Carl Zeiss Vision Canada Inc. is hiring a Business Development Representative responsible for the overall management and strategic objectives of an assigned territory within the U.S. Independent Eye Care Professional Channel. You will source, develop, and cultivate new clients and business while consolidating existing relationships through consultative and conceptual selling.
What You'll Do
- 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 a 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.
- Conduct and prepare pre-call planning and call objectives, anticipate likely objections, and establish a relationship as a trusted advisor.
- Lead sales conversations with Eye Care Professionals by challenging and persuading them to change behavior, build agreement, remove barriers, and close the deal.
- Create innovative tactical and strategic approaches to meet and exceed business objectives when faced with an obstacle.
- Treat territory as your own franchise by creating and executing territory plans to achieve goals, considering required investment and financial impact.
- 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.
- 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.
- Input accurate and timely reports via Salesforce.com.
- Efficiently manage travel cost and leverage smart spending techniques.
- Prepare and submit timely expense reports.
What We're Looking For
- 3+ years in a successful business-to-business sales environment.
- Strong sales focus with ability to move key opportunities through the sales cycle and provide detailed sales forecasts using CRM.
- 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 ability to establish influential relationships.
- Disciplined and results-oriented approach to selling and strong time management skills.
- Demonstrated ability to operate as a team player and work collaboratively with others.
- Ability to influence situations and people.
- Self-starter with ability to work independently.
- Excellent verbal & written communication skills.
- Excellent interpersonal, problem-solving and analytical skills.
- Must have a valid driver’s license.
- Proficient with standard MS Office applications, company technology devices (Laptop, iPad, iPhone, etc.) for territory management and product orders.
Nice to Have
- BS or BA in Business, Public Administration, Economics, Marketing or a related field.
- Experience in Rx sales, optical, medical device or retail operations industry with Fortune 500 companies.
- Knowledge of Salesforce.com.
- ABO & ABO speaker certification.
Technical Stack
- Salesforce.com
- MS Office applications
- Company technology devices (Laptop, iPad, iPhone)
Team & Environment
You will report to a Regional Business Development Manager. The company culture believes innovation and technology are key to a sustainable future and handles fast-paced environments with continuous advancements.
Benefits & Compensation
- Medical
- Vision
- Dental
- 401k Matching
- Employee Assistance Programs
- Vacation and sick pay
Work Mode
This role operates locally in the Philadelphia, West Chester, and King of Prussia areas.
ZEISS provides Equal Employment Opportunity without unlawful regard to an applicant's race, color, religion, creed, sex, gender, marital status, age, national origin or ancestry, physical or mental disability, medical condition, military or veteran status, citizen status, sexual orientation, pregnancy, genetic predisposition, carrier status, gender expression or identity, including transgender identity, or any other class or characteristic protected by federal, state, or local law.
