[Hiring] Business Development Representative @ZEISS Group

Role Description

Under general direction from the Regional Business Development Manager, the Business Development Representative (BDR) is responsible for the management and growth for the assigned territory within the U.S. Independent Eye Care Professional (ECP) Channel. The BDR is an experienced business-to-business sales representative with the ability to source, develop and cultivate new clients and new business and increase share of wallet.

This individual would be responsible for:

• Conducting sales calls with eye care professionals (ECPs) such as optometrists, ophthalmologists, opticians, and other optical specialists to promote ZEISS products, services, and practice-based solutions.
• Documenting customer records and activity within Salesforce.com.
• Developing and maintaining effective plans for their assigned territory.
• Implementing account-specific programs and business plans.
• Acting as a change agent to the expansion of ZEISS product and portfolio utilization.
• Conducting quarterly business reviews with sales leadership to evaluate performance to the stated company and territory goals.

Qualifications

• 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 relationships with customers.
• Disciplined and results-oriented approach to selling and strong time management skills.
• Demonstrated ability to operate as a team player and 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.

Requirements

• Meet or exceed sales growth targets for Direct Rx business and other strategic targets such as premium lenses, coatings, finished single vision lenses, and organizational programs and projects.
• Utilize Salesforce.com to 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 that have a positive financial impact on the company.
• Conduct and prepare pre-call planning and call objectives, and anticipate likely objections; understand motivations and establish a relationship as a trusted advisor/consultant.
• Lead sales conversation with ECPs by challenging and persuading them to change behavior.
• Build agreement at each point in the sales process, remove barriers, and close the deal.
• Create innovative tactical and strategic approaches to meet and exceed business objectives when faced with an obstacle or a customer concern.
• 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 to increase demand for Carl Zeiss Vision labs and lenses.
• Work with Alliance Groups to maximize opportunities to grow CZV share within assigned territory.
• 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 and in alignment with Carl Zeiss philosophies and leadership principles.
• Input accurate and timely reports via Salesforce.com.
• Efficiently manage travel costs and leverage smart spending techniques.
• Prepare and submit timely expense reports.
• Follow safety standards and report any safety concerns to leadership.

Benefits

• Medical
• Vision
• Dental
• 401k Matching
• Employee Assistance Programs
• Vacation and sick pay
• The list goes on!