Representative, Business Development

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About Us
How many companies can say they have been in business for over 178 years? Here at ZEISS, we certainly can! As the pioneers of science, ZEISS handles the ever‑changing environments in a fast‑paced world, meeting it with cutting‑edge technologies and continuous advancements. ZEISS believes that innovation and technology are the key to a sustainable future and solutions for global change. We have a diverse range of portfolios throughout the ZEISS family in segments like Industrial Quality & Research, Medical Technology, Consumer Markets and Semiconductor Manufacturing Technology. We are a global company with over 42,000 employees and have over 4,000 in the US and Canada alone! Make a difference, come join the team!

Location/Region: This position is based in Chicago

What’s the role?

To strengthen our Team in the Eye Care Provider Division, we are seeking a Business Development Representative for our Chicago territory (must live within territory). Under general direction from the Regional Business Development Manager, the Business Development Representative (BDR) is responsible for the overall management, objectives, and plans 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 consolidate share of wallet. The BDR will conduct sales calls with eye care professionals (ECPs) such as optometrists, ophthalmologists, opticians and other optical specialists to promote our ZEISS products, services and practice‑based solutions using both consultative and conceptual selling approaches, and then document customer records and activity within a Customer Relationship Management (CRM) system. The BDR will develop and maintain effective plans for their assigned territory, implement account‑specific programs and business plans and act as a change agent for the expansion of ZEISS product and portfolio utilization.

Here’s 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 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 that have 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.
• Treat territory as own franchise by creating and executing territory plan to achieve goals; consider required investment and financial impact in developing customer strategies.
• 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, lenses and dispensing tools.
• 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 and in alignment with Carl Zeiss philosophies and leadership principles.
• Input accurate and timely reports via Salesforce.com.
• Efficiently manage travel cost and leverage smart spending techniques.
• Prepare and submit timely expense reports.

Do you qualify?

• BS or BA in Business, Marketing or related field strongly preferred.
• 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.
• 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 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.

The annual starting base salary for this position is $82,500 plus sales commission.

Benefits

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

Your ZEISS Recruiting Team

Lindsay Walker

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 (includes childbirth, breastfeeding or related medical condition), genetic predisposition, carrier status, gender expression or identity, including transgender identity, or any other class or characteristic protected by federal, state, or local law of the employee (or the people with whom the employee associates, including relatives and friends).