About the position
The Industrial Material Sales Product Sales Manager position is a highly skilled and highly technical sales position which relies heavily on consultative selling skills and the use of the Zeiss Selling Process (ZSP) to meet customer requirements and individual/territorial sales targets. Success requires strong customer support, both product and application, for Materials EM/XRM/HIM products in the assigned industry Market in their defined territory. This requires technical knowledge of each of the various systems and components and excellent time management skills. At all times, conduct in accordance with company guidelines and standards is expected. This position requires high communication skills and the ability to work in teams with application specialists, service and administration and related positions of other departments.
Responsibilities
- The selling and support of Zeiss instrumentation and related components in the Materials markets, including all industrial assigned markets: includes X-Ray Microscopes, Electron Microscopy, He Ion Microscopy, Multibeam SEM and their related third-party equipment as required while using the skill sets developed in the ZSP training.
- Professional account and project management, including professional Zeiss Selling Process (ZSP) Skills: Information Gathering skills, Information Sharing skills, proposal generation, Proposal Presentation skills (including a technically correct quotation), Proof of Concept (demonstration), Negotiation, maintenance of project related data in the CRM system, forecasting, and a strong focus on customer retention, profitability and growth to the customer base.
- Official quotations are created by the PSM for all EM/XRM and HIM products in combination with additional components as required.
- Submits monthly forecast per the defined forecast process.
- CRM participation including lead follow-up, opportunity tracking, and detailed call documentation and activity planning.
- Organization of and participation in regional workshops and seminars within defined territory, and involving specialists as needed for the various products outlined above and on as needed basis.
- Participation at national conventions, regional meetings and seminars.
- Compliance with ad hoc and scheduled management requests for feedback and data.
- Perform presentations of Zeiss products (independently and in a team setting) at demonstrations, meetings, seminars, and workshops using the ZSP approach and professional presentation tools.
- High-level knowledge of the latest computer technologies, including hardware and software.
- Active communication to the BSMs and the IQS Field personal and Regional Managers to align projects and leads/ opportunities and coordinate workshops/ customer meetings/ customer events.
- Active participation in on-going personal development, including self-inspired or corporate training, both product- and sales-related, based on dialogue with Director of Material Science on an ad hoc basis.
- Primary duties and responsibilities are centered around selling and meeting the plan. In addition, other duties like Customer Support, Installation and Training may be requested.
Requirements
- Bachelor's degree or higher in Material/ Geoscience/ Natural or Applied Science preferred from an accredited college or university.
- Preferable technical knowledge of high-end electron/ Ion or laser based microscopy and/ or X-Ray technology.
- Good knowledge of MS Office, and strong presentation skills required.
- Prior experience in technical sales and managing a field coverage area for technical sales or product support.
- Positive 'can do' attitude coupled with a willingness to continuously acquire product and application knowledge independently.
- Knowledge and experience in material related applications is a huge plus.
Benefits
- Medical
- Vision
- Dental
- 401k Matching
- Employee Assistance Programs
- Vacation and sick pay
