Senior Strategic Account Manager - US Federal Government

About Us:

How many companies can say they have been in business for over 177 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!

What’s the role?

The Strategic Accounts Manager is responsible for managing a regional territory of large and influential accounts, as defined by Zeiss, to represent all Zeiss products and services relevant to that account.    This individual is responsible for identifying opportunities for penetration sales, proposal development, customer presentations and coordination of new business opportunities. Proactively develops effective business relationships with key decision makers in order to meet or exceed sales targets.  The Strategic Accounts Manager coordinates and participates in meetings with key influencers in the account and brings in subject matter experts from Zeiss for demos, or in the development of proposals in order to be most effective.  Subject matter experts would include sales managers, sales directors, distributors, service managers, or executives as required for the size and scope of the relationship.  

Sound Interesting?

Here’s what you’ll do:

• Assess the market, set clear goals, and drive sales performance in identified strategic accounts within the assigned region.
• Work with Sales and Marketing organization to agree on account targets, process,  , and mutual goals for strategic accounts.
• Drive results by clearly demonstrating the value propositions for specialty and ancillary business to improve customer growth and retention.
• Demonstrate active listening skills to gain understanding of key customer issues; identify challenges and manage expectations.
• Build collaborative partnerships with key accounts to develop and present professional business proposals that address their organizational challenges.
• Anticipate customer needs, recognize and act on opportunities to enhance customer service and expand the scope of business.
• Provide   management team with feedback on critical success factors and long term growth potential of major customer segments.
• Continuously monitor business trends and recommend strategies to optimize product portfolio performance.
• Define project workflows, track project progress, manage resources, and prioritize responsibilities and tasks in order to deliver quality and timely results.
• Multi-task in a fast-paced environment to provide strategic consulting to customers to achieve their long-term objectives.

Do you qualify?

• Bachelor’s degree in a business related discipline

• Ten (10) years’ previous sales experience in the medical device industry is required.

• Experience working with senior-level executives, client relationship management and ability to influence decisions.

• Excellent verbal, written, consultative and interpersonal communication skills and awareness of cross-cultural issues.

• Resourceful, creative, with an ability to prioritize and proactively offer solutions.

• Exceptional organizational, analytical and problem solving skills.

• Proven track record of sustained sales success maintaining peak performances to at least the top 20% in sales rankings.

• Must have the ability to recognize, map, and influence the political power structure of large, complex hospital organizations. 

• Must have direct working experience with Group Purchasing Organizations, Large Hospital Systems, and Integrated Delivery Networks.

• Must demonstrate their ability to work with internal corporate partners (sales divisions, marketing, regulatory, legal, finance, production, service, etc…) to develop cohesive, comprehensive, and innovative solutions for strategic accounts.

• Experience required in contract negotiation and development.

• Must exhibit an understanding of hospital reimbursement from the various payers including Medicare/aid.

The annual starting base salary for this position is $150,000 plus sales commission.

ZEISS also offers robust benefits, including medical plans, retirement savings plan and paid time of