Global Account Manager (m/w/d)

Step out of your comfort zone, excel and redefine the limits of what is possible. That's just what our employees are doing every single day – in order to set the pace through our innovations and enable outstanding achievements. After all, behind every successful company are many great fascinating people.

In a spacious modern setting full of opportunities for further development, ZEISS employees work in a place where expert knowledge and team spirit reign supreme. All of this is supported by a special ownership structure and the long-term goal of the Carl Zeiss Foundation: to bring science and society into the future together.

Join us today. Inspire people tomorrow.

Diversity is a part of ZEISS. We look forward to receiving your application regardless of gender, nationality, ethnic and social origin, religion, philosophy of life, disability, age, sexual orientation or identity.

Apply now! It takes less than 10 minutes.

Your role:

Independent development and implementation of the sales strategy and achievement of sales targets together with the Sales Manager and BDM of the SMT SSC unit.

• Reporting to the Head of Sales & Service for managing sales and service activities in the regions.
• Steering, reviewing, and optimizing cooperation between external sales organizations and the individual sites/FoBs of CZ SFS in Germany and Israel.
• Aligning and drafting customer contracts in collaboration with the legal departments, FoB and SSC.
• Supporting the sales organizations through regular on-site visits to customers for:
  • Conducting coordinated commercial negotiations
  • Assessing customer satisfaction
  • Identifying open requirements in early technology engagement, joint solution cooperation, sales projects, and support needs
• Joint decision-making with the SMT SSC unit on priorities and escalations covering the full lifecycle of sold products.
• Capturing the most important topics in a digital management system for prioritization, follow-up, and KPI tracking related to customer satisfaction.
• Optimizing the after-sales business in collaboration with the responsible Service Manager.
• Continuous development and maintenance of a strong network with customers and the regional organization.

 

CIP & Training

• Conducting sales trainings on new products.
• Joint development of sales strategies, including the definition of individual customer value for new products, involving local representatives and experts from the respective sites depending on the product line.
• Deriving measures to increase margin and safeguard profitability through sales projects.
• Embedding and promoting value-based selling.
• Ensuring continuous exchange between the customer and ZEISS regarding requirements and feedback.
• Supporting and continuously improving the use of an IT-driven sales process (DevOps).

 

Cross-Regional Coordination

• Steering collaboration between different external organizations for cross-country customer setups.
• Aligning, preparing, and (co-)conducting negotiations with customers.
• Coordinating margin allocation between different organizations for cross-country customer business.
• Coordinating cross-FoB sales projects (bundle deals) together with FoB Sales.

 

Planning

• Contributing to the overall strategic planning of Carl Zeiss SFS with regard to:
  • Medium-term revenue planning
  • Sales projects
  • Introduction of new technologies at customers
  • Development of the after-sales business
    in alignment with the Head of Sales and the leadership team.
• Jointly deciding, together with the SSC SMT unit, on planning figures, targets, and measures for implementation.
• Ensuring and reporting the global forecast, monthly sales figures, financial KPIs, and market trends.
• Contributing to the planning of Objectives and Key Results (OKRs).

 

Education

• (Minimum) At least a BachelorBachelor, MasterMaster, equivalent (Dipl.Dipl.) or higher (PhDPhD) degree in business, engineering, natural sciences (physicsphysics, chemistrychemistry, …), computer science or a related field.

 

Professional Experience

• (Minimum) 55 years of commercial, technical or application-related experience in the semiconductor environment.
• Experience in project management and intercultural collaboration within teams.

 

Other Skills & Competencies

• Strong self-management and willingness to travel.
• Experienced in negotiations.
• Business-fluent English.
• Strong affinity for technology.
• Basic knowledge of business administration and marketing.
• Intercultural, methodological and social competence.

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