently with Regional Sales Managers and Directors to review opportunities, schedule demonstrations and help close business.
- Is the Connectivity “product champion” and technical expert for assigned products.
- Maintain, analyze and utilize territory records, contact management software and other information.
- Provide timely, accurate and constructive written and oral communications to management regarding expected sales planned monthly activity.
- Work with professional education team and educate KOL and thought leaders on the operation, utilization and application of our products.
- Assist the Regional Sales Managers, Key Account Managers & Regional Directors to manage new product demonstration inventory and select sites for unit placements.
- Evaluate and certify reps within the region on their capability to take over responsibility for the new product line.
- Assist the training department in developing training programs for new and existing products.
- Develop strategy for Digital Product Line and expanding digital adoption.
- Direct responsibility for sales, training and follow-up to ensure meeting the company’s and customer’s success in Digital Solutions.
- Product Launch Plan Support PLP calls for all new products that have digital components (nearly every new product touch digital HDP portfolio or FORUM).
- Subject Matter Expert working with Upstream and Downstream product management on New Applications.
- Developing Subscription Business and Best Practices for US.
- Subject Matter Expert for Digital Sales for NextGen CRM Platform.
- Develop, along with Training team, RSM Training Plans for CDM/SUR/REF/CAS Teams.
- Support Digital Business Unit Activities around Product Development/ Running Beta Sites/ Country Enablement Programs/Customer Visit.
- Subject Matter Expert for Digital for customer visits to ZICC.
- Attend major conventions personally and assign team members as necessary.
- Lead cross functional teams to achieve digital excellence in customer communications.
- Develop and implement creative and profitable tactical marketing approaches to the individual demands of the representative’s region.
- All paperwork and other requested information should be furnished in a complete and timely manner.
- Maintain currency of and adhere to applicable GMP and ISO 9001 processes and procedures.
- Abide by state and federal employment laws.
Requirements:
- Four-year college degree in Computer Science, or related discipline is required.
- M.S. in Computer Science or a related discipline is strongly preferred.
- 3-5+ years relevant experience in medical software sales strongly required.
- Successful track record managing sales team.
- Clinical knowledge of MED technology solutions and how they are utilized in practice.
- Knowledge of EMR/EHR business models a definite plus.
- Experience and familiarity of CZMI products and line of business.
- Must possess expertise in networking and connectivity, including IT and PACS.
- Posses a high level of technical and clinical knowledge within the ophthalmology and optometry field.
- Strong organizational and communication skills with peers, customer personnel and physicians.
- Computer literacy in standard business software such as word processing, spreadsheet and presentations.
- Develop expertise in product application and practice management implications.
- Must possess a valid driver’s license.
Benefits:
- Medical
- Vision
- Dental
- 401k Matching
- Employee Assistance Programs
- Vacation and sick pay
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