Business Development, Capture Associate
ARETUM
Senior Representative, Business Development
ZEISS Group
full-time
Posted on:
Location Type: Hybrid
Location: Virginia • 🇺🇸 United States
Visit company websiteJob Level
Senior
Tech Stack
SFDC
About the role
- 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 has positive financial impact on 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 implements 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 collaborate working relationships 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.
- Follows safety standards and reports any safety concerns to leadership.
- Assist the Regional Business Development manager in the hiring, training, and development of the Regional Sales Team.
- Work with cross functional teams on development of products and programs to better serve the market and the overall sales organization.
- Attend National and Regional trade shows as needed.
- Assist the Regional Business Development manager in onboarding or large strategic customers/opportunities.
- Mentor other Business Development Representatives.
- Be available to train and co-travel with other Business Development Representatives.
- Perform other duties as assigned.
Requirements
- 10+ 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 10+ years of B2B sales, a combination of 5+ years in medical device, optical, or pharmaceutical sales including retail optical sales.
- 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 and demonstrated achievement of sales 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 able to work collaboratively with and through others.
- Ability to influence situations and people.
- Self-starter with the ability to work independently.
- Excellent interpersonal, problem-solving and analytical skills.
- Must have a valid driver’s license.
Benefits
- Medical
- Vision
- Dental
- 401k Matching
- Employee Assistance Programs
- Vacation and sick pay
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
sales growthvalue-based sales strategiessales forecastingconsultative sellingnegotiation skillstime managementproblem-solvinganalytical skillsB2B salesoptical sales
Soft skills
relationship buildinginfluencing skillsteam playerself-starterresults-orientedeffective communicationcollaborationmentoringtrainingconsultative approach
Certifications
valid driver’s license
