Key Account Manager - Ophthalmic

September 17

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ZEISS Group

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Optics • Optoelectronics and Precision Mechanics • Binoculars • Microscopy • Eyeglass Lenses

10,000+

Description

• 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. • Ensure optimal, turnkey implementation of solutions, and follow up on the operation, utilization, and application of our solutions. • 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.

Requirements

• 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.

Benefits

• Medical • Vision • Dental • RPP • Employee Assistance Program • Vacation and sick pay