ZEISS Group

Account Manager

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Senior Account Manager

Chief Marketing Officer

• Direct U.S. FOB Marketing organization to achieve annual sales and profit plans.
• Assist in the development of the FOB Market plan products and develop and execute the local implementation.
• Develop successful working relationships with Field of Business Leadership, Business Sector Leadership and product development to ensure all current and future product developments are supported with timely and effective communications programs for common goals of the business.
• Contribute to new product development plans and programs, including the successful launch of products to the FOB and the USA Market.
• Plan, organize, staff, train and develop CZMI’s FOB marketing personnel.
• Develop, implement and manage annual budget, compensation plan and motivational programs for department personnel.
• Interact with all levels of the organization, customers, KOL’s, vendors and industry competitors.
• Manage Product Marketing Managers.
• Plan, organize and conduct meetings and discussion groups, including annual sales and interim sales management meetings.
• Develop and manage promotional plans and materials for major trade shows.
• Support Sales organization in upgrading, changing, motivating, managing and maintaining “elite” direct and distributor network.
• Identify and develop new local strategic alliances to broaden CZMI’s commercial opportunities.
• Capitalize on fresh revenue opportunities; implement for maximum effect within distribution channel.

Head of Marketing

Director

• Responsible for sales, planning, and execution of all Digital Solutions offered by MED, including but not limited to FORUM, Veracity, Subscription Services, HDP Applications.
• Management, motivation and training of sales team.
• Document monthly forecast, revenue and expense projections, review customer problems, plan monthly activity and evaluate competitive business encounters in a monthly forecast.
• A rolling 12-month forecast is updated monthly.
• Attain or exceed yearly assigned product revenue, profit and product mix quotas for the total US plan.
• Aid in the design of marketing programs, advertising, product promotion, sales contests and future product direction.
• Recruit, hire and develop or promote the most proven and experienced ophthalmic representatives within the industry, or within Zeiss as well.
• Work with Upstream, Downstream and Global marketing & R&D teams on new product specifications and related issues.
• Coordinate with FORUM Installation and Technical Support Managers knowledge transfer/training program between Sales, Implementation & Clinical Applications Team.
• Conduct performance reviews annually and document discipline issues according to HR policy.
• Present Digital Solutions in large potential accounts.
• Work frequently with Regional Sales Managers and Directors to review opportunities, schedule demonstrations and help close business.
• Is the Connectivity “product champion” and technical expert for assigned products.
• Maintain, analyze and utilize territory records, contact management software and other information.
• Provide timely, accurate and constructive written and oral communications to management regarding expected sales planned monthly activity.
• Work with professional education team and educate KOL and thought leaders on the operation, utilization and application of our products.
• Assist the Regional Sales Managers, Key Account Managers & Regional Directors to manage new product demonstration inventory and select sites for unit placements.
• Evaluate and certify reps within the region on their capability to take over responsibility for the new product line.
• Assist the training department in developing training programs for new and existing products.
• Develop strategy for Digital Product Line and expanding digital adoption.
• Direct responsibility for sales, training and follow-up to ensure meeting the company’s and customer’s success in Digital Solutions.
• Product Launch Plan Support PLP calls for all new products that have digital components (nearly every new product touch digital HDP portfolio or FORUM).
• Subject Matter Expert working with Upstream and Downstream product management on New Applications.
• Developing Subscription Business and Best Practices for US.
• Subject Matter Expert for Digital Sales for NextGen CRM Platform.
• Develop, along with Training team, RSM Training Plans for CDM/SUR/REF/CAS Teams.
• Support Digital Business Unit Activities around Product Development/ Running Beta Sites/ Country Enablement Programs/Customer Visit.
• Subject Matter Expert for Digital for customer visits to ZICC.
• Attend major conventions personally and assign team members as necessary.
• Lead cross functional teams to achieve digital excellence in customer communications.
• Develop and implement creative and profitable tactical marketing approaches to the individual demands of the representative’s region.
• All paperwork and other requested information should be furnished in a complete and timely manner.
• Maintain currency of and adhere to applicable GMP and ISO 9001 processes and procedures.
• Abide by state and federal employment laws.

Director, Digital Solutions and Services

Marketing

• Create and manage the implementation of the annual strategic marketing plan for each customer segment within area of responsibility.
• Plan and manage the customer segment marketing budget.
• Launch new products, next generation products, and product enhancements, partnering with the Global Marketing Team, as the product changes to meet market needs.
• Executing regional product launch, ensuring global consistency, regionally efficiency, and locally effective.
• Collect secondary market research and provide to SBU, such as sales and market share by market, customer needs by market, product requirements by market.
• Understands what drives market segmentation.
• Contribute local market information based on customer needs/solutions, reimbursement information, competitive activities, market pricing, naming schemes to SBU for creation of business plan, marketing plan, and launch plan.
• Continuously monitor market needs and customer acceptance through sales force contact, customer visits, attend key congresses and meetings, and conduct primary and secondary market research.
• Adapt global content for regional marketing campaigns.
• Create and conduct local Marketing campaigns.
• Work with Marcom to develop promotional plans, including mailings, pitch-book creation and webinars/workshops based on local needs.
• Develop and nurture local/regional and national KOL relationships and manage KOL contracts and consulting agreements.
• Support Regional Sales Forces.
• Prepare and participate in Sales and Marketing Advisory Council presentation/workshops and Education programs.
• Provides Field Sales with updates on product services, and market changes.
• Be a resource to Field Sales and respond to point of sales questions and requests.
• Participate in Monthly/Quarterly Sales Forecasting meetings.
• Support regional local sales training by providing strategic goals and marketing messages.
• Liaise with regional Sales Training resources as content experts.
• Perform Sales Training during phase training sessions, trade shows, and sales meetings.
• Provide local customer support.
• Consult with customers to identify potential marketing needs, to support product adoption and effectiveness.
• Work with trade media to provide product specific information to assist with articles.
• Collaborate with customers on landmark events, articles and studies supporting market development needs.
• Support regional/local trade-show collateral/booth property needs, providing messaging & positioning to meet exhibit objectives.
• Direct customer inquiries into appropriate resources.
• Be a resource to support Regulatory activities as necessary.
• Manage, lead, coach and develop people.
• Lead cross functional teams to achieve digital excellence in customer communications.

Senior Account Manager

Head of Marketing

Director, Digital Solutions and Services

Senior Marketing Manager