Business Development Representative

Job summary

Manage and grow an assigned territory by developing new business, increasing sales of ZEISS vision products, and achieving revenue and strategic targets. Build customer-specific sales plans, conduct consultative sales calls and training, maintain accurate Salesforce records, and collaborate with colleagues and buying groups.

Job details

About Us: How many companies can say they’ve been in business for over 179 years? Here at ZEISS, we certainly can! As the pioneers of science, ZEISS handles the everchanging 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! What's the role? 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 Canadian 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, opticians and other optical specialists to promote our ZEISS products, services and practice-based solutions using both consultative and conceptual selling approaches, and then documenting customer records and activity within Salesforce.com. The BDR will develop and maintain effective plans for their assigned territory, will develop and implement account specific programs and business plans and will act as change agent to the expansion of ZEISS product and portfolio utilization. The BDR will also conduct quarterly business reviews with sales leadership to evaluate performance to the stated company and territory goals. Sound interesting? 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, 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 Buying 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. Do you qualify? 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. Post secondary education in business administration or equivalent experience in a relevant field is an considered an asset 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 able to work collaboratively with and through others Ability to influence situations and people Self-starter with the ability to work independently Excellent verbal & written communication skills Excellent interpersonal, problem-solving and analytical skills Must have a valid driver’s license The annual pay range for this position is $64,000 – $80,000 The pay offered for this role may be influenced by factors such as job location, scope of role, qualifications, education, experience, & complexity/specialization/scarcity of talent. This position is also eligible for a performance bonus or sales commissions. ZEISS also offers robust benefits, including medical plans, retirement savings plan and paid time off. We have amazing benefits to support you as an employee at ZEISS! Medical Vision Dental RRSP Employee Assistance Program Paid time off including vacation, personal, and sick days The list goes on! As part of our recruitment process, we currently do not use Artificial Intelligence (AI) to assess applications or make hiring decisions. This job posting is for an existing vacancy. The above is intended to describe the general content and requirements for this job. It is not to be construed as an exhaustive statement of requirements, duties, or responsibilities. The Company reserves the right to interpret, amend, or otherwise modify, in whole or in part, any job description at any time, at its sole discretion. Your ZEISS Recruiting Team: Debra Ann Rybolt As part of our recruitment process, we currently do not use Artificial Intelligence (AI) to assess applications or make hiring decisions. This job posting is for an existing vacancy. Accommodation ZEISS is committed to creating an accessible and inclusive organization. We are committed to providing barrier-free and accessible employment practices. Should you require Code-protected accommodation through any stage of the recruitment process, please make them known when contacted and we will work with you to meet your needs.

What you’ll do

Manage and grow an assigned territory by developing new business, increasing sales of ZEISS vision products, and achieving revenue and strategic targets. Build customer-specific sales plans, conduct consultative sales calls and training, maintain accurate Salesforce records, and collaborate with colleagues and buying groups.

Requirements

Requires at least three years of successful B2B sales experience, preferably in optical, prescription, medical device, or retail operations; alternatively, five or more years of optical sales experience. Candidates should demonstrate consultative selling, negotiation, planning, communication, and CRM skills, and must have a valid driver’s license; post-secondary business education or equivalent experience is an asset.

Benefits

• Medical Plans
• Vision Insurance
• Dental Insurance
• Retirement Savings Plan (RRSP)
• Employee Assistance Program
• Paid Time Off
• Performance Bonus
• Sales Commissions

Listed skills

• Time management · Preferred
• Problem solving · Preferred
• Territory Management · Preferred
• Negotiation · Preferred
• Communication · Preferred
• Team Collaboration · Preferred
• Consultative Selling · Preferred
• Relationship Building · Preferred
• Salesforce · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Business-to-Business Sales
• Consultative Selling
• Territory Management
• Account Planning
• Negotiation
• Sales Forecasting
• Customer Relationship Management
• Salesforce
• Revenue Growth
• Customer Training
• Communication
• Time Management
• Problem-Solving
• Analytical Skills
• Relationship Building
• Team Collaboration
• Outside Sales
• Sales Territory Management
• Sales Strategy
• Retail Operations
• Competitive Environment
• Influencing Skills
• Sales Leadership
• Self-Starter
• Expense Reports
• Business Objectives
• Time Off Management
• Ethical Standards And Conduct
• Valid Driver's License
• Medical Devices
• Planning
• Research
• Artificial Intelligence
• Business To Business
• Business Development
• Business Administration
• Management
• Sales
• Financial Data
• Selling Techniques
• Leadership
• Health Technology
• Marketing
• Innovation
• Problem Solving
• Persuasive Communication
• Phone Sales
• Safety Standards
• Retail Sales
• Sales Process

Job areas

• Sales
• Healthcare
• Marketing
• Business Development Representative
• Business Development Specialist
• Commercial Sales Representatives
• Market Research Analysts and Marketing Specialists

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